sales training

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sales training

Limited and Select Service Hotels: 5 Ways Your Front Desk Staff Can Increase Direct Bookings and Cut Distribution Costs

Doug Kennedy | January 15, 2019

By Doug Kennedy Like all segments of the hotel industry, limited and select service hotels are seeing distribution costs eating away at top-line profits. Of course OTA's and other third parties are important to the channel mix. However, the colleague at your front desk right now can be your hotel's best resource for increasing the most profitable of all channels, which is of course your direct bookings. Not only do reservations that are made directly have the lowest acquisition costs, but they also tend to have a higher ADR. The following are some action steps and then five training tips for your segment of the lodging industry. Action ...

THE SALES PROCESS: Step Three GAINING COMMITMENT

ProSolutions | October 26, 2018

By Jana Love As we wrap up the third step in the Sales Process Series, your number one goal in sales is to gain commitment from the customer. However, The Sales Board wrote a blog on the research they found stating that, "...salespeople need dramatic improvement in achieving Sales Objectives and Gaining Commitment at each milestone of the sale." Their statistics show that 62% of salespeople fail to ask for commitment. That is a lot of potential sales heading out your door. Gaining commitment is an important element of selling. It consists of closing (checking in) at each step and making conclusions about where your customer is...

THE SALES PROCESS:: Step Two ADVANCING THE SALE

ProSolutions | October 2, 2018

By Jana Love Are you ready to explore the next significant step of building a successful sales conversation? Knowing the steps to take to move the call along professionally will positively enhance sales closure. Remember you can't force a sale, you need to earn the sale. And to do that, some homework prior to the call is required. Let's get started. Prepare and Anticipate Your Customer ~ Some customers know exactly what they want, while others will come to you to be educated on what you have that will interest them. The key to successfully dealing with both of these customers is being present and knowledgeable. As a sales pers...

Kennedy Training Network Announces Advanced Level Reservations Sales Training

Kennedy Training Network | April 7, 2016

New Program Helps Reservations and Front Desk Agents Overcome Objections and Maximize Rates Hollywood, Florida - April 7, 2016 - KTN announced today the launch of a new advanced-level training program for reservations sales agents and for front desk colleagues that take reservations. The new course, which is available as an on-site training workshop and also as a private webinar series, can be scheduled as a follow-up to KTN's Hotel Reservations QUEST sales training program or scheduled as a stand-alone event. "Today's agents already have to deal with questions from over-informed callers who have read guest reviews and surf...


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