Empower Your Hospitality Business with Customer Focused Selling for Hospitality

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[Music] kevin sidebottom here i'm a speaker author and trainer and i go around teach sales organizations and leadership teams how to grow trust and influence with their customers and their team members generate higher revenues and more profits today let's talk about how you drive more sales in the hospitality industry yeah in hospitality which you're serving people how do you increase sales it's a huge market it's very competitive well how do we do that first question i always ask is what does your sales process look like how does it show up how does it interact with the customer and help the customer succeed that's what you need to be focused on what does it do for them most of the time people go well we kind of do this well we do this well i have sales people they they just do it and that's not gonna help you you gotta have an efficient sales process set up with everybody using the same common language so that way you're going to succeed when you have the same common message to your customers from every output whether it's the service department the sales people it's going to help you succeed efficiently and that's one thing we don't have a lot of is time right so we need to make sure when we're engaging customers we're doing so efficiently and productively and helping them okay we also need to make sure that we answer the five buying decisions that every customer has and if we don't answer those in the right order we become a commodity and we know what the only differentiating factor is for a commodity price so if you want to be profitable have a sales process if you want to win more sales have a sales process okay and there's tons of them out there whether you use mine or not doesn't matter but you gotta institute a sales process that helps the customer win that's right they need the best value they don't necessarily need the best price the best value so what does that look like well we need to make sure that we're understanding the customer's needs okay what's their situation what are the issues what are the ramifications if we're not answering those things correctly you're not going to succeed with that customer if your solution cannot be offered to answer those issues and help them mitigate those ramifications well they're going to go find a different solution so we need to make sure when we're engaging people we can actually talk to those things what's the first thing we need to do well we need to be likable because people buy from people especially in hospitality they're buying from people and people they know like and trust so in every interaction we need to make sure that we're answering three questions do i like you do i trust you and how can you help me that's what the customer is asking in seven seconds that's right we have to make sure that we're helping them understand that in seven seconds not a lot of time right the sales process actually helps you do that how you engage the customer how you interact how you ask those correct questions by having that you're going to be able to help the customer and in turn you're gonna make more money that's what we all need right top athletes top performers navy seals they all follow a process over and over again to success okay so give you another little tidbit here how do you go and succeed and help customers well think of it as farming not killing a sale but actually cultivating the relationship that's right if we're not cultivating it tilling the ground planting the seeds watering fertilizing pulling the weeds we're not going to help them i know it seems a little bit of time but if you actually follow the process it speeds up over time and you become more efficient make more sales make more revenues more profits and you're super successful so in hospitality show me your process if you have any questions feel free to reach out be glad to help you if you like this video is helpful hit like share subscribe send it to somebody you think it might help i make these videos to help you you