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Make Them Stay™ Framework:
The Make Them Stay™ Framework is a proprietary framework designed to help Business Travel Sellers win, retain, and grow corporate travel accounts by focusing on what matters most to today’s hospitality landscape. Rooted in relationship-building and sales precision, the framework is anchored by seven core pillars that deliver loyalty through excellence at every stage of the travel buyer journey.
01
The Right Rate
Competitive. Strategic. Aligned.
We don’t lead with the lowest rate—we lead with the right one. This pillar focuses on crafting rate strategies that are equitable, smart, and built for long-term success.
02
The Right Location
Proximity meets purpose.
Beyond the map, this pillar emphasizes access, convenience, and the hidden advantages of your hotel’s surroundings that matter most to the traveler’s day.
03
The Right Communication
Timely. Clear. Customized.
Business travel moves fast—and so should your communication. This pillar trains sellers to engage with clarity, empathy, and account-specific relevance at every touchpoint.
04
The Right Product
Everything they need, nothing they don’t.
From Wi-Fi to wellness, travelers want comfort and functionality. This pillar ensures your property delivers on the essentials—and delights in the details.
05
The Right Booking Process
Friction-free wins every time.
Booking should never be a barrier. This pillar focuses on streamlining the reservation experience across GDS, direct links, and travel management platforms.
06
The Right Recognition
Acknowledgment builds loyalty.
This pillar is all about making the traveler feel seen, appreciated, and valued—from welcome notes to tailored perks that make your hotel unforgettable.
07
The Right Relationships
From vendor to trusted partner.
The final—and most critical—pillar focuses on transitioning from transactional selling to long-term partnerships. It’s how we move from bookings to brand loyalty.
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Go Inside the Strategy
Make Them Stay™ is the definitive sales playbook for Business Travel Sellers who want to go beyond transactions and build long-term, loyal accounts. Designed for hotel sales professionals ready to elevate their strategy, the book unpacks the 7 Pillars, the full Business Travel (BT) Cycle, and several proprietary frameworks that drive smarter prospecting, stronger retention, and sustained revenue growth.
Explore the 7 Pillars below—and dive deeper into the systems behind high-performing BT sales.