Corporate Blog

Four essential techniques for attribute-based selling success in hospitality

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As I discussed in my previous article, attribute-based selling (ABS) is a transformative strategy by which hotels sell individualized experiences to guests, rather than one-size-fits-all packages. Under this model, each guest picks and chooses the amenities and add-ons that are most important to them, effectively building a more personalized stay. ABS has distinct advantages over traditional, "bundled" selling models. For example, with ABS, hotels may price down some rooms so that they are more affordable (e.g., by forgoing daily housekeeping) and are less likely to remain vacant. Meanwhile, t...

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How hoteliers can drive revenue and improve CX with attribute-based selling

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The hospitality industry is undergoing a retail transformation, driven by evolving guest expectations and new digital tools, integrations, and partnerships—all of which make selling more flexible. Attribute-based selling (ABS) is fundamental to this transformation. With ABS, hotels can personalize guest experiences by enabling guests to pick, choose, and purchase varied attributes with their stay. ABS enables a unique experience based on each guest's priorities — whether it's cost savings, premium amenities, special experiences, or other elements. Despite these advantages, ABS has unique chall...

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