Tag: sales

How to Structure a Contract for a Hotel Group Buyout

Last month I participated in a LinkedIn group discussion with a meeting planner who was seeking advice on how to structure a contract for a hotel group buyout. Like any hospitality contract question, there isn’t a “default” answer for group buyouts. The most important element for both meeting planners and hoteliers is to approach the …

Want to Connect with more Customers? Stop being a Morning Person!

I can’t believe how many emails I receive every weekday morning that ask this key question: “Do you want to connect with more customers?” And the answer, of course, is “Well, yeah! Don’t we all?!” A study by GetResponse.com suggests that the timestamp on emails might be as important as your message. GetResonse analyzed more than …

3 Great Sales & Customer Service Reads for the Week

Here are three short, compelling reads regarding customer service and sales. I found each of these very poignant for guest service and hotel sales in our industry: 3 Keys to Customer Service Training and Retention from Ritz-Carlton VP Diana Oreck Ms. Oreck expresses Ritz-Carlton’s passion for customer service training through empowerment and selection. Hey You—Your …

How to Convert Social Media Followers to Buyers

Since the rocket-like launches of Twitter, Facebook, and Pinterest years ago, organizations have been asking the million dollar question in regards to social media, “How can we convert fans into buyers?” Countless books, seminars, blogs have been devoted to the topic of social media ROI, but (sadly) most seem to miss the most obvious point. …

How To Position Yourself as an Expert – ROLL UP YOUR SHIRT SLEEVES!

I happened upon a curious article entitled “How to Roll Up Your Shirt Sleeves” via a luxury company’s social media and it really struck me. As a man who wears shirts, I suppose I am well-within the blog’s target demographic for this post; however, what really interested wasn’t the content, but rather the positioning.  The article details (with …

The best iPhone / Droid app you’re not using

Question: What’s the best iPhone / Android app that you’re *NOT* using?  For 95+% of the iOS and Droid users, the answer is BUMP.  This great app allows you to quickly share your contact information or photos with other new contacts by simply bumping your phones together. Seriously, it’s that easy. You don’t have to …

The Sales Rep vs The Sales Expert

Ryan Estis posts a great blog on the value of sales positioning and how the role of the sales professional has changed in the last ten years, including this slide on the difference between the sales rep and the sales expert.       I’ll give you two shots on who wins more business, but …

Six Steps to a More Effective Sales Proposal – 2. Don’t Feature Dump

In the first installment of my series “Six Steps to a More Effective Sales Proposal“, I outlined the importance of focusing your proposal directly on your customer’s goals and concerns, rather than on your company’s accomplishments and background.  The second step to writing a sales proposal that will increase your capture rate is to avoid …

Six Steps to a More Effective Sales Proposal – 1. FOCUS ON YOUR CUSTOMER

Not a week goes by that I don’t receive an unsolicited, impersonal pitches promising to help draft better sales proposals. I’m sure you’ve seen them. They all seem to start like this: This class will…. This speaker will…. This “award-winning” training will…. Blah, blah, blah. Isn’t it ironic that these mass mailings – full of …