COMPANIES WE HAVE WORKED WITH
The hotel, spa and hospitality industries are experiencing new challenges. In today’s “sharing economy,” priorities are shifting. Competitors (like Airbnb) are influencing consumer expectations. Value is now determined by overall experience (not by hotel amenities alone).
Modern “smart” technologies are rapidly streamlining how guests interact. Plus, more executives are working from home — hotels need to be creative and offer “bleisure” travelers better options.
That’s why Paul Cherry and Performance Based Results have developed customized hospitality sales training programs that provide teams and reps with the skills to address specific industry pain-points — including how to help customers embrace change, minimize risks, and be more profitable. Paul’s proven methods deliver modern sales techniques that guarantee results.
Establishment offering exceptional service.
Hotel in one-of-many worldwide locations
Executive going on a business trip.
Amenities at exclusive spa resort getaway.
VIDEO: Paul Cherry talks about PBR’s hospitality sales training.
The hospitality industry is becoming extremely competitive. Keeping up with the latest technology trends is essential. Hotels and travel companies need to find ways to implement these new approaches and ideas. Organizations who fail to adapt may be left behind.
Performance Based Results says…
Using our Sales Bridge model, we help hospitality sales professionals construct value-based selling solutions that will benefit their travel industry customers.
Our hotel sales training emphasizes how asking intuitive, open-ended questions, combined with active listening, motivates reps to create and maintain long-lasting, profitable customer relationships. We guide hospitality and travel sales teams to:
Business travel remains an important part of the corporate world, with the hotel industry becoming more competitive than ever. But traveler preferences are constantly changing. Old stereotypes of business travel (think “MadMen”) are fading. Modern business people are more diverse, family-oriented, and value productivity and flexibility above all else.
Performance Based Results says…
Solution — Our hotel sales training programs address the tough issues facing the business travel industry. We show sales teams how to think out-of-the-box and upset the status quo. Our question-based programs provide the skills for sales reps and their customers to work together (as strategic partners) to create win-win solutions.
Hotels and hospitality and tourism organizations are fighting harder than ever to meet and exceed expectations of travel consumers.
Performance Based Results says…
“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, Formcraft
“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, Brazen
“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 and travel businesses face stiff competition in a market where differentiating services grows more difficult every year. Performance Based Results delivers training for the travel industry that pinpoints the needs of customers and identifies unique solutions. Our Sales Bridge model, a six-step sales process 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.
The first step in our Sales Bridge model is planning and research. The more the sales reps learn about customers, the better they are able to build a strong opening and develop rapport. With rapport comes trust, and with trust comes the strategies that close sales. Success in the hospitality business means providing outstanding customer service. With help from Performance Based Results, sales teams 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.
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 customized workshops will help sales staff members make the most of every selling opportunity.
We offer a range of sales rep training workshops that will get sales teams engaged and motivated to build stronger customer relationships and close more deals faster.
Our selection of high-impact sales management workshops can provide sales managers with the skills needed to keep sales teams motivated, engaged, and operating at the level of performance needed to increase sales revenue.
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:
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.
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