Empower Your Hospitality Business with Tech Sales Closing for Hospitality
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Tech sales closing for Hospitality
Tech sales closing for Hospitality
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FAQs online signature
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How to close the sales deal?
How to close a sale Offer a choice. If your potential buyer seems satisfied with your sales pitch, you may offer them a choice between two purchasing options to close the sale. ... Identify barriers. ... Ask for the next steps. ... Prompt agreement. ... Propose your help. ... Build rapport. ... Increase value. ... Suggest a trial.
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What are the three most important things that are required to close a sale?
3 Essential Tips to Closing a Sale Identify and Solve a Real Problem. The first thing to remember is you are trying to identify and solve a real problem. ... Work with the Right People. ... Communicate Appropriately. ... Closing Techniques. ... Bonus Tip: Salesvue.
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What is the sales funnel in hospitality?
The sales funnel is a critical concept in the hotel industry, illustrating the customer's journey from discovering your hotel to booking. It's a roadmap guiding your marketing and sales strategies, ensuring you effectively engage potential guests at every stage.
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How technology is changing the hospitality industry?
Technology's impact on the hospitality industry is impressive and multi-faceted. It has led to more efficient operations, personalized services, and sustainability efforts. As travelers and diners continue to embrace technology in their daily lives, the hospitality industry must keep up to meet and exceed expectations.
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How do I close a sale for a hotel room?
Remember, building rapport, demonstrating value, and providing excellent customer service are essential throughout the sales process. By addressing guest needs, building trust, and offering personalized solutions, you can increase the likelihood of closing the sale and securing a booking for your hotel.
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How do you close a sale on the door?
More videos on YouTube Pitch Your Solution (Not Just the Product) ... Follow Up, Follow Up, Follow Up. ... Create a Sense of Urgency (the Now or Never Close) ... Offer Them a Test Drive. ... Go Through the Summary Close. ... Overcome Their Objections. ... Ask for the Sale (and Nail Your Closing Questions)
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How to close sales in travel?
Travel Agent Sales 101: How To Become A Master At Closing Leads Go Back Button Reply Quickly. You will lose 100% of the leads you take forever to respond to. ... Use The Give And Take Strategy For First Conversations. ... Be Detailed In Your Delivery. ... Follow Up, Delivery And Close.
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How to increase sales in the hospitality industry?
Here are 20 actionable tactics that you can implement to help boost revenue, drive growth and elevate your hotel sales game. Upsells & Cross-sells. ... Direct Booking Incentives. ... OTA Optimization. ... Social Media Engagement. ... Influencer Partnerships. ... Customer Loyalty Programs. ... Referral Programs. ... Corporate Travel Benefits.
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[Music] foreign [Music] thanks for hopping on the sales and sports podcast how you doing today yeah good thank you Jack thanks thanks for having me um yeah I've been watching these since uh I've been at the Academy so it's quite nice to actually be on the podcast so hi amazing amazing well thanks for coming on especially as it's the weekend and you're the first enter Tech illumini to be on the podcast so I'm excited to you know hear how you found the program but also how you're getting on today and I think you're around about six months into your role at trust keys so um yeah just just to keep kick it off really would love to get a bit of background to yourself an introduction to sadjet as a person and what you're doing at the moment as an SDR yeah so my name is shajid and I joined the nsac academy back in June it was I think it was June July and um yeah join the edtech Academy I went for the process for six weeks and then after that and said help place a role me help me place a role in um my current status right now trust Keith and currently I'm at SDR and essentially I'm helping the company bringing clients that's what it is I'm introducing our product to potential prospects so yeah got it got it so sgr bdr for everyone listening is a sales development rep a business development representative so tell me explain I guess in layman terms if you could water it down what does the role itself um entail on a day-to-day basis so I guess you're nine till five what are you doing when you you know switch on your laptop or enter the office yeah so when I switch on a laptop at nine-ish I again what's lucky about SDR cell um SEO video roles quite flexible times so I can start at seven if I wanted to which is one good thing so when I start I plan for the day typically see what I'm doing for the rest of the day maybe having an internal meeting with my manager and then from that maybe two three hours just cold calling picking up the phone cold calling maybe doing 40 50 000 a day my top prospects I'm going after them then after that they'll always be at the Tassa whether it's um suspecting which is finding the clients so finding the prospects to prospect putting those into sequences and multi-step sequences are like an intro email um like a little disclaim or little context email and maybe a little breakup email the way maybe sending some LinkedIn messages during the day as well Etc and just really planning for the next day it's always important to pre-plan so awesome awesome I