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
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
“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
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
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
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
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
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
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
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
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”
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
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
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
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,
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
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
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
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
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
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