90 Days to Success in Sales| Recommended Reading by HospitalityEducators.com

90 days to sales success

When I review and read a business book, I tend to compartmentalize it for content, approach, flow and conclusion. In this book, the author has generally done a solid job of planning, relating and summarizing the intent and value to be found in the work.

Overall, I believe this is a solid reference for someone who is new to selling, regardless of age. It has substance for those in career change situations, as well as those just entering the field from college. Hoxie asserts throughout the book that being a professional and successful sales professional is an ongoing commitment to building rapport, honest customer relationships and follow through.

The book is broken into 15 main topics areas
1. Sales basics
2. Initial prospecting
3. Initial sales meetings
4. Presentations, solutions
5. Closing
6. Objections
7. Goal setting
8. Continual prospecting
9. Industry specifics
10. The life of a salesperson
11. Sales management
12. Retail sales
13. Your 90 day plan
14. Beyond 90 days
15. Thirty three AST (I will not give the abbreviations away, but they are right on)

Hoxie properly opines that not all sales jobs are worth taking and that are clear benefits and downsides in selling. Each chapter covers a particular topic and offers suggestions and ideas. I do not totally understand the sequence of certain chapters, but that is the author’s perspective. It did seem the title of the book (90 day plan) would be introduced before the next to last chapter, but it does share some good concepts.

This book is very detailed and structured and I believe most readers will appreciate the easy to follow case studies and the pros and cons that are included along the way. The action steps offered are also a positive addition to this kind of book, as they could help guide readers in a week by week channel of activities.

The chapter on objection handling with specific phrases (“I’m on a budget,” “I need to ask….,” or “Can’t you do better on price” etc.) is an excellent practice field for almost anyone , with are scripted answers that could help the novice or uncertain person.

There are industry specific Q&A’s on selling advertising, real estate, services and different kinds of products. Hoxie highlights the common error in sales and marketing of focusing too much time and money on new potential clients, rather than appreciating the existing base.

I recommend this as A Solid Work for Those New to Sales

John J. Hogan CHA CMHS CHE CHO
HoganHospitality
HospitalityEducators

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013

John J Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.

 

The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offeringJohn Hogan Sept 2013DSCN0215 consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

 

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Workshops Available: 

 Lessons From the Field:   A Common Sense Approach to Effective Hotel Sales 

A to Z Steps to Profits

45 Proven Ways to Succeed in Hospitality in Any Economy

Hotel Sales Action Steps to Succeed – Anytime, Anywhere 

10 Hotel Mistakes to Avoid in Selling 

The Rules of Management | Recommended Reading by HospitalityEducators.com

A Great Resource for the Rising Professional and Mid-Level Manager of Today!

by Richard Templar

A Great Resource for the Rising Professional and Mid-Level Manager of Today!
I hope readers of this review will not take my title to mean this is only for the rising professional- it can be a great refresher for any level of manager, but I find it to be a top notch resource for those who are on their way up.

A recap
* 227 pages , divided into two main sections:

1 – Managing Your Team and

2- Managing Yourself

* 106 “rules” dealing with hiring, motivating, disciplining, training, coaching and all that a manager should be doing regularly
* “Words of Wisdom” at the end of each of the two pages of “rules” that has a reflective quote or observation

I could expand my comments but I have discovered that brevity sometimes hits the mark better. This is a 5 Star Rating recommendation and its direct and to the point messages are well crafted and of real value.

As always, comments and feedback are welcome

John Hogan, CHA CHE
HospitalityEducators
HoganHospitality

 

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John J. Hogan CHA CMHS CHE CHO and

Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.

The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

John Hogan Sept 2013DSCN0215

 

 

Contact information:  Kathleen Hogan  480-436-0283,

John Hogan

602-799-5375 or service@hospitalityeducators.com

Workshops Available: 

 

Becoming a Class of One

Focus:

  • Hotel Profitability
  • Hotel Sales and Marketing
  • Hotel Guest Services
  • Hotel Operations and Business Strategies

Contact Dr. John Hogan for more information.


adqt“Adequate” is a very ordinary word and too many hospitality xptnlbusinesses accept their performance and results as adequate, rather than exceptional.  This keynote  examines key hospitality businesses that were able to transcend the ordinary and became known as industry leaders in their own “class”.

Recommended Reading from HospitalityEducators.com| The Solution Revolution: How Business, Government, and Social Enterprises Are Teaming Up to Solve Society’s Toughest Problems

The Solution Revolution: How Business, Government, and Social Enterprises Are Teaming Up to Solve Society’s Toughest Problems 

by William D. Eggers  , Paul Macmillan

The premise of this book is to identify and discuss ways that government, business and social and two bronzes and work together to solve issues that face society today.