appreciate you sharing that so I guess when I was an SDR I'd always um I guess eat the Frog do the hardest thing first in the day my target was 50 cold calls in a day similar to yourself I would you know fire up my laptop you know hopefully I'd have a list of numbers and contacts to contact UM that I'd arranged maybe the week before or the day before and I'd punch out let's say 70 of my kpis if it was cold calling um in the morning so interesting to know you do a similar thing um I guess everyone's different in their approach but I used to find you know getting on the phone in the morning was it was a pretty good time as well to get in touch with people especially if you're starting slightly earlier like 8 30 when people are either on the commute or just selling into um I guess their their day-to-day workflow um fantastic so tell me about your perceptions of sales before you became an SDR or enter the tech space what were your perceptions and I guess did you know what an SDR or bdr was um at all I think I think the perceptional sales same for everyone really well most people it's always like a oh it's a cow's car salesman you know like a sneaky person or like a bad job a day job but like you're trying to trick people all the time to get a sale but honestly it's like the most from doing the actual world it's like such an important role I think no matter what I do in my life whether it's personal or professional I'll always have these like skills that I never want to learn if I was living this role um and essentially it's just like such a key important role for I think every major business this is such an important role yeah and before I did not know what honestly I was nothing no no not all um um yes I had no idea I I didn't know it existed I'll be honest yeah so and yeah that's exactly that myself you know I had no clue what an SDR stood for I think I came across my first deck sales role um you know my first full-time Tech sales role in um in LinkedIn um I came across a business development uh position and I kind of thought business development sounded similar to like a commercially focused sales role so I I went with that um but yeah I think there's a lot of I guess um misconceptions about when a star is and this is not marketed very well I think to graduates or individuals that are switching careers or people that are thinking about the tech industry because um nestia just sounds like it could be a tech product for example um okay that that's that's important to know and yeah I completely agree that sales people are needed in all walks of life you know it could be any industry it's a vital skill to learn it's probably the most important skill in business which is still not being taught by schools and universities which is pretty interesting and that's why we're so passionate about our mission at Intertech um tell me about your experience on the academy what were some of the highlights and then how do you transition from that to your role today and discuss um I guess the interview process so first off how is the academy some highlights and how did you get into your role today yeah so um the actual Academy I think for I think for most of us on the actual cohort we loved the actual um concept of doing it after work or after um those that used to go to UNI so they could focus on the actual main job and not um have any impacts on that um and work hard there and then when you come home spend what an hour a day an hour and a half a day just doing a little bit of work towards um the end goal and it was really I think that's my favorite part of the actual Academy I could do it alongside me working full-time that was really big part for me instead of me having to take time off for example amazing I'm just gonna pause you there um two things you know weed ate sugar coats it right sales in general we say 95 99 is rejection the SDR role is tough we make sure that you know individuals that are coming on have the right mindset and you know core skills to to be successful in the academy but also as a role because it'd be unfair to individuals if we put them through and they weren't um you know capable of taking the knowledge but also doing the role the full-time capacity you know was it was some of the academy and some of the the learnings challenging do you mind going into that and and how you managed to I guess rise to the challenge yeah I think before starting I thought oh all Online Academy is all courses are going to be easy you know it's online um but I think uh students realize that it is really tough I think there was one thing that I really struggled with for like a full week and this one was doing um the role play for cold calling and I think I was one of the first to go and I thought oh I'm just going to pick up the phone call Jack and then tick on my module I can go to the next week no Jack you were very tough on me and in hindsight me working actual you know sdraw for five to six months now I'm realizing that he was very easy on me you're very I think you're tough on me and it was the best experience because it it just happens it never goes a certain way certain direction and it's always num even when I if I called someone today I don't know what direction it's going to go in there'll always be something that I thought oh I've never experienced that before one of the hardest things and it's probably been one of the most real things and one of the most valuable things you've ever taught me um and I'm glad you were tough on all of us and It generally made me think wow this is a hydro it made me realize that this is a is a tough job and I understand and I think that's one of the best things about intertek you never again you never sugarcoated anything um he was always really true and Real about whether it's motivation whether it's the actual difficulty of a prospect rejecting you I think you was really good at preparing us for that awesome awesome no thanks thanks that's uh that's great feedback and it means a lot um and then before