Sales or Consulting?
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Sales or Consulting? Key Insights to Building Better Partnerships As presented at DMAI’s Convention Sales Forum
description
Sales or Consulting?. Key Insights to Building Better Partnerships. As presented at DMAI’s Convention Sales Forum. DMO Sales Professional’s Evolving Role…. 2013---. Our Actions. 2012-2013. Our Roles. 2011-2012. Our Value. Our Promise. Supported by. opportunities. Order-taking - PowerPoint PPT Presentation
Transcript of Sales or Consulting?
Sales or Consulting?
Key Insights to Building Better Partnerships
As presented at DMAI’s Convention Sales Forum
We are the best first point of contact to help planners FIND the right fit for any size meeting.
Comprehensive View of the DestinationLocal ExpertiseExtensive In-Market RelationshipsFREE to you!
Educators and Facilitators for Planners and Community Stakeholders as:--Time Savers--Knowledge Providers--Connectors--Protectors
Be InquisitiveBe ConsultativeBe the Driver!
Our Promise
Our Value
Our Roles
Our Actions
2011-2012
2012-20132013---
Supported by
DMO Sales Professional’s Evolving Role…
3
opportunities
4
Order-takingNeutral
Passenger
Grooved Behavior
On AutopilotWhat happens when: the DMO Sales
Professional jumps directly into the destination sale?
Jumps Directly into Destination Sale…What Happens?
Relationship undefined Expectations not set Everyone works on
assumptions Planner’s DMO experiences
(destination to destination) not uncovered
DMO value proposition isn’t clarified/unified or reinforced continually
On AutopilotWhat happens when: the DMO sales
professional simply passes on the RFP exactly as presented?
Takes Lead at Face Value…What happens???
Consultative advice not offered Best match potentially not made Planners see no difference between DMO
and other channels Incomplete or inaccurate information
passed on RFP may not contain planner/meeting
intel needed DMO is not perceived as a superior lead
generator Business lost when a need/objection is
not uncovered and met
On AutopilotWhat happens when: a planner asks the DMO sales professional for their opinion
and they remain neutral?
Remains Neutral on GivingSpecific Advice and Recommendations
What happens?
No value add in involving DMO
RFP distributed to hotels that don’t match needs
Everyone wastes time Distrust or adversarial
relationships created No ability to connect planner
to other planners with similar meetings/successes
On AutopilotWhat happens when: the DMO sales
professional solely leaves it up the hotels to book your business
Leaves It Up to the Hotel(s) to Book the Business
What happens???
Lower conversion rates in the destination
Less loyalty by planner to destination
Less credibility/respect from the hotel community
AutopilotWhat happens when: the DMO sales
professional does not stay involved after the business in contracted
Destination Definite Business Falls off the Radar
What happens???
Loss of relationship with planner
Lack of destination loyalty for future meetings
No proactive problem solving Less respect and credibility with
hotel community No transfer of meeting intel
destination to destination Less industry loyalty
InquisitiveConsultative
Driver
We are the best first point of contact to help planners FIND the right fit for any size meeting.
Comprehensive View of the DestinationLocal ExpertiseExtensive In-Market RelationshipsFREE to you!
Educators and Facilitators for Planners and Community Stakeholders as:--Time Savers--Knowledge Providers--Connectors--Protectors
Be InquisitiveBe ConsultativeBe the Driver!
Our Promise
Our Value
Our Roles
Our Actions
2011-2012
2012-20132013---
Supported by
DMO Sales Professional’s Evolving Role…
