HOTELS

Bart Berkey

Don't Be Afraid To Ask For The Business
July 21, 2008

When asked to participate in HOTELS magazine, I was thrilled with the opportunity. The reality of having to discuss topics that would be intriguing and inviting for weeks on end finally hit me. If I could not be wildly creative in developing a name for my blog, how could I attract thousands of page views from the on-line readers of www.hotelsmag.com?

I toyed with the title, "What Keeps Me Up At Night" and then realized that there was a solid chance that no one would want to hear about our two snoring Staffordshire Bull Terriers that adorn our blankets every evening. As much as one might think it would be difficult to find photos of your pets, I was able to locate a minimum of nine pictures with every camera download to the computer. Needless to say, the availability of a photo of me was much more scarce.

I researched different blogs to see what I liked and enjoyed reading about. The Internet is an incredible tool and in it a myriad of opportunities. For all of those that may have spent time in the housekeeping department, be sure to check out http://www.hotelsbycity.net/blog/bed-jump/ to learn why mattress rotation is critical for our industry!

Perhaps the things that kept me up at night would not be of interest to anyone else. After 20 years of hotel sales experience, I was determined that I could provide some interesting topics for consideration. Please be patient with me as I am committed to share unique ideas and creative approaches for sales and marketing in our industry.

To begin, I'd like to share a quote that I believe I honestly created. Readers, please let me know if you've heard this before… if not, I am going to officially own this one: "If you fail to close, you're close to failing." - Bart Berkey
 
I just returned from a week long trip to Sarasota training our newest additions to our sales force. It was an incredibly energetic, enthusiastic group that learned quickly and learned well. Statistics show that 68% of sales people (regardless of industry) fail to "close" or obtain a commitment in business. We as sales people aren't designed to pry money from the hands of others, but rather assist in providing a service that our clients/customers need. As representatives of an intangible product, we need to feel good about what we represent and how we deliver it.

The thought for this blog: don't be afraid to ask for the business. It is a normal progression once we know our customer well… and should be natural as asking out someone that you have grown to admire and respect. A bad used car salesperson might ask you for the sale the moment you walk into the showroom. A bad "date" might ask you to marry him or her even before you sit down for dinner. A good sales person will get to know you and your needs in totality before "popping" the buy question. And when they do, it is normal and will almost always be followed by a "yes."

Posted by Bart Berkey on July 21, 2008 | Comments (15)