we go into um the interview process and how that was you mentioned you were working uh full-time and doing work um alongside the study do you mind going back to to you know what work experience you had and how that um I guess has helped you in your Tech sales career and what transferable skills that resilience and grits and hard work is is been a good foundation for yourself moving forward yes so um my so my first role was actually um working in my dad's takeaway and as you can imagine I used to work there whatever once once a week and then you start getting more Hands-On more more days and then is that becoming a very not just a customer facing world but very a lot of pressure it's a busy night all there's so many stuff all in so many things I think that's one big thing that can transfer to sales um but you have to have that resilience and that um be good at working under pressure and then from that my second role was actually working at Amazon in the factory and so I moved to Birmingham a couple years ago with no no job no money Etc so I started working on Amazon and I think that just shows I think for that it's like determination to succeed which I think you need a a big amount especially in the SDR role because there's always an end goal your sign is stf you know you want to go to the next thing AE or Str manager or into marketing or etc etc higher higher you need that determination and that hunger for a role um 100 yeah even after that I was doing um an I.T and sales role which was um we sell printers and I would be in the hardware side and helping the customer side and then also be on the sales side as well and from the actual internet learnings we started adopting uh like cold calling cold Outreach um into our oh love it nice that's that's epic to hear um yeah completely agree I think some of the best sales people in sdr's transition from Hospitality backgrounds my family are in Hospitality so on a day-to-day basis as a kid I used to see my dad and even my brother would have been older working long hours you've got to use I guess your creativity to think on your feet you know you know the POS might be down for example and you're gonna have to manage the back of house front of house deal with people people you know face to face which really does bring out some great skills um and also I guess just having a calm head and just not getting too I guess worked up if things don't go your way or if you're doing well I think it's just having that equilibrium which I guess Hospitality teaches you and also you're putting in the hours right it's tough work you're on your feet all the time doing pretty crazy shifts so it teaches you the importance of hard work which is needed in in an SDR um wrong that's really cool and um I guess talk to us how you moved into the role you're at now and what was that process like in terms of the interview steps um who interviewed you you know any tips for budding sdrs or people looking to get into Tech sales space and we'd love to hear hear from you really yeah so um entertain helped me play some uh Place me into my role right now and I think one of my the most valuable things about insect as well is that they just teach you how to do it they also teach you how to get it and that's super I remember how many times we have calls beforehand an interview or after an interview I'll say oh this will this what happens what went well and then you prepare me for the next stage so that's really viable from insert there um the interview process for trust Keith the current role that I'm in right now so it's like a 30 minute interview with um head of Ops Anya and it was just a little bit more about what and uh what trust Keith is and and what they do and a little bit of questions for me my experience Etc talked about the academy and what I've learned there so again that was like a little intro there and then from that um the second stage interview was with head of Revenue Mitch who is my direct manager now I work directly um opposite him and um yeah so that was actually a more technical interview so he actually there is Anya and Mitch on that interview and they actually asked me to prepare like an email that I would send to a prospect um a cold call script like how I would do it and then what was important as well the elevator pitch part of it there's they wanted me to they want to see how I would um you know practice Keith yeah and actually on the call it was very tough I thought oh you'd have done all the homework Etc I submitted it a day before and on the call um Mitch head of Revenue said yeah it's good can you actually just change it right now can you improve it on the spot right now oh well and he goes yeah I'll give you a few minutes if you just want to change it up he gave me a little bit of advice and said can you change it up and that was really nerve-wracking I thought so much pressure they're on the call they're waiting for me two minutes three minutes four minutes whatever it was and I'm just there typing away and um I think that was a test in itself just to see how how I reacted in that pressure of the environment there that also shows your coachability I guess as well to see are you open to changing your your ways I guess and improving yeah definitely I think um is really I think there's really good insight into what the role would be especially into that management style yeah um and then the third Stitch was with the CEO Rory as well as well as head of customer success um customer relations um Tom and that was more less technical it was more about me as a person me as um how I work how I do this how I do that and there's a few careful questions Rory asked me he said this so he set up like this said um I get a lot of sick for asking people this but how weird are you and I think that really threw me off I did not see that coming in a million years uh what did you answer uh I want to say I don't remember just with myself no yeah that was a that was a threw me off but um yeah after that that