It is a bit challenging to read the way it is formatted, but it is worth the time to read the valuable message.

The book is concise and less than 300 pages.  It is divided into seven chapters:

  1. The wavemakers, or those considered rising stars engage in delivering solutions. This includes examples of changes in corporate philanthropy on page 23, as well as people of all backgrounds who want to make changes. These include well-known investors, CEOs, and current and former government officials.

 

  1. Disruptive technologies- this discuss is the growing significance of mobile technologies as a great equalizer in the problem solving potential of social media.

 

  1. Business models that scale . This is an unusual chapter and discuss is for joint use that as par sharing the, innovation in health and education, franchises, platforms of discussions on line, freemiums or primary services or goods provided for free by selling the premium were complimentary product and citizens sourcing..  This chapter must be read with careful analysis as it includes some changes in the business norm of today.

 

  1. The currencies. This chapter  requires careful reading as it discusses the essential characteristics of impact currencies such as credits, social outcomes, citizen capital, data, and reputation.  Some of these terms are becoming well-known while others require study.

 

  1. Public- value exchanges. Chapter five discusses the initiation and delivery of a variety of different exchangers, which can be defined as crowd funding ,impact exchange, two sided markets, prizes and challenges and payments by  result.  This all those new to most of us, and as they are enabled by web technologies ,  these exchanges drive public  value by connecting capital to all types of society’s problems  with those who want to try to solve them. ( p. 167)

 

  1. The ecosystems. This chapter discusses revolutionizing education through more blended learning, more customizable curriculums similar to those from Khan Academy and marketable skills through a series of other well-known sources.  This chapter discusses affordable housing on page 183 through 188 and another topics including ending human trafficking on page 189 through 192

 

  1. Creating your own solution revolution. The chapter title implies a series of action steps, and there are  strategies, recommendations and ideas on ways to change your focus and how to determine that what we measure  matters.  It looks at the topic from both an individual and business point of view and tries to marry them together with government support.

 

This book shows some very diverse examples of initiatives of multinational companies ranging from  Shell Oil to Microsoft to GTE to Whole Foods, and global markets

 

I found this to be a challenging read in the way it is formatted, but it worth the time to read the valuable message.

 

John J. Hogan CHA CMHS CHE CHO

Hospitality Educators          Hogan Hospitality

 

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John J. Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.

The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

John Hogan Sept 2013DSCN0215

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Workshops Available: 

 Lessons From the Field:   A Common Sense Approach to Effective Hotel Sales 

A to Z Steps to Profits

45 Proven Ways to Succeed in Hospitality in Any Economy

Hotel Sales Action Steps to Succeed – Anytime, Anywhere 

10 Hotel Mistakes to Avoid in Selling 

 

Recommended Reading from HospitalityEducators.com| Will there be Donuts?: Better Business One Meeting at a Time

 

 

will there be donuts

This is a different kind of title for me to use “An unusual book with some solid messages……..”, but this is a different kind of book.

It is authored by David Pearl,a UK based business consultant, who seems to understand meetings. He has a solid background and his intent is sharing ways to avoid having to attend more of those horrible group activities (called meetings) that are so often disorganized, held without real purpose and providing any tangible results for anyone except the ego of select people who called the meeting.

The book has 5 sections and the first 2 sections discuss “nearly meeting” and “really meeting” in the 1st 60 pages.

Section 3 dissects the “anatomy of meeting” and I found this to be to the point and helpful for people who are looking to better organize themselves and the team.

The next 58 pages in section 4 discusses and critiques the 7 kinds of meetings, which is easy to read and offers some good points. The last 20 pages of “Meeting Mischief” is mis-titled – it really has the solutions needed by most of us.

`Will There Be Donuts?’ is a “cute’ title, but I found a few too many “cute” sayings (hey everyone, i just saw a mammoth- p.168 & repeated over and over, a Harry meeting Sally, etc).

The author does communicate some solid ideas of the who, how, why, what and when of meetings.

This is worth reading.

