Lets face it, the world of the hospitality salesperson is not what it used to be. Glad handing folks in the parking lot is nothing like it once was. It’s no longer enough. It’s no longer adequate. It’s no longer effective. In the future some salespeople will be replaced and others will become more valuable. [...]

This is another funny video highlighting three different approaches to handling inbound internet leads. Enjoy.

There has been a tremendous amount of excitement buzzing around recently about Facebook, Twitter, and other online social platforms. Many vendors, professionals, consultants and businesses are nearly desperate to try to find a way to increase sales using these trendy communication methods. Is it worth it? Can I really justify “all the work” associated with [...]

I was sifting through my mail today organizing the junk from the important. I got to thinking about all this mail. Who sends it? What does it mean? Did they really think I was going to open it? So much garbage in my mailbox these days! Regular mail is not much different from electronic mail, [...]

What is it that you are communicating? If your language and delivery suggest that you are eager, hungry, or even desperate to “Get them in this car today” your chances of doing so are greatly diminished. Learn to lower the pressure by using natural language to open up a discussion. Selling is not about pressuring [...]