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David Brudney & Associates
Hospitality Marketing Solutions from David Brudney & Associates
"The sales retreat was an absolute success. Material, timing, presentation all impeccable. You gave the team the material we needed, you motivated us and you facilitated the bonding process. Thank you! Now it is my job to carry on where you left off"
Liana Haines-Smith, DOSM, Le Meridien, Beverly Hills
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David Brudney & Associates
2938A Luciernaga Street
Carlsbad, CA 92009
Phone: 760-994-9266

Sales Teaching & Mentoring

David Brudney & Associates- Hospitality Sales Mentoring
"I just received my certificate in the mail for finishing the Travel and Tourism Management Program at U.C. Berkeley Extension and thought you might be interested in seeing a copy of it since you played a major role in my completion. I must say I thoroughly enjoyed your classes the very best. You have a great teaching style and so many ideas. After your sales class, we hit the road and did a ton of cold calls in Silicon Valley. I used your techniques in trying to get to the right person. We really worked the referral system. The marketing plan was indeed a great tool to learn. I refer back to my notes constantly while writing my department's plan. Thanks for all your encouragement and brains"
Lori Colvin, Charter Sales Supervisor, Red & White Fleet, Inc.

Experience is a hard teacher because she gives the test first, the lessons afterwards. - Vernon Sanders Law

My role as an independent hospitality marketing consultant enables me to go inside U.S. hotels, resorts and conference centers, evaluating the Sales and Catering Departments and, whenever warranted, making specific recommendations to enhance performance.

What I find all too often is sales directors and senior sales managers whose careers were fast forwarded because of demand and supply, a result of too many new hotels and too few qualified sales and marketing directors and managers.  I read the need for mentoring all over their faces.

Training is important.  U.S. corporations spend nearly $50B annually.  Yet so much of the training I see is devoted to improving technology skills.  Training must be complemented by solid mentoring programs.

Important Qualities to Look for in Today's Hospitality Industry Sales Professionals

  • People skills. 
  • Likeability
  • Listening skills
  • Asking good questions
  • Homework
  • Perseverance
  • Clearly defined goals
  • Plan your work, work your plan
  • Always be closing
  • Commitment to continuing education
  • Commitment to constant improvement
  • Curiosity

The one quality I always look for - - or encourage to develop in others - - is curiosity.  I believe that curiosity is the lynchpin in putting together a long and successful hospitality Sales career.

Oddly enough, I find very little curiosity in the new generation of hospitality Sales associates today. 

If you manage, direct or have corporate oversight over a hospitality Sales force - - or if you are building a new Sales team, or need to replace a departing top producer - - in today's competitive marketplace, here are some examples of the kind of curiosity you should be looking for in candidates:

  • What can I learn from the successful, more experienced Sales associates on my staff?  In my company? What can I learn from my competition?
  • What is it that they do with clients and prospects that help them make their numbers consistently? 
  • How long should I continue to contact a qualified prospect and qualified lead before I "fish or cut bait?"
  • What is it that makes clients book consistently with one brand or another?  One hotel over another?
  • What are the one or two primary reasons for my competitors getting good business that I have pursued?  What can I learn from that?  What can I take from that experience that will be useful and will help me with future solicitations?
  • How does my competition sell against my property? 
  • Do I know the real reasons for my "Lost Business"?
  • Do I incorporate those reasons or lessons into my solicitation of new business? 
  • Do I have what it takes to keep pressing until I learn what I could have done differently, what did I miss?
  • Do I know all of what constitutes a successful meeting for a prospect or client?  Do I make it a rule to ask? 
  • How can I become more effective in my use of testimonials and 3rd party referrals?
  • Are there sure-fire, never fail techniques that get phone calls returned? Get you through gatekeepers?

You Don't Have to Know it All - That's What Mentors are for

David Brudney’s extensive body of work in the hospitality industry covers four decades, and includes hands on management including selling, technique, relationship building and strategy.

About David Brudney & Associates

David M. Brudney has become a charter member of Laguna Strategic Advisors and was a founding member of the International Society of Hospitality Consultants. Brudney is a veteran sales-and-marketing professional concluding his fifth decade of service to the hospitality industry. Brudney advises lodging owners, lenders, asset managers and operators about hotel sales and marketing best practices and standards of care, and conducts reviews of sales-and-marketing operations throughout the world. Brudney is a professional speaker, teacher, mentor and sales trainer. Previously, Brudney held sales and marketing positions with Hyatt, Westin and Marriott.

Contact:  David M. Brudney, Principal
David Brudney & Associates
Carlsbad, CA 92009
Phone:  760-994-9266
Email David Brudney
Web Site:   www.DavidBrudney.com

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