After a very cold winter, how do you get fired up to sell your attraction or area? Are you outside call reluctant or just in a slump? Do you dread the thought of making those sales calls and facing the potential rejection? Perhaps a dose of “fired- up Janie Wiltshire” will provide the prescription you need to poke you into some HOT SALES! Learn from Janie what you should be doing to get off the hamster wheel and get running! This workshop will help you jumpstart your sales and marketing efforts NOW. Discover the 5 sales activities you should be doing! Don’t let your numbers melt this year because you didn’t attend this seminar!

1. Selling Ice to the Eskimos
Get Hot!
Presented by:
HOOSIER HOSPITALITY Janie Wiltshire
Due West Company
(843) 869-5252
March 16, 2011 www.janiewiltshire.com

2. If You Sell Ice to Eskimos, Selling Ice
To Eskimos
You Have a Strategy!
What is Strategic Selling?
Why is it necessary today?
Who is really doing it?
Strat•e•gy [strat-i-jee]:
“What do you want to achieve or avoid? The answers to this question are Presented by:
Janie Wiltshire
objectives. How will you go about achieving your desire results? Due West Company
www.janiewiltshire.com
The answer to this you can call ‘strategy’.” ~ William E. Rothschild janiewiltshire@yahoo.com
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3. Taking a Closer Look Selling Ice
To Eskimos
Skillful: ________________________________
Planning: ________________________________
Managing: ________________________________
Activity: ________________________________
Are You Strategic Selling?
Am I working _________ the business?
Am I working _________ the business?
Presented by:
“Strategy without tactics is the slowest route to victory. Janie Wiltshire
Due West Company
Tactics without strategy is the noise before defeat.” www.janiewiltshire.com
janiewiltshire@yahoo.com
~ Sun Tzu
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4. Skillful Selling Ice
To Eskimos
What are your selling skills today?
Are they well-honed?
Sales Call Facts TOday
1. A Sales Call is a _____________.
2. _____________ is critical to the success of a sales call.
3. Pre-Call Planning:
√ Plan your ______________________________.
√ Set a call ______________________________.
√ Organize your __________________________.
√ Have a _____________________________ and
a back-up _________________ for every call.
√ Review Pre-Call Plan probes.
Presented by:
Janie Wiltshire
“To improve is to change; to succeed is to change often.” Due West Company
www.janiewiltshire.com
~ Winston Churchill janiewiltshire@yahoo.com
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5. Close the Sale Selling Ice
To Eskimos
Never end a sales call without a __________
for you and the customer.
What attitude should you have in closing
__________ and __________?
Closing is a __________ __________ __________.
Why do Salespeople fail to close?
___________________________________________
___________________________________________
What can prevent it?
___________________________________________
___________________________________________
Presented by:
“Failure is not fatal, but failure to change might be.” Janie Wiltshire
Due West Company
~ John Wooden www.janiewiltshire.com
janiewiltshire@yahoo.com
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6. Planning Selling Ice
To Eskimos
It’s all about the __________ and the __________.
How are you using your days?
Do you have goals?
6 Reasons for a Goal:
1. _______________________________________
2. _______________________________________
3. _______________________________________
4. _______________________________________
5. _______________________________________
6. _______________________________________
Presented by:
Janie Wiltshire
“Success is rooted in vision. Always affirm that you will succeed.” Due West Company
www.janiewiltshire.com
janiewiltshire@yahoo.com
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7. The Story of Charles Schwab and Ivy Lee Selling Ice
To Eskimos
We all know that there are many valuable lessons from history.
The story of Charles Schwab, the president of Bethlehem Steel, is certainly one for us today.
It was the early 1900’s and Charles Schwab was the first American to make one million dollars in a
single year. Schwab wanted to be even more successful, so he consulted with a man named Ivy Lee
- the leading management guru of his day.
After observing Schwab’s work habits for five days, Lee advised him to take
three steps to make himself more productive. Ivy Lee told Charles Schwab:
1.) Make a “to do” list.
2.) Set priorities.
3.) Do it every day.
Schwab didn’t know what he should pay Lee for this simple three-step advice. Lee told him to work
the plan for a while and then pay what he thought it was worth. Five weeks later, Lee received a
check for $25,000 from Schwab (remember this was almost 100 years ago!). Later in his career,
Charles Schwab claimed that Ivy Lee’s advice was the best he’d been given in his business career,
and it helped him build Bethlehem Steel into the second largest steel producer in the United States.
My lessons from this story:
_____________________________________________
_____________________________________________
_____________________________________________
_____________________________________________
_____________________________________________
“Profound and powerful forces are shaking and remaking our world...The urgent question Presented by:
Janie Wiltshire
of our time is whether we can make change our friend and not our enemy.” Due West Company
www.janiewiltshire.com
~ U.S. Presidential Inaugural Address janiewiltshire@yahoo.com
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8. Managing Selling Ice
To Eskimos
Managing any sales process takes _______________.
Daily Questions
? Who did you go see today?
? What were the results?
? What’s your next step with these customers?
Weekly Questions
? Are you getting a copy of weekly reports? Have you looked deeper to determine if they have a
good mix of calls (appointments, prospecting, site visits), and that the content is complete and
doesn’t consist only of “left a message”? Is booked business a result of sales calls or solely
from inquiry business?
? Are you having a regular sales meeting weekly with a fixed agenda?
? Do your salespeople have goals outlined for them? Are they hitting their goals?
? Do they have appointments set up for next week?
? Are we making outside calls?
? If the call volume isn’t where it should be, am I making sure we are using prime time selling by
SELLING? Personal calls, rooming lists, letters…none of it should be done during prime
time selling hours.
Monthly Questions
? Did we achieve booking goals?
? Do we have a plan for next month?
? Are we reaching out to Top and Target Accounts?
? What are we doing to make next month’s results better?
“I never could have done what I have done without the habits of punctuality, order, Presented by:
Janie Wiltshire
and diligence, without the determination to concentrate myself on one subject at a time.” Due West Company
www.janiewiltshire.com
janiewiltshire@yahoo.com
~ Charles Dickens
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9. Activity Selling Ice
To Eskimos
What are your actions regarding
 Top Accounts
 Target Accounts
 Potential Leads
Top Account Activity
$ Personal Calls
$ Emails
$ Entertainment
$ Phone Calls
$ Marketing Pieces
$ Ad Specialty Items
$ Holiday Promotions
Do you have a maintenance “STRAT” Plan
to keep the big accounts?
Presented by:
“Success is not measured by the position one has reached in life, Janie Wiltshire
Due West Company
rather by the obstacles overcome while trying to succeed.” www.janiewiltshire.com
janiewiltshire@yahoo.com
~ Booker T. Washington
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10. Top Account STRAT Plan
Account: ______________________________________ Year: ________________
MONTH COMMUNICATION METHOD OBJECTIVE

