Hotel Sales Negotiating Training, Circa 2020

Doug Kennedy | June 24, 2019

By Doug Kennedy As a conference speaker and trainer, I am finding that one of my most requested topics lately is hotel sales negotiating techniques. Based on the initial inquiries received, I get the impression that many hotel leaders still view negotiating as being a separate part of the selling process such as it was originally taught in 1990’s era training. These days, successful negotiating starts from how one handles leads at their “intake point,” which is important in order to maximize effectiveness further along in the sales engagement. First, let’s look at where in the sales process negotiating is taking place in the era...