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Article by Gardner Wilkinson

You have tried all the selling tactics-cold calls, customer surveys, questionnaires-that used to work even a few years back. Yet the growth seems to have reached a plateau and you are wondering how to get the sales graph to peak again. You are not alone. Every business around is working to understand how to make sense of the present business climate and get the most out of their sales strategies. As companies try to adapt their sales models to suit the changing times, here’s the main reason the old tactics won’t work as well as they used to:

The customer is king.

Previously there were few players in the market. So customers accepted what they got. Today, with the influx of players big and small, customers have become more demanding and want greater value for their money.

Today’s customers are accustomed to sharing information online. They want to know what their favorite brands or companies are doing. They want to be more involved, and social networks create those opportunities. It is a good idea to have a presence in platforms such as Facebook or Twitter, and get your customers to engage through the new media.

Harness the customer’s values, not their needs, in your sales strategies. Ultimately, buying is a psychological decision, and needs do not impact customers so much so as when you can match your product to their values. How you find their values is through the oldest route: Listening. Listen to their conversations, online and off. Find out what engages, drives them, and incorporate those values in your sales pitches.

Here are 5 steps that you could take to orient your business to a more values-based sales model:

1. Create products that make a genuine impact in the lives of your customers.

2. Share more information with your customers, be more transparent.

3. Adopt new media such as social networking platforms.

4. Involve customers increasingly in the processes of the company (for example, if you are a maker of branded chips, you could ask them to participate in thinking of a new flavor for the chips).

5. Find out what customers really want, and incorporate those findings into your sales pitches.

So, this gives a brief account of why what got you here won’t get you there – 5 steps to a more values-based sales model. Use this as a tool to boost your sales in the present economy.

About the Author

Sales training – As you increasingly find out why what got you here won’t get you there – 5 steps to a more values-based sales model could help you turn around your business. Opt for the productivity training and professional guidance offered by The Sales Coaching Institute to help make the transition easier.

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Many would think that revenue management and distribution strategies complement each other automatically. After all, these two deeply intertwined with each other. However, this idealistic perception are best, because in reality the distribution and the hotel revenue management is usually in conflict with each other. If that happens, frustration occurs and this can also hinder the thought process that makes good decisions possible. It is a good thing, the majority of the hotel revenue manager willing to compromise to have to bridge the gap.

In many cases, observed that the resulting frustration of the hotel revenue manager from the fact that the sales department wants to “sell” give the prices at inappropriate times because their bonus as an incentive if they want to reach their quota. This is against the Revenue Manager, the task of maintaining the profit at any time for an optimized the overall well-being of the hotel. While this perception may in some cases be true, it is important to look past this prejudice and look deeper into specific issues. Among those include:

Report discounting – with the strategy of discounting with low market demand to cope can be identified, is an almost automatic reaction for sales staff. It has the standard operating procedure (SOP), since then the demand dropped drastically because of the deep recession was. And if it with travelers who have cut their budgets, set, give Scramble sales people on the lowest price possible. It is important to first analyze the market before drastic discounts. Effective yield management should be given precedence.

The revenue from various profit centers – the sales department is more likely than not to be familiar with the customer behavior. You can really help, the hotel revenue manager in this case by developing the strategy for hotel rates at certain times of the week and the month. The highest demand of business travelers tend to be during the week during the weekend experience preferred by tourists.

building customer – this is a frequent source of tension between marketing and sales managers. Although the revenue managers know the value of the building and maintaining relationships, they can not their first priority in all cases. Meanwhile, sales people usually try to accommodate all client requests at the expense of profitability of the hotel. This must work for the maximization of sales hotel.

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Many would think that revenue management and sales strategies automatically complement each other. After all, these two are deeply interrelated to one another. However, this perception is idealistic at best because in reality the sales department and the hotel revenue management are usually at odds with each other. When this happens, frustration occurs and this can hinder the thought process that makes good decisions possible. It is a good thing that majority of hotel revenue managers are willing to compromise to bridge the gap. In many cases, it has been observed that the frustrations of hotel revenue managers arise from the fact that the sales department wants to provide “sale” prices at inappropriate times because they want their bonus incentive when they reach their quota. This is against the revenue manager’s job of ensuring the profit is optimized at all times for the overall well-being of the hotel. While this perception may be true in some cases, it is important to look past this bias and look deeper into specific problems. Among those that can be identified include:Inappropriate Discounting – using the discounting strategy to cope with low market demand is an almost automatic reaction for sales people. It has been the standard operating procedure (SOP) ever since the demand drastically decreased because of the deep recession. And when you couple this with travelers who have reduced their budget, sales people scramble to give the lowest rate possible. It is important to analyze the market first before giving drastic discounts. Effective yield management should be prioritized in this case. Revenues from Different Profit Centers – the sales department is more likely than not to be familiar with the customer behavior. They can actually help the hotel revenue managers in this case by helping develop the hotel rate strategy for specific times of the week and the month. The highest demand from corporate travelers tends to occur during midweek while weekends are preferred by vacationers. Building Client Relationships – this is a common cause of tension between sales and revenue managers. Though revenue managers know the value of building and maintaining relationships, it may not be their first priority in all cases. Meanwhile, sales people usually strive to accommodate all client requests at the expense of the hotel’s profitability. This needs to be ironed out for maximize hotel sales.