Hotel sales pros know their property’s limitations

hotel sales objections

Hotel sales people need to address their hotel’s problems.

In hotel sales, none of us has the perfect hotel — at least not for every client. You hotel might be brand new, be right next to a golf course, 50 feet from the beach and have exquisite food and service. But that doesn’t mean your hotel is perfect for everyone. More about that later.

Please be sure to read my early blog training post on hotel sales and the anticipatible objection and bring yourself up to speed. After you are aboard with the concept, list out all the hotel sales objections about your hotel that you can think of, in no particular order.

Now. do you have your list? Let’s drill a bit deeper. You’ll notice that not all of the objections are equal. If you have plain lousy service that would certainly trump an ugly carpet in one of the meeting rooms. So put them in order of importance to you and the entire hotel sales staff. These are great brainstorming topics for your sales meetings. Put your heads together to overcome the items on the list, top to bottom.

Another important thought: different markets have different objections that you can anticipate. This comes back to the reality that not every group, IBT guests, etc. will want the same thing. In the example above, you’re going to be hard pressed to sell a group of scrapbookers or stamp collectors on the need to be by the beach and golf course when the main thrust of their meeting or convention would be to stay indoors. They would be extremely likely to balk at the price such a property would have to charge. This emphasizes the need for hotel sales staffs to focus their efforts on groups that are right for their hotel.

In short, one hotel sales market’s benefit might be another market’s anticipatible objection.  Know which market is right for your hotel and service those that already stay with you, and make sure your flat list has the right potential clients on it.

 

Posted 4/15/13

 

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