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Habits of highly successful hotel sales people – accelerated sense of urgency
PKF's Mark Woodworth produced research that indicated the following : "Based on our findings that a 1 percent decline in available airline seats results in a 0.39 percent decrease in hotel demand, if airline capacity is reduced by 10 percent as some have suggested, then lodging demand would fall off 3.9 percent. To put this in perspective, the decline in lodging demand experienced in 2001 was just 3.3 percent." This scares the heck out of anyone who remembers the aftermath of 9/11 on the hotel industry.
Meetings and attendance at meeting are also negatively impacted. Up until this fall, it's been relatively easy for people - especially those who live in large cities - to fly to another city cheaply and quickly, Bruce MacMillan, CEO of Meeting Professionals International (MPI), says. But schedule reductions taking effect this month will make some of those flights harder to schedule, possibly more time-consuming and more expensive. "I think the wild card to watch is the reductions in airline capacity," MacMillan says. "One of the reasons people don't attend a meeting or event is the amount of time away from home or time out of the office." (USA Today, 9/09/08)
With the above developments dependent on airline capacity cuts that are totally out of the control of the hotel sales department, it is imperative that this year's successful sales ‘habits' are dependent on being able to strategize around the situation, develop creativity, urgency and maintain positive motivation!
The habits of those hotel sales people that will be successful in this economic environment are the same as those that will enable them to be successful in any economy. Any sales person who masters the first habit - positive motivation -- will be successful in everything they do. Clients and colleagues can smell it, hear it, feel it and want to be around them!
Carol Verret And Associates Consulting and Training offers training services and consulting in the areas of sales, revenue management and customer service primarily but not exclusively to the hospitality industry. To find out more about the company click on www.carolverret.com. To contact Carol send her an email at firstname.lastname@example.org or she can be reached by cell phone (303) 618-4065. Visit www.hotelsalesblog.com.
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