It’s a challenge when you’re up against competitors offering essentially the same amenities and services. Customers are only too eager to commoditize—hospitality sales professionals often capitulate by lowering rates to attract prospects and retain existing customers. This strategy causes margins to erode rapidly.
We believe hospitality sales people need to go beyond delivering exceptional service. They must aggressively prospect for new market opportunities, identify key decision-makers and understand customers’ unique buying needs.
Here are some of the companies and organizations we have provided customized sales training and sales management training in the hospitality, tourism, resort, and spa industries.
Leading hotel and resort had flat revenue while newer competitors were aggressively entering its markets. Time was of the essence. They had a great reputation in service by third-party organizations, but had the following dilemmas:
- No established sales protocol.
- Lack of performance standards and accountability.
- High turnover at the upper management level.
- Eroding profit margins.