11. Top Account STRAT Plan
Account: JDI Travel Year: 2011
MONTH COMMUNICATION METHOD OBJECTIVE
January Lunch Review last year’s production/trips
Discuss anticipated performance for this year
February Deliver Valentine’s Candy Develop new contacts
Meet more bookers
Thank for business
March Sales Call 1s t Quarter review
nd
2 Quarter focus
Update all the file information
April Eas ter Bunny photo op with Team Promote new programs
Email blast Follow-up with a frame photo
Promote Summer schedule
May Sales Call Secure property tour for nex t month
Plan luncheon for k ey people
June Tour and Booker luncheon Review Regular Travelers Lis t and their preferences
Show recent Trip Advisor Feedback online
Point out new events
July Sales Call Mid-year Review: Discuss group situation and internal changes from their recent meeting
August Summer Fun Pack delivery Deliver Summer Fun Pack
Thank for their business through first 7 months of the year
Discuss balance-of-year ex pectations
September Sales Call Secure Fall schedules
Discuss 2012 plans
October Halloween “No Tricks , Just Treats” Call Deliver candy in costumes
Update all data for account
November Email blast to company employees with Drive Weekend/Holiday times
special Sales Calls
Express appreciation by delivering a personal gift
December Mail Holiday Cards Invite all bookers and key contacts to Wine and Cheese Event
Host Wine And Cheese Event
Send New Year’s Eve Package email blast

12. Where Do We Go From Here? Selling Ice
To Eskimos
Strategic Selling for tomorrow requires _______.
Why? _________________________________________
_________________________________________
_________________________________________
Specific ways to be a futuristic strategic seller
________________________________________________
________________________________________________
________________________________________________
________________________________________________
________________________________________________
Presented by:
Janie Wiltshire
“Once you have decided what is important to you, Due West Company
www.janiewiltshire.com
keep that clear and honorable objective in mind and begin to move toward it.” janiewiltshire@yahoo.com
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13. Getting Started Now Selling Ice
To Eskimos
Skillful: ________________________________
________________________________
Planning: ________________________________
________________________________
Managing: ________________________________
________________________________
Activity: ________________________________
________________________________
“People are always blaming their circumstances for what they are. I don’t believe Presented by:
in circumstance. The people who get on in this world are the people who get up and Janie Wiltshire
Due West Company
look for the circumstances they want, and, if they can’t find them, make them.” www.janiewiltshire.com
janiewiltshire@yahoo.com
~ George Bernard Shaw
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14. PROGRAM EVALUATION Hoosier Hospitality 3-16-11
Selling Ice to the Eskimos
Consistent with the idea that you don’t have to be bad to get better, please take a few moments
to complete this evaluation form and return it to us before you leave. Thank you. Janie
1. How did this program meet your expectations?
 More than I expected.
 About what I expected.
 Less than I expected.
Comments:_____________________________________________________________________
______________________________________________________________________________
2. How would you rate the content and material presented?
 Informative and useful
 Informative, but not very useful for my job
 Not very informative or useful
Comments:_____________________________________________________________________
______________________________________________________________________________
3. How would you rate the speaker?
 Interesting and knowledgeable
 Interesting, but could be more educational
 Knowledgeable, but could be more interesting
 Not very interesting or knowledgeable
Comments:_____________________________________________________________________
______________________________________________________________________________
4. What did you like best about this program?
______________________________________________________________________________
______________________________________________________________________________
5. What do you think would make the program better?
______________________________________________________________________________
______________________________________________________________________________
Comments:
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
Presented by:
Name __________________________________ Property ______________________________ Janie Wiltshire
Due West Company
Address _________________________________________________________________________ 313 Jungle Road, Edisto Beach, SC 29438
City ____________________________________________ State _______ Zip ________________ (843) 869-5252
www.janiewiltshire.com • janiewiltshire@yahoo.com