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# Success Strategies: Grow your Hotel Sales by saying the right thing
- URL: https://hospitality.pro/success-strategies-grow-your-hotel-sales-by-saying-the-right-thing/
- Published: 2013-06-21T08:57:42.000Z
- Updated: 2013-06-21T08:57:42.000Z
- Author: H L
- Tags: Hospitality Industry News, Marketing & Sales, News, #wordpress, #Import 2026-04-16 12:15

Travel agents are missing out on a huge share of hotel bookings, according to Matthew Shephard-Lupo, a sales and marketing associate at Ovation Corporate Travel.

It doesn?t have to be that way. ?By asking the right questions, presenting recommendations and offering savings and value-adds, agents can increase both profits and customer satisfaction,? Shephard-Lupo said.

*Travel Market Report*?asked Ovation Corporate Travel to share its advice for frontline agents on what to say to clients so they?ll book their hotel stays through the travel agency, instead of self-booking online.

Following is a step-by-step approach, based on input from Ovation?s own frontline travel consultants.

**Ask the right questions.**  
??? ??I see you are traveling overnight, may I suggest a hotel??  
??? ??Do you have an ideal location in mind??  
??? ??Do you have a price point in mind??  
??? ??Do you prefer a more traditional hotel or something more modern??

**Present your recommendations.**  
??? ?Listen to the traveler; provide the best option per location, price point and style.  
??? ?Give at least two options.  
??? ?Don?t give too many options, as this can be overwhelming.

**List value-add benefits.**?Travelers are usually not aware of value-added options until told about them by a travel expert. Detail all hotel upgrades, amenities and enhanced offerings upfront so travelers know about these additional benefits and savings.

**Outline pricing options.**?Travelers tend to feel more comfortable booking a hotel when they are provided with different levels of pricing/rates. They want to see clearly the savings they?ll get by choosing one property over another.

**Personalize it.**?Include anecdotes with personal stories about the property you are recommending. When a trusted expert who has stayed at a hotel recommends it highly, it eases the decision-making process. Use phrases like, ?Based on my own experience at the XYZ hotel, I suggest trying the ??

**Paint a picture.**?Be as detailed as possible when explaining a hotel?s services, rooms, amenities and ambience. Descriptive words paint a visual picture of what the traveler can expect.

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**Source:** Harvey Chipkin (2013). GROW YOUR HOTEL SALES BY SAYING THE RIGHT THING, travelmarketreport?http://www.travelmarketreport.com/articles/Grow-Your-Hotel-Sales-by-Saying-the-Right-Thing published Jun 20, 2013\. Viewed Jun 21, 2013.