interview process went well and um yeah look we landed the role with uh trust cave great that's nice that you had that face time with uh the founder or CEO as part of the interview process and I'll ask you as well um we'd love to know what it's like working in a startup and the benefits um I'm sure that's one of them you know you get to communicate with senior leadership on a on a frequent basis what was it like um what is it like working for a startup I guess what are the perks um working with a small team and I guess an exciting business that's growing rapidly I think one of the best perks and the most rewarding is my role has a big impact on the company um a really big impact to that if they're obviously hide an SEO for a reason it's needed and it's nice to know that I have no matter what I do it's a direct like correlates with a company whether it's I bring in business or what is suggestion Etc and so I think that's a really good like part of being a startup I think another thing is the team is fairly small right now I think we've got 12 um and everyone knows your name everyone knows your face I can communicate with anyone on a daily basis and that's that's really interesting it's a small team almost like a family business type of dynamic that's really nice um and again as you mentioned I'm constantly talking to higher up so whether it's my management or um heads of other Revenue uh heads of other departments or the CEO Rory um even we went we went to play ping pong um a couple uh months back for um our team there and uh our time run out we didn't have any bats left so me and Rory were just playing with our phones with the ball little things like that it's nice it's really nice but you wouldn't think that um you know you'd get along with the CEO or you'd have that chance to get along with the CEO so it's really nice 100 100 and yeah going back to the interview process for those that are listening that's pretty typical to have three steps uh or three stages the first one's typically with um the talent leader or whoever's managing the talent side of things to make sure you've got the right motivations that you're a good fit um and that you stack up to I guess your CV um the second one's typically a lot more technical with maybe a sales leader to go into your um abilities to be successful within the role and then the third one typically is a final screen where it's a cultural fit um with again it could be a senior management or a Founder if you're working for a for a startup so that's good to know um how was the the onboarding what was that like in was there anything within the sgr role that you've learned um or something that you didn't really expect um across the first six months or so well I think luckily um one of my tasks in the actual um interview process was um which you helped me with which was um the 90-day plan for if I were to be hired what would be the United States Plan B and it was fairly similar to that so it was more of like oh the first month going to be about learning second one about implementation fed month about improving and I think in a startup scene your learnings and your your implementations are all accelerated so you might think about joining a role and think oh I'm going to be a bit more relaxed I'm not going to do too much for a certain amount of time no Mitch I'm head of Revenue he had me on the calls after four or five days so I didn't yeah I did not see that coming but again all the learnings from Intertech Etc it was you know it wasn't hard again it was scary of course yeah it's actually real and yeah and people they're not just you on the end of the phone so it was it was difficult of course but um I think I it was to be expected and I wasn't shocked that oh what do I do what do I do because I've done so much training with you great great and that's that's amazing to hear and I guess learning on the job is the best way to to basically learn um as opposed to waiting for you know four to 12 weeks to pick up the pick up the phone so shout out to Mitch to get to get you um going you know as soon as possible without similar to myself um I said next to my sales director in my first week as an SDR he said hey there's the phone why are you waiting you know that's the best way to learn um that's great to hear and I guess in terms of challenges um day-to-day challenges what is it you know what is it like working remotes or in a hybrid environment are there any challenges that you've come across um since you've started I I think especially in the sales role I think um well just firstly I think there's so many benefits to um work remotely of course so there's this Freedom there's a sense of relaxation Etc but I do do hybrids I'll go maybe once a week once every two weeks and I think the um the environment when you're working hybrid when you're in the office or just in a working space with other sales people I think you can replicate that all it's amazing um again it's almost like um you know Wolf of Wall Street where you're seeing everyone just so hyped and so pumped it's like that yeah you just wanna you just want to be successful on the day so you can like everyone's celebrating everyone's like yeah good work good work and yeah I really like that I really do enjoy it but um working at home Etc is we'll still try to replicate as much as we can so we'll do um virtual dialing sessions so we'll both be in a call Buff from mute and then if we have a question straight away you can ask them straight away oh this one well this is what the prospect said um so I think it can be replicated but it can't be replaced definitely interesting so you you'll be able to for the zoom or uh Google me cold calling together and then coming in and out of of me just if you have a call or if you have some feedback yeah definitely I think it helps as well that you have this like again you can get this direct feedback this direct um advice yeah yeah so I think it is really useful that's great that's great now I rate that um cool and