Restaurant News Resource - Fresh Revenues News

Say the word salesperson to most anyone and what kind of a reaction do you usually get? Yeah, not good. Ask them to paint a picture of the 'typical' salesperson with words and it ain't pretty either. Lastly, ask someone who sells for a living what their title is and it is almost never 'salesperson'.

I like to read mission, vision and value statements because I like to see how out of touch senior management is with the employees who actually have to do the heavy lifting in delivering these commitments. Take for example the dry cabernet I had in the lobby of a 4 star Memphis landmark hotel last night...did the cocktail waitress know the statements and could she at least make an attempt at telling me what they were?

Generally speaking, we all know how bad service in America, and in fact the entire world, has gotten. A simple question about your healthcare insurance takes how many computer generated transfers, greetings and menu driven options before you finally get to talk with someone and then...you hope they understand English and will be receptive to your needs?

Top 10 things a hotel management company can do to grow their sales

If you make a lot of personnel decisions, or give advice to a wide range of people, then you are bound to run into a few that don't agree with your viewpoint and I'm OK with that. It comes with the territory. What really frosts my bacon, though, is when you get feedback that is so out of context of what you are trying to communicate...it has to make you wonder.

I read a piece in a hotel trade magazine this morning where the CEO was touting their many brands, in their well heeled mega brand, as being the right brands at the right time for a recession. He said that consumers were trading down from expensive luxury brands and settling into his moderately priced brands and because their frequent loyalty program was signing up new members at a brisk pace , the job ahead of them would be to hang onto these new consumers when economic times improved. He led the reader to believe that they were off to a good start because of the growth of their new members joining their loyalty program. I think this CEO is kidding himself and trying to kid a few of us in the process. How and why would I make this claim?

You are on a city bus, train or a plane going somewhere and you strike up a conversation with the person next to you. You find out they plan a major meeting at least once a year that you would like to have at your hotel. You tell them this and you get the business. Is there anyone out there reading this that thinks this is highly unethical? Besides me?

I want to share important tips on how to make relationship selling calls that drive maximum loyalty. A transaction sales call is one where you are under the gun to make an impression, get in and get out...phones are ringing, people are standing in line to possibly buy your product or service and time is of the essence.