June 5, 2023 3:17 am

Category: Salesmanship

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

October 21, 2022

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

June 15, 2022

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

May 23, 2022

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

May 11, 2022

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

March 15, 2022

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

February 25, 2021

Do Packages And Promotions Sell During A Pandemic?

More important to the question ‘do packages and promotions sell during a pandemic’ is ‘should we even be creating and offering opportunities to travel when

November 27, 2020

Delivering the Human Touch in Hotel Sales

I was reading today’s hospitality news and discovered an article describing how hotel designers are looking to integrate the human touch in hotels of the

August 29, 2020

Ingredients for Hotel Sales in the “New Normal”: Care, Compassion and Hospitality

In the “new normal” our sales techniques will need to be modified. In the short-term, we need to refresh our “menus” and put ourselves on

May 28, 2020

Don’t Fall for it. It is the Season for Sales.

My Daddy always said, “if you don’t stand for something, you will fall for anything.” I am taking advantage of this “first day of Fall”

September 23, 2019

The Benefit of Cheating and Value of a Cheat Sheet

I’m an Army Brat. My Dad was a Colonel and served our country for 32 years before retiring. So, given my upbringing, it’s likely that

March 31, 2019

Etiquette In Today’s World: Where is Emily Post When You Need Her?

I am appalled at the lack of proper business etiquette (or any type of etiquette for that matter) in today’s world. When did it become

February 25, 2019

2019… The Year of the Pig

Let’s talk turkey, resolutions, and organization as we begin 2019:Turkey:You were probably not born in a Year of the Pig, so don’t waste time trying

January 7, 2019

‘Tis The Season For Thanks And Giving

In the hotel industry, we are always thanking and we are always giving…. especially in November and December. Unless you are a winter destination or resort,

November 9, 2018

What Defines Quality?

They say that beauty is in the ‘eye of the beholder’; but what about quality? Who determines what defines quality and where the benchmark should be

September 10, 2018

Prior Plan-ning Prevents (P*ss) Poor Performance

Whether you call it the 4 P’s, 5 P’s, 6 P’s, 7 P’s or 10 P’s, it all means the same thing…. you must plan in

June 27, 2018

Salesmanship… Walking The Line Between Marketing and Sales

We all need to sharpen our salesmanship skills to not only keep pace in the market but to win the battle amongst our competition salespersons. In

April 2, 2018

You’ve Quoted Too High. Now What Do You Do?

You went for the moon and priced high. You wanted to show the market who’s the boss. You made your stand, but the customer hasn’t called

March 7, 2018

Is Selling Just Marketing, or is Marketing Just Selling?

There is often confusion as to whether a good salesperson is actually selling or whether they are just wandering around the community marketing their hotel

January 22, 2018

Profanity In The Workplace. Why Do We Cuss?

Dang. This world seems to have spiraled out of control with potty-mouth talk. When did profanity become acceptable? When did it become socially acceptable to

January 17, 2018

2019... The Year of the Pig

'Tis The Season For Thanks And Giving

Be A Star When Analyzing Your STR Report

"Darn Good Advice" If I Do Say So Myself

"Big Game" Starting Line-Up

Be Quirky And Unique - Stand Out From The Crowd

Are You Wallowing In The Grass Or In The Mud?

Act Effectively - Work Smarter Not Harder

"This Is My Generation... Baby!"

Are You Laboring On Labor Day?

10 Habits You Must Quit To Be Successful In Sales

BAR! Now That I Have Your Attention...

Asking For The Sale = Increased Bookings

"The Power Of Advice"

Add A Call To Action To Everything You Do

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