Column: Meeting prospects' needs leads to profitable group sales

04/30/2013 | Hotel Management online

Hoteliers can maximize group profits by negotiating sales around meeting the needs of prospective clients, Howard Feiertag writes. "Gather history of their previous meetings, like where they met previously, how much they paid and what other location sites they checked out. Understand how you can meet their needs and how you can show value," Feiertag writes.

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