Overview

.. .an invaluable tool for the hospitality sales professional today... What a long overdue book... A must-read for all meeting and incentive industry suppliers. The sales process is different these days. The way suppliers build relationships with planners has changed. Planners are a finicky bunch, and you may not even know what you're doing wrong that leads to lost business. Why? Because planners rarely share that information with you - they simply change suppliers. What if you could get a glimpse into what makes planners tick? What if we told you exactly how to court us and win our business? That would be a game changer. For the first time, you finally have access to the insights that will change everything about how you communicate, connect, conduct site visits, write proposals, negotiate, and more, directly from the mouths of senior-level planners across North America. Suppliers will learn: - The three questions you should always ask before writing a proposal (if you want to win the business, that is) - How to stop spinning your wheels on cold calls - How to write emails that get responses - What planners prefer as their #1 communication tool (hint: it's not email or phone) - What you might be doing wrong, without even knowing it - What your competition is doing to lose business every day, and how you can win it from them

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9781470098681

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