Negotiating tips for hotels sales teams   As you approach your hotel rate negotiations you’ll want to maximise your position and take advantage of any increasing demand. However there is still many do’s and do not’s even in a strong market. If you want to avoid the classic negotiation errors then don’t become complacent. The business… Read more

Actions & Questions… Thank you for your support. MG will donate £1.00 to the MIMN charity for each visit to this page. Hope you find the following sales tips useful. Have a great Christmas and we look forward to sharing more tips with you in 2012.   Where is the account NOW?   Landscape your… Read more

Pre- Exhibition 1) Set objectives and measurement – SEE EXAMPLE: By the end of the 2nd day the team will have: Demonstrated our new product to 50 existing customers. Generated 60 new qualified leads (4 leads per sales person, per day) Value – all leads must exceed £50,000 Profile – all leads must be from… Read more

How many showrounds do you conduct each day, week, month?  Are you spending 40 minutes to an hour on each one?  It’s a lot of time in your working week. Here are our top 10 tips to ensure that you convert more and spend your time wisely. 1.  Plan and review Spend a few minutes… Read more

Customer feedback indicates that rarely when making an enquiry does the Event Sales Team establish ‘what is the objective of the meeting’. In addition, if this information is captured, customers have advised it is rarely communicated to the Operations Team and often has to be repeated again.   Why do this? Knowing the customers meeting… Read more

We work with many hotel and venue sales teams handling meeting enquiries.  Here are the three most common lines from a caller that sales teams want help with. “I just want the rate…” “I don’t want to give you all my details…” “I don’t want to commit…”   Responding to these difficult situations is about… Read more

Agents are busy people with very tight turnarounds put on them by their clients – time away from their desk is precious, doughnuts are good but they are not enough on their own. If you wish to target the agency market these top tips may help you get the best out of your presentations to… Read more

Creating an ongoing environment for outstanding sales results. Of course top-flight performance leading to outstanding sales results is the holy grail of all sales teams. You’ve probably tried standalone training courses with some degree of success. However, our experience tells us they are only part of the solution. In isolation they can’t deliver a sustained… Read more

Could your sales strategy be more effective? Is your sales strategy one of your organisation’s best kept secrets? How sure are you about communicating it clearly to those who put it into action? How do you engage, inspire and inform them? Often when we talk to sales teams they know a strategy exists, but they… Read more

Looking at the complete sales performance picture Following these three steps will provide a far more comprehensive picture of your sales team’s performance – and help you fill in the gaps.   1) Define what ‘good’ looks like Design a sales competency framework for your sales team. This highlights the key skills, attitudes and behaviours… Read more