This old saying still applies in hospitality, “People buy from who they like.” But who do they like? Buyers want a partner who is responsive, listens to their needs, develops a strategy for their success and even challenges them with new ideas and approaches. Take the time to really understand a planner’s objectives and use this knowledge to craft the sales pitch to all the stakeholders within the purchasing organization. This establishes a sense of trust that your hotel “gets” the experience they’re looking to achieve and why your hotel is perfectly positioned to deliver. Get the full story at Cendyn