Hotel Sales Manager’s & Qualifying

Feb 9

Posted by Pure Energy at 8:05 pm in Daily Rants

It is the responsibility for the Hotel Sales Person to Qualify….understand what the client needs. Is their need and “annual event” or a “one time event”. If it’s a one time event, where will they go then? Is there a sister property or brand in that area for their next event? Does your Management Company or Franchise offer a referral program?

There are many, many questions that can be answered during casual chatting. Or…you tell them that you are trying to understand their organization and process and ask if you can ask questions. I don’t recommend you wham them without asking. They will respect you more. Some clients, the Chatty Kathy’s will go on and on. So make sure you take advantage of their generosity and take good notes!

In the SMERF Segment that one time Family Reunion will book in another area the next year - or bi-annually. If you ask you can be extremely helpful and a resource to this client who you will develop a superb relationship with. Yes it’s work but that’s what Sales People are expected to do. And it’s a gift!

Most Traveling Sports Teams ~ amateur or professional, most likely travel more than one time a year. They are traveling all over the USA and the world! Where is your team traveling next?

Student Tour Charters/Senior Tour Charters and Program Series. Student Tour Buses may only be coming through your area that one time. It could be a “one time deal” for the school and depending on the schools budget and success, will depend if they plan another trip that requires lodging. Senior Tour buses are most likely involved with a church group or a tour wholesaler who books more then one date for their “program series”.

For example Washington, D. C. during the Cherry Blossoms has an event that draws in thousands. This tour wholesaler may only book in that are 1x a year. There are tons of examples and opportunities out there.

Corporate Groups may have an annual Sales Meeting or a continuous Training Class that requires lodging. Type in “training” for your area in google or even the yellowpages and you will see who is promoting what. In some cases you will find required training locations where a certification class is required and you may get some business.

Good Luck!

Pure Energy

Share and Enjoy: