Bart Berkey

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Before You Turn Down Business, Read This...

If you have ever tried to book at meeting in Washington, D.C., for a September date with a rooms pattern for Monday or Tuesday arrival, you may have heard the words “no” uttered from your sales contact. Historically, this has been one of the busiest time periods in the nation’s Capital. A good sales person will ask if you are flexible with your dates. A GREAT sales... More

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How Creativity Will Earn You More Business

Last week, a colleague told me of a client visit that he did years ago in which the hotel borrowed a bulldog from an employee for a University of Georgia site inspection. The meeting planner was so impressed with the extra effort that was made to show their hotel’s willingness to earn the business that they received the signed contract.If you were a planner and had to visit 12 hotels in... More

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Qualify, Then Qualify Again

Today I met with a colleague to review an opportunity that he recently lost . When he initially uncovered the lead, he asked the customer all the pertinent questions with regard to their needs, the needs of the attendees, the buying concerns, competition and even the decision process. Weeks went by and the end user hired an intermediary to help with the arrangements. We made the mistake... More

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I Want The Contract NOW! Ways To Speed Up Slow Decision Makers

Veruca Salt from Willy Wonka and The Chocolate Factory impatiently stated, “Daddy, I want an Oompa Loompa now!” Veruca just happened to have a willing to please, wealthy father that pacified her every wish and told her that he would get her one.In our world, simply announcing that you want something isn’t always enough to produce the desired item. Could you imagine,... More

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Strategies For Sales Activities, Shoveling Snow

A little over a month ago, the Washington, D.C.  area was hit with one of the most substantial snow storms in years. Near our home by Dulles International Airport we received a little more than two feet of snow. One of our vehicles was parked comfortably inside one bay of the garage, while the other side, unfortunately, was protecting bikes, toys and athletic equipment (and not our... More