then in terms of kpis what are your kpis do you mind sharing your basic day-to-day um volume of calls emails um anything else you do in terms of Outreach yes I can share weekly I think it's a bit easier to like just to yeah you know put the numbers there yeah um so weekly it'll be around about 200 a week so that's about 40. um again it can shift it just depends what what we're actually focused on in the week so it could be 50 a day and so 250 a week and so that's the cause there in terms of um emails we want to be put so sorry I just back for the second um to actually put in contacts into the CRM so let's say I suspected and got some new contacts it'll be around about maybe 100 contacts and it might be a split of 70 being maybe like a a random pull from a database compared to 30 being a very focused um focused uh Outreach that we were planning for the week yep and out of those numbers I should put them into a sequence of 100 people being put into an email sequence for example and that's my main kpis there is a kpis around LinkedIn connections for example and but I use that in my actual sequence and Linkedin emails as well so that I already have the sequence yeah great and where where have you found the biggest wins in terms of Outreach where have you been most successful and what's your preferred approach I think um the most successful I'll probably have to say calls um whether it's me booking um a call and booking a meeting on the actual call or whether it's me sending up a following follow-up email hey thanks for talking here's a bit about what we do and they're interested I think it's the easiest way to contact someone and right now if Mitch will tell me hey can you contact these people I'll always pick up the phone first regardless I just found it so much more easier and it's much more direct and you find an answer straight away compared Dilly dallying and um Dilly dallying great word no completely I think you know getting to a no sometimes just as good as a yes if you get to that no early so just being direct and calling is is definitely the best way how do you find bringing out numbers um do you call through the switchboard or typically mobile phones uh typically mobile phones if I don't have a number for them I will call switchboard um I will try to get through but uh there's a lot of Gatekeepers there and yeah this is actually a tip that I haven't used yet but my CEO Rory told me maybe start with start with the patterning trip so hey I'm just jumped into a taxi can I speak to someone sir yeah and they'll get a bit thrown off and he said if they ask oh are they expecting my call and he says I hope so so that's a that's a tip there for all the uh budding scrs or sci's right now videos try to use that but yeah typically direct numbers are the best way um yeah direct numbers are easiest way and they're more willing to accept definitely great you heard it from Sergeant First Act Like a Man on a mission if you're speaking to a gatekeeper um yeah that typically Gets You Through good stuff I love that your time it's as important as it is that's what that's what it is 100 100 cool I guess um that's been super helpful it is the sales and sports podcast so yeah in terms of sports and sales are there any transferable sports that you play or that you're interested in that you can find um you can bring a certain skill set into Tech sales yeah definitely so I've always been into like football swimming Etc basketball but recently I do these things where I do like different trends of swats and um right now is badminton I don't know what it is I just have really enjoyed over the last six seven months um yeah so inter transferable skills um I think you have to have that resilience to keep carrying on even if you're losing I think that's with every spot but I think badminton you get really exhausted at what I do yeah so I got really exhausted and it's like I don't want to do this anymore but you have to keep trying and as well badminton you have to like make the right decision as well do you know if there's a lower shot coming you have to hear how they're doing something risky and I think you have to be quite creative and nice that's definitely something that you see in um the sales World whether it's like a tailored Outreach tailored email or tailored approach or a very specific angle you're going to go into and when calling hey I saw you on this this so on the internet podcast for example that's a one really transferable skill nice you're gonna get prospected soon tomorrow by listener um but yeah definitely especially badminton's a one-player game he's gonna have the right mindset to be resilient and risk I like that you're going to be slow and creative with um with both cool I really appreciate you coming on man it's been it's been awesome I guess last one to wrap What's um what have you got planned ahead and how does the next six to 18 months look for yourself yes I actually planned my midterm and long-term goals actually recently so it's really relevant in this question and um I want to be an e I've decided and so I want to go down that path instead of being an STI manager Etc and um so hopefully by next uh November so November 2024 that's my plan to really learn the skills of the AE um especially even pre-planning and learning how to do Discovery calls I think we're going to start doing that early as well just to really get in the right direction nice and yes that's that's my goal there a long term goal you never know I might want to be a Founder yeah maybe maybe a head of Revenue cro movie um that could be the plan there but I think midterm goes a lot more easier to see and a lot doable right now epic love it well thanks again man for coming on it's been an absolute pleasure the absolute Legend I love what you're doing and uh keep up the good work and we'll Circle back uh later on Cheers thanks for having me and everyone hope to speak estia in Texas I want to go [Music] thank you
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