Hotel sales pros & your property’s strengths

Hotel sales pros know their hotel's strengths

Hotel sales pros remove resistance at the point of sale: what’s “right” about your hotel?

I do hope you’ve read my last few blog posts about how hotel sales pros remove resistance at the point of sale. If not be sure to catch up on the post on “Hotel Sales Pros and the Anticipatable Objection” and last week’s “Hotel Sales Pros & Your Property’s Flaws.”

For this week, let’s continue the exercise. I’d like you to write down the reasons that people should be using your hotel. I know that it’s easy to focus on the negatives, but true hotel sales pros learn the positives so that they can emphasize those in their sales calls and communications.

This exercise is going to help you so distinguish yourself from all of the other sales people that are calling on the same customers you’re calling on, it’s almost unfair. This is an incredibly powerful tool that I’m sharing. Be a hotel sales pro and take the time right now –why should I use your hotel?

Here are some of the responses I get when I pose this question at my workshops to hotel sales pros:

“We’re easy to get to.”

“Our staff is very experience and takes good care of the client.”

“A full set up for the business traveler: a business center, wakeup calls that don’t get messed up, rewards point program, health club, spa, fitness, room service, etc.”

“We’re self-contained so people don’t have to leave the hotel for anything unless they want to.”

“Huge meeting room space.”

“Location.” This could vary widely, depending on the market and geography.

“Outstanding personal service.”

“We’re an all-suites hotel.”

“Great food in our restaurants and at banquets.”

“We have a resort feel in the middle of downtown.”

This list goes on and on, but obviously it’s hard to state your strengths unless we consider the specific account, the specific event, the specific traveler, or the specific group you’re selling to. But by and large, hotel sales pros should be able create a list of general strengths of your property.

Next week we’ll put together the results from last week’s list and this one. And to do that, we’ll create…the Matrix.


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Posted 9/3/12



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