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

Sales in Hotels today has evolved as it has embraced the value of technology, but the true successes are found in the individuals who maintain the personal touch of hospitality with their hotel clients.

Lessons from the Field is sub-titled ” A Common Sense Approach to Effective Hotel Sales” because co-author Howard Feiertag and I felt the need to reinforce the value of a sincere handshake, a warm smile and a personal commitment to ethical behavior, service and hospitality.  Our goal was to share ideas and concepts that we know work.

A Common Sense Approach to Effective Hotel Sales

Table of Contents

Common Sense Thoughts On The Fundamentals

• Chapter  1          Identifying Your Customers
• Chapter  2          Recognizing the Many Ways to Reach and Influence Potential Customers
• Chapter  3          The Difference Between Marketing and Sales
• Chapter  4          The Value of Outside Resources

Common Sense Thoughts on the Tools Available to You

• Chapter  5          The Ten Most Important Characteristics of a Successful Sales Professional in the  Hospitality Field
• Chapter  6          Knowing Where Your Business Originates
• Chapter  7          Finding Business Leads Can Be Easier Than You Think
• Chapter  8          Keeping the Business You Have
• Chapter  9          Some Careful Digging Will Help Uncover Lots of Profit
• Chapter 10         Building New Business
• Chapter 11         Recognizing the Value of the ” Small Meetings” Markets

Common Sense Thoughts on Strategies to Make You Successful in Hotel Sales

• Chapter 12         Understanding the Role of Sales
• Chapter 13         New Year’s Resolutions
• Chapter 14         Everyone Should Know What the Sales Department Does
• Chapter 15         Smaller Properties Have a Distinct Need for a Sales and Marketing Plan
• Chapter 16         Marketing Plans Cannot Sit on Shelves
• Chapter 17         Using Your Business Card as an Effective Sales Tool
• Chapter 18         The Power of Breakfast

Common Sense Thoughts on Making Your Sales Efforts Work

• Chapter 19         Sales Leadership Training and Techniques … “ing” is actually a verb
• Chapter 20         Sales Leadership Techniques … “ing” is actually a verb (Part 2)
• Chapter 21         Employing This Proven Formula Should Give Boost to Sales Activity
• Chapter 22         A Blueprint for Bigger Payoffs From Your Sales Efforts
• Chapter 23         “It’s a Wonderful Day in the Neighborhood”:  Hometown Business
• Chapter 24         Who Would Like to Have an Additional 10 Sales People at Virtually No Cost?
• Chapter 25         Extending Your Sales Team or Make Travel Agents Part of Your Sales Programs
• Chapter 26         Front Line Sales People
• Chapter 27         Trade Shows Can Be Invaluable If …
• Chapter 28         Sales Blitzes:  A Look At the Benefits of Team Efforts
• Chapter 29         The Student Blitz:  A Not So New Technique For Building Sales
• Chapter 30         Principles of Profitability:  Points to Ponder
• Chapter 31         It Should Take Two to Say NO
• Chapter 32         Act As If You Are Number Two

Common Sense Thoughts on Communication

• Chapter 33        Enthusiastic Attitude Will Pay Off for Hotel Salespeople
• Chapter 34        There Should Be No Such Thing As “Limited Service”
• Chapter 35         Sales Income Often Depends On Incoming Phone Calls
• Chapter 36         Listen Carefully
• Chapter 37         Letter Writing Hints
• Chapter 38         Solving the Problem of Finding Problem Solvers
• Chapter 39         Understanding Body Language
• Chapter 40         Lobby Lizard

Common Sense Thoughts on Perspective

• Chapter 41         A Self-Evaluation Test for General Managers
• Chapter 42         Matching Benefits to Features
• Chapter 43         The Use of Incentives Can Boost Revenues in Off-Peak Periods
• Chapter 44         Understanding the Basics of Market Segments

Common Sense Thoughts on the Inner Workings of a Successful Hotel Sales Effort

• Chapter 45         Using the Sales Staff Effectively or The Sales Staff Must Have   Time to Sell
• Chapter 46         The Importance of Job Descriptions
• Chapter 47         Possible Sources and Methods of Recruiting Qualified Individuals
• Chapter 48         Factors for Successful Interviewing
• Chapter 49         Sample Interview Questions
• Chapter 50         Office Space

Closing Thoughts

• The Single Most Effective Sales Tool There Has Ever Been

While supplies last,  an autographed, complimentary copy of this book
is available with membership at www.hospitalityeducators.com.

HospitalityEducators.com has become the #1 website for independent hotel owners and managers, with more than 650 resources available to members.

If you are interested in having me work with you, please contact me for a no-cost discussion at info@hoganhospitality.com. or call me at 602-799-5375

Contact me for ideas on proven ways to help you and your teams focus on Hotel Profitability Ratios, Hotel Guest Services, Hotel Sales and Marketing Ideas, and Hotel Operations

John J Hogan, CHA CHE CMHS   Hotelier, Speaker, Educator, Columnist 602-799-5375  john.hogan@hospitalityeducators.com

• Principal, www.HoganHospitality.comYour Hospitality Resource for the Hotel Owner, Innkeeper, Manager and Hospitality Industry Associations.
• Co-Founder of www.HospitalityEducators.com A membership information site committed to making YOUR HOTEL MORE PROFITABLE!
• 2011 Keys to Success Programs are results driven sessions, aimed at building competitive advantage. Details can be found at both sites.