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Selling Government Business

Selling Government Business. How to Win Space and Influence Bosses!. By Shelley Mann, CGMP May 2012. When You Leave…. Be Prepared to “Go To War” Know Your “Foes” Know When to Take Action How to Gather Your “Ammo” Best Strategies for Success. Going To “War”.

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Selling Government Business

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  1. Selling Government Business How to Win Space and Influence Bosses! By Shelley Mann, CGMP May 2012

  2. When You Leave… • Be Prepared to “Go To War” • Know Your “Foes” • Know When to Take Action • How to Gather Your “Ammo” • Best Strategies for Success

  3. Going To “War” • Almost Harder than Selling to the Government • Having a General Knowledge of Your Subject will not Help • Each “War” is Different – Adapt and Conquer!

  4. Know Your “Foes” • Director of Sales/Marketing • Director of Revenue • Front Office • Housekeeping • Banquets/F&B

  5. Taking Action • When Should You Be Selling Government Business Internally? • Getting The Masses Excited • Use Your Selling Skills!

  6. Case Study You have a 200 peak night government program for your hotel of 300 rooms. It will take up the majority of your space and has limited to no banquet food functions. There is moderate AV and they are a Monday – Friday Arrival at the very end of your high season. Your per diem at this time is about $20 less than your corporate selling rate. How Would you Sell this group?

  7. Gathering your “Ammo” • Group/Account History • Business Spend • Account Potential • Date History • Denials • City Business/Competition Remember that on average 80-90% of government business books in the year for the year.

  8. Case Study You have a 200 peak night government program for your hotel of 300 rooms. It will take up the majority of your space and has limited to no banquet food functions. There is moderate AV and they are a Monday – Friday Arrival at the very end of your high season. Your per diem at this time is about $20 less than your corporate selling rate.

  9. Strategize • What Has Worked For You? • Lay Out Your Plan/Practice Your Presentation • Put on Your Armor • Positive Attitude/Believe You Will Win • Don’t Get Discouraged

  10. Case Study You have a 200 peak night government program for your hotel of 300 rooms. It will take up the majority of your space and has limited to no banquet food functions. There is moderate AV and they are a Monday – Friday Arrival at the very end of your high season. Your per diem at this time is about $20 less than your corporate selling rate.

  11. Q&A

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