News for the Hospitality Executive
Hotel Sales Professionals: Would You Buy What You Are
I authored a series devoted to a number of lessons covering the basics of direct selling for this new generation of hotel sales professionals. Note: if interested, all of those articles may be found on my website (davidbrudney.com) and a two-part compendium was published in Hotel Sales & Marketing Association International’s Marketing Review (hsmai.org).
Looking back, one of the lessons I failed to address was the vital role that self-confidence plays when selling to today’s meeting, convention and incentive group decision makers.
A recent visit to the office of James E. Bates, M.D, reminded me of just how important confidence is when making a decision on any major purchase.
Dr. Bates was the orthopedic surgeon who performed my total hip-replacement operation. I made an appointment with him because of my concern over recent reports of recalls and repairs from hip-replacement surgeries.
As he began to address my concerns - - after taking x-rays and then reassuring me with facts that those reports had no relevance on my procedure - - I was reminded of how comfortable I became with him when I first began interviewing surgeons prior to my operation.
Everything he did - - the way he looked, the way he spoke, and what he said - - helped convince me he was the surgeon I wanted. He was so confident, so straightforward and so honest. I felt very safe in Dr. Bates’ hands. And yes, it did help that he had performed hundreds of similar operations before.
My confidence in him is even stronger today because it has now been four years since my surgery and I could not be more satisfied with the results. I would recommend him without qualification. He’s the best in my book.
Leaving his office after our recent consultation, I found myself wondering how many hotel sales professionals display Dr. Bates’ level of self-confidence. How many meeting and event planners hold that same degree of confidence and high regard for today’s hotel sales professionals?
I wonder how many planners would entrust that important meeting or event in the hands of any new or even veteran hotel sales professional. Can the hotel sales professional be relatively new to the business, or must it be only those client-tested who deliver consistently?
True, experience cannot be microwaved - - experience can only be developed over time. But can you microwave confidence? I believe that confidence comes only at a time when you would buy what you are selling.
Here’s where confidence really comes into play for any hotel sales professional:
True, there is no way to microwave experience. Experience requires putting in the time, fighting in the trenches, learning from both mistakes and successes. Never overlook the value of experience. Acquiring confidence in yourself and your work, however, can come sooner. Follow some of the tips I’ve suggested and see what it does for you.
© Copyright 2010
Planner Voices Concern over Demand Return / David Brudney /
|Value of Face-to-Face Meetings Resonates Even More Today / David Brudney / September 2010|
|Expect Hotels to Pare Back on Perks in 2011 While Implementing Modest Increases in Room Rates / David Brudney / September 2010|
|Good News for Meetings-Driven Resorts: Site Inspections and Bigger Group Bookings are Back! / David Brudney / August 2010|
|Kimpton Is Bullish on Fourth Quarter 2010 / David M. Brudney / June 2010|
|Landmark Decision by Arbitration Panel on Aviara Resort / David M. Brudney / April 2010|
|Group Business Comeback in the Cards / David M. Brudney / March 2010|
|Applying Five Tenets of Hotel Sales and Marketing in These Tough Times / David M. Brudney / January 2010|