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Performance Based Results

Sales Training Programs Hospitality Industry

Hotels & Spas Food & Beverage Design & Construction Event Planning

Hospitality Industry Challenges & Pain‑Points

Are you ready to outsmart the competition? It’s a challenge when you’re up against competitors offering essentially the same amenities and services. Customers are only too eager to commoditize, and hospitality sales professionals often capitulate by lowering rates to attract prospects and retain existing customers. This strategy causes margins to erode rapidly. We believe reps need to go beyond delivering exceptional service. They must aggressively prospect for new market opportunities, identify key decision-makers and understand customers’ unique needs.

That’s why Paul Cherry of Performance Based Results has developed customized hospitality sales training programs that provide reps and sales leaders the skills to sell through the unique challenges of the industry — including how to help their customers embrace change, minimize risks, and be more profitable. Paul’s proven methods deliver expert hospitality sales training and coaching that guarantee results!

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Aramark logo
Hilton logo
Peninsula logo
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Our clients typically
get 7 times their
sales training ROI –
or better!

Here’s what some hospitality sales leaders have said about the results we helped their teams achieve

We documented 24% growth in one year. Plus your efforts led to one of our reps go from $300,000 to $4,100,000 in seven months. Nice job.” Owen Druckenmiller Managing Director,
The team loves what you’re doing to help them grow sales. You even have your own emoticon that gets circulated in the office!” Ed Barrientos Investor,
Paul, since you came in, we have increased our close rate by 4% and grown our average percentage goal from 85% to 90%. I want to share that and thank you for helping us grow!!!!” Ram Parimi VP of Sales,
Social Tables
hospitality professional at work

On-Site Hospitality Sales Training

Hospitality businesses face stiff competition in a market where differentiating the product grows more difficult every year. Performance Based Results delivers training for the hospitality industry that pinpoints the needs of customers and identifies unique solutions. PBR’s Sales Bridge model, a six-step roadmap to sales success will help your sales team get to know your prospects better. Armed with information, your sales team can create new strategies that fulfill customer needs while growing your bottom line.

Sales Bridge Model

The first step in our Sales Bridge model is research. The more the members of your sales team learn about your customers, the better they are able to build a rapport. With rapport comes trust, and with trust comes the strategies that close sales. Because success in the hospitality business means providing outstanding customer service, with help from PBR, your sales team can convert new guests to returning patrons. Our training strategy motivates employees in every part of your organization to enhance the customer experience, and assure a return visit.

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Become a Trusted Partner

Getting a customer to book a reservation – or convincing a guest to upgrade a room, book a spa treatment or order an expensive bottle of wine – means implementing a strategy that converts ambivalence to action. Our workshops include off-the-shelf and customized programs that will help your sales staff members make the most of every selling opportunity.

Selling Skills Workshops

From getting the reservation to upselling on property, our workshops teach your sales reps the right questions to ask. Help your sales team show off your property’s best assets and assure a more satisfying guest experience with Performance Based Results.

Management Skills Workshops

Keeping your sales team energized begins with healthy motivation and a fun working environment – and culture-building starts at the top. Grow internal relationships and overcome resistance while boosting accountability with Performance Based Results.

Contact Us 302-478-4443

Case Study:Leading Hotel and Resort


Leading hotel and resort had flat revenue while newer competitors were aggressively entering its markets. Time was of the essence. They had a great reputation in service by third-party organizations, but had the following dilemmas:

  • No established sales protocol.
  • Lack of performance standards and accountability.
  • High turnover at the upper management level.
  • Eroding profit margins.

PBR Solution

PBR put together a customized solution for the hotel sales team to begin aggressively prospecting for new business clients.

PBR worked closely with the hotel’s executives and leaders by instituting sales management coaching and in-the-field coaching programs that emphasized reinforcement of newly-developed skills.

The Results

  • Hotel achieved an annual increase in gross revenue by 38%.
  • Closure rate on quotes and proposals went from 25% to 43%.
  • Increase in 28% new customers the first twelve months.
  • Developed a systematic sales process where managers went on joint calls and reinforced the process in the field.
  • Reduced operating sales costs by 23%.