John J. Hogan CHA CHMS CHE CHO
Hospitality Educators
Hogan Hospitality

 

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John Hogan Sept 2013DSCN0215John J. Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.  The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Workshops Available: 

 Lessons From the Field:   A Common Sense Approach to Effective Hotel Sales 

A to Z Steps to Profits

45 Proven Ways to Succeed in Hospitality in Any Economy

Hotel Sales Action Steps to Succeed – Anytime, Anywhere 

10 Hotel Mistakes to Avoid in Selling 

 

 

Recommended Reading from HospitalityEducators.com |Making the World Work Better: The Ideas That Shaped a Century and a Company

making the world better
Thoughtful and a Bit of Business History
I was surprised to see so many IBM retired and former employees reviewing and quoted in this book, but on reflection that makes sense. IBM for the past 100 years now has played a major role in the evolution of both US and global business history.The book at times is a bit too anecdotal for the person who may not be a techie or who may not care about the details of some of the IBM story but overall it hits the mark.In the three major sections, they cover:
1. The science – this is the pioneering segment of how to move from the incredible basics to the foundations of meaningful technology for the every day person.

2. Thomas Watson Sr had adopted the slogan “THINK” in 1911 and section 2 addresses the evolution of creating economic value from knowledge. IBM did not do everything “right” but they did help to create the concept of the modern corporation.

3.Making the World Better completes the circle and shares global stories of balancing business, values, ethics and profitability while dealing with governments and greed.

Regardless of how one feels about certain kinds of computers or high tech, this is worth the read.

John Hogan
HospitalityEducators
Hogan Hospitality

 

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John Hogan Sept 2013DSCN0215John J. Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.  The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Workshops Available: 

 Lessons From the Field:   A Common Sense Approach to Effective Hotel Sales 

A to Z Steps to Profits

45 Proven Ways to Succeed in Hospitality in Any Economy

Hotel Sales Action Steps to Succeed – Anytime, Anywhere 

10 Hotel Mistakes to Avoid in Selling 

 

Keys To Success | How to keep the PASSION in your career by John J. Hogan

Keys To Success | How to keep the PASSION in your career | By John Hogan, CHA CMHS CHE CHO

John Hogan, CHA MHS CHE NEW

Passion
It is not a word that most of us think about when we used adjectives to describe our work. Yet, work is where we spend approximately 25% or more of our time each week (if we work full time)

There are many employee engagement surveys and measurement tools in use these days, but I am going to offer a simpler approach. If your boss asked you to design the ingredients for the perfect workplace to guarantee job satisfaction and ongoing enthusiasm, what would you include?

Now do not read ahead, but think about this for a moment and imagine at least three things you would include in this Utopian environment.

Auren Uris in his 101 of the Greatest Ideas in Management, included some of these suggestions:

  • Recognition as a person and a professional, regardless of your chosen field, with the ability to have a voice in your work
  • Enjoyable and pleasant working conditions, including facilities, schedules, safety factors. etc.
  • Fair and competitive compensation and benefits
  • A sense of being part of the team, with both our associates and supervisors
  • The opportunity to personally grow and be challenged
  • Job security. This is in relation to performance based issues, and one that avoids the political infighting and maneuvering that is too often present in the workplace and often by minimally competent individuals

While your personal list would likely include some additional suggestions, these six make an excellent base. Yet, how many of us have even half of those items on the list?

I first wrote on this topic for the Birmingham Alabama, BUSINESS FIRST weekly business newspaper. I recently found an old comic strip story, in Sally Forth, where the 11-year-old daughter is asking her working mother for help in completing a school assignment. The question is on careers and the mother is asked if her job is “fun.” The mother responds that “fun” is not quite the right word for it. “Are you sure that is what it says?” she asks. The daughter spells F-U-N and the mother continues, “If work were fun, people would say ‘I’m going to fun’, rather than ‘I’m going to work.’ ” The daughter answers she is confused; the mother puts everything into perspective by telling the daughter to “just put down that I usually like my job.”

Many of us do “usually like our job,” yet we really don’t quite have the enthusiasm we probably thought we would have had when we committed ourselves to our chosen career awhile back. Is this because we do not have the personal commitment, or is it for other reasons? Have we let the less than ideal situation of our everyday job experience sour our disposition?

Nordstrom department stores, which originated in California seems to have overcome this attitude problem. Their approach is simple and so easy to understand that is baffling why business leaders in general do not follow their lead. The Nordstrom way of conducting business is summed up in this classified as that was reprinted in A PASSION FOR EXCELLENCE by Tom Peters and Nancy Austin:

Now Hiring – Wanted: People PowerIt’s something that Nordstrom, the West’s leading fashion specialty store, feels very strongly about.We are looking for experienced people who want to learn, grow and expand with us.

People who genuinely like people, who find satisfaction in helping others,
who go out of their way to be of service.

We need people with an eye for detail, a will to succeed.

Experienced people to handle sales

People to lead and people to follow.

We need people to make things go smoothly.

