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 

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Recommended Reading from Hospitality Educators | Talk Like TED – This book should be required reading in every business program at the University level

ted  download

Talk Like TED: The 9 Public-Speaking Secrets of the World’s Top Minds

It is often said that fear of public speaking is one of mankind’s greatest fears.  As a professional educator and trainer who has given several thousand classes, talks, seminars and presentations, I understand that sense of angst that precedes appearing before a new crowd.  No one wants to embarrass themselves and everyone recognizes that instant global communication today creates instant sound bites – and we want ours to be great.

American author and keynote speaker Carmine Gallo has taken a phenomenon from the digital age – You Tube – and written a marvelous book on how the most successful speakers in the world deliver their messages.

The book is short – 255 pages, including notes – and is divided into 9 chapters that all make sense as they flow from one “ah-ha” moment to another.

The nine chapters are grouped into three segments and each chapter has illustrations that are to the point and clear as they explain their focused message:

Emotional

  1. Unleash the Master Within
  2. Master the Art of Storytelling
  3. Have a Conversation

Novel

  1. Teach me Something New
  2. Deliver Jaw- dropping Moments
  3. Lighten Up

Memorable

  1. Stick to the 18 Minute Rile
  2. Paint a Mental Picture with Multisensory Experiences
  3. Stay in Your Lane

Examples from the above chapters include:

  •  Howard Schultz and who shares that he wasn’t passionate about coffee, but that he wanted a 3rd place between home and work, where employees would be treated with respect and offer exceptional customer service. (p 19)  We all know about Starbucks.
  •  Storytelling illustrations from well known and previously unknown speakers who share their messages in just about any topic by building empathy and making it real and human (chapter 2)
  •  Collin Powell’s moving conversational approach regardless of crowd size (p.92-94)
  •  Understanding that while we all know there is much more detail in any message we hear, society has become so information overloaded that we need what is called The Twitter Friendly Headline (p.130-132). Hook the listener and they will pay attention and want more
  •   Bill Gates released mosquitoes in a talk about how disease is transmitted.  While only a tiny percentage of the talk, the jaw-dropping experience made the talk memorable and more (p.136-138)
  •  Comedians tell jokes – sometimes they are very funny and other times, well – we know.  Using anecdotes, observations and personal stories is not the same as telling jokes and is almost always more successful. (Chapter 6)

While sound bites capture only a highlight (or low point), the TED 18 minute rule is an essential part of forcing speakers to focus.  I hope to be invited to give a University commencement speech one day soon, and I would follow the late Steve Jobs model of 3 sub-topics in his DO WHAT YOU LOVE 2005 speech (p. 199)

Al Gore and Bono are certainly far apart on the presentation scheme of life, but note pages 210 and 218 to see how they made their messages  come alive and real

Finally, chapter 9 says it all on p. 240 – be authentic, open and transparent.

Talk Like TED – This book should be required reading in every business program at the University level AND for any professional who wants to improve communication skills.  I cannot say enough good things about it!

Highly Recommended!           Dr. John Hogan CHA CMHS CHE CHO

HospitalityEducators.com     HoganHospitality.com

Hospitality.jpg
Kathleen Hogan MBA CHO and Dr. John Hogan CHA CMHS CHE 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

 Kathleen Hogan Ireland Sept 2013    John Hogan Sept 2013DSCN0215.   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