Three-Dimensional Selling

Are you a one, two or three dimensional seller?

And what is the difference between each dimension?

The difference between each dimension is the research conducted ahead of time by the seller and how it’s leveraged to have a business conversation vs. a sales conversation.

If you can picture a 1D object i.e.: a straight line, it is flat and lacks depth and complexity. Many prospecting emails lack depth and complexity and sound like this:

“I am wondering if you are the person in charge of booking hotels in our area. We are interested in providing rates for your company and would like to partner with you in the coming year.”

A 2D object like a square, has shape and shows length and width. A 2D sales approach demonstrates some thought but not enough to motivate the buyer to respond. It sounds something like:

“I understand your company has business in our area and given our proximity to your job site, along with our newly renovated rooms and free breakfast, we feel we would be a good fit.”

“An example of a 3D object is a cube which has both breadth and depth. In my experience, very few emails are written from this perspective.

If sellers want to rise above the noise and cut through all the clutter that a buyer has to sift through in a day, they need to have breadth and depth in their sales execution.

A 3D sales approach would sound something like this:

“Congratulations on being awarded the bridge rehabilitation project in ABC town. We’ve had the pleasure of hosting Bobby Smith and Suzy Keller while they have been in town working on the initial phase of the project.

We understand from Bobby and Suzy that construction will begin in the next 90 days and you will be bringing in out-of-town contractors for the project.

Given the many things you have on your plate, we would be happy to put together accommodation recommendations and provide your crew with a home away from home experience.

We have extensive experience taking care of clients who are away from home for an extended period. They appreciate our well-lit truck parking, our rooms with kitchenettes, and our complimentary hot breakfast that is available at 5:30 am.

Are you available this week to further discuss how I can take care of this part of your project for you?”

As sales teams and leaders look ahead to the rest of the year, it’s important to know what good looks like when it comes to sales execution.

It’s the difference between playing chess or checkers.

Some of Our Clients

Proudly Serving Clients throughout US & Canada

"As a management company with 4 smaller hotels in busy transient markets, we have struggled to keep our sales and marketing costs relative to the size of our hotel.  The cost and time invested in attracting, training, and retaining good salespeople with the current job climate can be not only daunting but frustrating with turnover.  With varying demand in the market, a sales manager needs to recognize when to take the business, and when to say no to it.  The right rate, at the right time!

We have solved all these problems through turning this demanding role in 3 of our hotels over to Gillis Sales.

Gillis is a trusted, credible partner who has supplied me with experienced professionals who know the fastest route to the business I need.  This has become our most effective resource, and I 100% recommend the Gillis solution to my colleagues."
Patti Barker -

Vice President of Hospitality, Metropolitan Hospitality Management

We have the pleasure of working with Gillis Sales, and couldn’t be happier with the results. Their expertise in the hospitality industry, combined with their innovative sales strategies, have delivered exceptional revenue growth for our property. I highly recommend Gillis Sales to any hotel looking to boost their sales and increase their bottom line. Their commitment to excellence and personalized approach make them a valuable partner in the competitive world of hotel sales.
Preena Patel -

Preena Patel, Administrative Director,  A-1 Hospitality

"The math is simple: Gillis equals heads-in-beds!

The sales pro's at Gillis have been instrumental in building occupancy at Motel 6 and Studio 6 hotels in Canada over the past several years.  Working collaboratively with owners and managers, Gillis takes the time required to find and convert prospects to guests.  Gillis provides a best-in-class solution for hotels that don't have a dedicated, well-trained sales team."
Irwin M. Prince -

Irwin M. Prince, President & COO, Realstar Hospitality

“We had the good fortune of engaging Gillis after years of managing our sales effort inhouse. They came highly recommended through brand leadership and seasoned sales professionals – and they haven’t disappointed. Despite only a few months into our relationship, they have had an immediate impact on our hotels and key account relationships. The Gillis team has already established themselves as one of our most valued and trusted advisors and partners. They have always displayed the professionalism, passion and accountability demanded by their profession. The Gillis team is well prepared, highly engaged and goal orientated. To this end, they have solidified accounts, delivered new bookings and helped to diversify our business drivers. As a result, they have earned the deep respect and trust of our organization. I would not hesitate to recommend Gillis for any organization that requires the highest levels of sales performance, execution and professionalism.”
Perry Batke -

CHA, General Manager, Denham Hospitality Organization

“Tammy Gillis and her organization have been nothing short of amazing! We have seen an approximate ROI of 10x at our BW PLUS hotel as well as a ROI of 4-5x at our BW hotel. The sales team is so dedicated, passionate and driven to deliver revenue to hotels. I just wish we started sooner with Gillis!”
Hitesh Patel -

President, Colorado Hospitality, Inc.

Contact Us for a Complimentary Sales Consultation

800.296.2962 | sales@gillissales.com

 

Sales is the life blood of your organization.

No business has ever succeeded without sales. Knowing where to start can be overwhelming.

The good news is, we can teach you how to do it OR we can do it for you.

Our services will help you sell more rooms, stand out and succeed in a competitive market, and train your staff to implement sales more effectively.

Interested to learn how this applies to you? Contact us for a complimentary consultation.

 




    DYNAMIC SALES SOLUTION

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