Hospitality sales pros & your hotel’s strengths

Hotel sales pros know their hotel's strengths

Hospitality sales pros: what’s “right” about your property?

I do hope you’ve read and absorbed my last few blog posts about how hospitality sales professionals remove resistance at the point of sale. If not, you really need to catch up on the posts on “Hospitality Sales Pros and the Anticipatable Objection” as well as the last post “Hospitality Sales Pros & Your Hotel’s Flaws.”

This week, let’s continue the exercise. Please write down the reasons that clients SHOULD be using your property. I know that it’s easiest to focus on the negatives. However true hospitality sales pros learn the positive attributes of their properties so that they can emphasize those in their hospitality sales calls and communications.

This exercise will help you to differentiate yourself from all of the other hospitality sales people that are calling on the same clients you’re calling on, so that it’s almost unfair. This is an incredibly powerful tool that I’m sharing. Be a hospitality sales pro and take the time right now to list these.

hospitality sales positives and negatives

Why should I use your hotel?

Here is a sampling of some of the responses I get when I pose this challenge to hospitality sales pros at my training seminars:

“We’re easy for your attendees to reach.”

“Our staff has extensive experience and takes great care of our guests.”

“We have a full set up for the business traveler: a business center, an accurate wake-up call service that doesn’t get fouled up, along with our rewards points loyalty program, full health club and spa, top-notch room service, etc.”

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

“We have huge meeting room space.”

“Our location.” This could vary widely, depending on markets and geography.

“We pride ourselves on outstanding personal service.”

“We’re an all-suites hotel.” This can be a great asset for certain market segments.

“Our food is great in our restaurants as well as at banquets.”

“Our property feels like a resort, despite the fact that we’re in the middle of downtown.”

This list goes on and on. In my many years in the hospitality sales field, I think I’ve heard them all.

But it’s obviously hard to state your strong points unless we consider the specific client, event, traveler, or group you’re selling to.

But by and large, hospitality sales pros should be able create a list of general strengths of their properties.

The key is knowing when to use each in your presentation to each client.

In my next training blog post, I’ll put together the results from last week’s list and this one. And to do that, we’ll create…the Hospitality Sales Matrix.


Posted 4/23/14



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