People with ideas.

All kinds of people with all kinds of potential.

People Power,
It’s the Difference at Nordstrom’s

I was the opening general manager at a luxury all suites hotel and used this format to set the tone pf our hiring blitz, which was at the worst time of year. We received outstanding applications and hired some great people – people who merely wanted to be appreciated and respected; people who wanted to have a voice, and be part of a team. This sounds familiar, doesn’t it?

Now, A PASSION FOR EXCELLENCE was published more than 20 years ago and I was curious what an internet search  would say about Nordstrom people and passion.

I was duly impressed by the range of comments and superlatives used by many different organizations in their assessment of the Nordstrom management philosophy commitment to each other after that 20-year period.

There is no easy answer in keeping the “passion” in one’s career, but below are a series of ideas that might work for you in keeping your inner spirit alive, regardless of your position in the company:

  1. Promise. To keep something alive, there has to be spark of an ideal to begin with, Most of us have the desire to succeed, but the notion of the ideal has become dormant. Resurrect that submerged ideal as an achievable goal.
  2. Plan. To merely wish for something is seldom enough to reach it. Goal setting and a road map are critical to top performance and to achieving success on anything of value.
  3. Persist. It usually takes careful balance to know when to quit or when to change course lightly, to go around, rather than wasting time and energy trying to go through an obstacle.
  4. Perspire. It has been said that someone once asked Thomas Edison if he had become discouraged when he had allegedly tried 10,000 unsuccessful ways to make a battery work. He responded just the opposite with the comeback that he knew 10,000 ways NOT to make one work. He also said that genius was 10% inspiration and 90% perspiration. FYI- Edison was awarded 1368 separate and distinct patents during his lifetime
  5. Passion. If you don’t look forward to going to work in the morning, you’ve probably lost (or perhaps never had) passion. Try some diversion to rejuvenate yourself. They can be anything from whistling to singing, from an afternoon movie by yourself to a refresher course in the subject of your choice. Change your routine, so that work can again become exciting and challenging
  6. Payoff. This is the reward, You set the prize and work your way through the first four steps to reach the passion. Passion does not mean being a workaholic, rather energetically enjoying your career and making others take notice.

“Six essential qualities that are the key to success: Sincerity, personal integrity, humility, courtesy, wisdom, charity.” William Menninger

What is the state of your PASSION today?
Keys to Success Hospitality Tip of the Week:
Consider & introduce incentives for staff in different departments.
Examples can range from a free lunch to a 3 day weekend trip. Be creative!

 

John Hogan       Kathleen Hogan

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John Hogan Sept 2013DSCN0215Dr. John Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.  The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Keynotes: 

Recommended Reference from HospitalityEducators.com | Employment Law- An Essential HR Desk Resource

Nolo HRAn Excellent Quick Reference

This is the first NOLO resource I have seen and overall it is easy to read and follow.

The book itself is 357 pages and its A to Z reference style makes it easy to go directly to the topic you are looking for – IF you know the precise term. For example, if you are looking for “At Will” employment details, it is under E in the Employment Contract section, not A.

The other suggestion I would make on updates would be to include an index so the terms can be found a bit easier.

That being noted, the book itself does carry solid information on many issues that smaller companies may not be familiar with and can be used by any size organization for reference.

As always, a legal disclaimer is included here: we should all seek specific qualified resources before making final decisions.

 

With that said, this is recommended as a solid reference!

John Hogan  CHA CHMS CHE CHO
Hospitality Educators
Hogan Hospitality

 

John Hogan       Kathleen Hogan

Hospitality.jpg

Kathleen Hogan Ireland Sept 2013John Hogan Sept 2013DSCN0215Dr. John Hogan CHA CMHS CHE CHO and Kathleen Hogan MBA CHO are the co-founders of  HospitalityEducators.com, which was created in 2010 to be a resource for hotel owners and professionals as they sought to improve market share, occupancy, operational efficiency and profitability.  The husband and wife team are transitioning the original membership site concept and evolving the business model today to a focused resource offering consulting, training, and individualized support to both hospitality and other service businesses.   Services include keynote addresses workshops, online support, metrics measurement, marketing and customer service from a group of more than a dozen experienced professionals.   While continuing to serve hospitality, the demand for these types of services is growing and can be personalized.

John Hogan is also the principal of HoganHospitality.com, which provides a range of expert professional services for hotel owners, including professional development for organizations, training, consulting and expert witness services.

Contact information:  Kathleen Hogan  480-436-0283, John Hogan 602-799-5375 or  service@hospitalityeducators.com

Keynotes: