jana love
THE SALES PROCESS: Step Three GAINING COMMITMENT
ProSolutions | October 26, 2018
By Jana Love As we wrap up the third step in the Sales Process Series, your number one goal in sales is to gain commitment from the customer. However, The Sales Board wrote a blog on the research they found stating that, "...salespeople need dramatic improvement in achieving Sales Objectives and Gaining Commitment at each milestone of the sale." Their statistics show that 62% of salespeople fail to ask for commitment. That is a lot of potential sales heading out your door. Gaining commitment is an important element of selling. It consists of closing (checking in) at each step and making conclusions about where your customer is...
THE SALES PROCESS: Step One THE OPENING
ProSolutions | September 11, 2018
By Jana Love Let's get knee deep into the fundamentals of the Sales Process. This new blog series will take the components of the sales process a little deeper; each component gives structure to the sales process. The sales process, in the basic form, is: The Opening, Advancing the Call, and Gaining their Commitment. So let's get started... There are so many aspects to successful selling, but there is nothing more important to the beginning of a great sales experience than a polished Opening, which is why we begin there! Here are the elements of the Opening that need to be mastered: Building Rapport ~ When you begin a sales or...
Are You Really Customer Centric?
ProSolutions | July 5, 2018
By Jana Love Recently, I personally had a not even close to satisfying customer service experience at a place where they boast they deliver, "The Luxury Hotel Experience," with "Unparalleled Service." Sadly, they over promised and way under delivered. This experience (or lack there of) has left me searching for the businesses that get and deliver a Customer Centric Experience. (The sad puppy eyes tell all...) Do I start with what Customer Centric means, because I feel like there are a lot of companies out there that give this responsibility to the sales and customer service departments only, when in fact, this is the...
Round 3: Your Customer Service Questions Answered
ProSolutions | June 26, 2018
by Katie Scheer Here we go again! Thrilled to bring you the third in this popular series. This time we are focusing just on customer service communication. Why? Good communication is the foundation for all good customer service. It's that simple. By the way, no worries if you missed reading the first two because we have links to them below. 1. Some of my customers are very long-winded, and I don't have a lot of time to sit and listen. Tips or feedback? Here's the deal- everyone's busy, and time is a precious commodity to all. So this does not mean that your time is of higher value than your customers' time; therefore...
Sleek, Fresh, and Improved = ProSolutions
ProSolutions | June 13, 2018
By Jana Love Hey, check out what's "new" with ProSolutions! Over the course of 2 years (much longer than we thought), we have been working on a re-brand. This is the second re-branding experience that we have taken ourselves through in our "almost" 30-year run. These experiences give you permission, and require you, to explore the "what if's." What if we told our story in a different way, what if we brought in fresh new colors into our look, what if we changed our logo, what it we simplified, what if…. Having been here for the last 30 years, constantly testing my entrepreneurial skills as a business person, what has been in my re...
Green Is the New Black
Katie Scheer | March 7, 2018
By Katie Scheer Hotels- this one's for you! In 2017, we asked >2,500 hotels what they are doing to "go green." So we have good info for you... If your hotel isn't already pursuing green rankings and certifications, you are behind the "go green" trend. It's time for you to step up to the plate and make some changes to become better friends with our planet. It's a fact that hotel guests of today want to stay at hotels that are eco-conscious. This means more gained business for you from those guests ($ ca-ching, ca-ching $). Also, by going green, you also reap these two benefits (there's several m...
5 Hospitality Trends to Keep an Eye on in 2018
Jana Love | February 8, 2018
By Jana Love Where did January go? Are you still focused on your New Year's resolutions? Looking back through the rear view mirror (if you will) is an exercise I find interesting each year. What happened, what didn't, what is inevitably going to continue to happen, what do I want more of, less of, that sort of thing. Lot's of trend articles will surface about the previous year. In fact, here was ours last year: 2017 Trending. This year, as I was reading through some of the top trends, I came across a very interesting article by Simone Puorto, called Five hospitality trends to keep an eye on in 2018. So instead of looking bac...
The ProSo Method to Achieving Service “Wows”
Jana Love | October 9, 2017
By Jana Love In the hospitality industry "wow factor" is a phrase not only used, but something the industry strives to achieve in the service they provide. There is a short list of companies that are noted and revered for consistently achieving this service level. The challenge often misunderstood is executing and delivering the "wow factor". Here's what I mean, as a consumer, we expect a certain level of good, consistent service and anything above this is a bonus. This isn't close to the level of service we are talking about regarding "wow." Studies show 65% of customers that are "satisfied&qu...
