sales call anatomy

Anatomy of a Sales Call

Dissecting a sales call is easy:  Actually performing the dissection is the hard part.  My advice:  First, use your head, then follow your heart, listen to your gut, and lastly, move your feet!   Engaging all parts of your anatomy will not only sharpen your sales skills, but will emphasize your

Read More »
sales call anatomy

Anatomy of a Sales Call

Dissecting a sales call is easy:  Actually performing the dissection is the hard part.  My advice:  First, use your head, then follow your heart, listen to your gut, and lastly, move your feet!   Engaging all parts of your anatomy will

Read More »
Storytelling - Purpose Story

Storytelling: Know Your Purpose

The Purpose of the Purpose Story Your customers might be excited about what you’re selling, and they might be excited how you are selling it, but would they be more excited if they know why you were selling it to

Read More »
One lonely canna blooming in a sea of green stems

Hotel Sales: “I Think I Canna”….

“I think I canna, I think I canna”….. Remember that childhood story about the little train that could?  The story was about teaching children to believe that they can do anything they set their mind to and conquer their fears

Read More »
Storytelling. Little Red Riding Hood and BB Wolf

Storytelling: Your ‘Once Upon A Time’ Story

In my previous blog Storytelling:  Salesmanship or Fantasy, we explored the Value Story for your company.  In this blog, we will continue to understand why the Founder’s Story is important and how entrepreneurs use story to attract money, customers, and

Read More »
open book with images of fantasy and storytelling

Storytelling: Salesmanship or Fantasy?

I have often suggested that great salespeople know and understand the value of storytelling in the sales process.  Do you actually know when to insert a story into the sales call?  Let’s explore the types of storytelling and when to

Read More »
Luck horseshoe on post

Luck or Hard Work?

Are successful people lucky? Or is their success a measure of hard work? Does hard work really matter anymore? One only has to look at industry news and lists of open positions to witness the sad fact that some people

Read More »
Time to check your Odometer reading 071717

Time: More than a Date on a Calendar

My family (specifically my Mom and I) have a recurring number.  It might be a time, it might be a date, but it just might also be a random succession of digits in a row.  Who knows?  Every time I

Read More »
Hope - Painted hands with world map and doves

No Great Future Without Great Hope

The months of November and December are important times for those of us in the hotel business.  From an operations perspective, it is the time when we traditionally assess our year’s business and plan/budget for the upcoming year.  For the

Read More »
Fight

TLC TKO – Are You Ready To Fight?

Are you ready to resume the fight?  For almost a year we have been treading the sales waters, staying safe, and biding our time in hopes that the tides would turn and we could get back into the ring and

Read More »