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TAKEAWAY * Turn leads into solid prospects by connecting in the most efficient ways. The first step in understanding this business of prospecting is to be sure we know what [...]

Over the past couple of years we've heard so much about discounting rates because 'the other guy' was doing it. Many sales staffers say that price is the key to [...]

All too often, sales people tend to start 'giving away' too much too soon when negotiating group sales such as meetings, conferences and conventions. Giveaways often are unnecessary to successful [...]

You may not need a sales department ... not unless you want to improve results. It is not just the effort that counts in a sales operation, but the results [...]

All too often, sales staffers in just about all industries and businesses jump the gun when trying to make the sale. Of course, in most cases, there is great knowledge [...]

Because of the economy, the unemployment situation, fewer people traveling and cuts to meetings and travel expenses, owners and operators are concerned about a drop in occupancy and average daily [...]

Lots of outsourcing is going on these days in all areas of hotel operations, so why not take a look at what could be helpful in this area with regard [...]

Salespeople need to do more consulting than selling. After all, it is a question of working with prospects to help solve issues, such as where to stay or where to [...]

Hospitality salespeople, as well as those who plan for group bookings, often get nervous when it's time to negotiate. It is often frustrating and time-consuming for both parties. Hopefully, it [...]

While the storm of corporate cutbacks might finally be letting up, industry experts warn the trend toward smaller, shorter and less-frequent group meetings might continue until early next year. This, [...]

It only takes 30 seconds to size up a person one meets for the first time. So when it comes to selling, one wants to make the best first impression. [...]

What a great experience I had during a recent visit to Doubletree's national sales office in Philadelphia. Four of our Virginia Tech Hospitality and Tourism graduates were hired there last [...]

Sales representatives should make sales calls rather than do office work. Their job is to bring in more business to the company by following up leads which can be converted into customers. A well-trained staff can accept telephone inquiries and determine customer needs. Although hiring new staff increases labor cost, revenue will rise as sales representatives are freed from office work and go about their main business of selling., More and more salespeople, in my opinion, are making fewer and fewer sales calls. It seems that I keep running into property sales managers who really don't like the idea [...]

Unless your property is running full all the time (guest-rooms and meeting rooms), it is important to come up with a program that assures that someone employed by the hotel [...]

All reports indicate that business in our industry is getting better. The last six months of 1993 and the first quarter of this year reflect better occupancies, improved daily rates [...]

In times like these, when the pressure for profitable sales performance is increasing, why not have the general manager take charge of the sales department? You say there is not [...]