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.
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
is available with membership at www.hospitalityeducators.com.
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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
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.