Hotelisation
ho-tel-i-sa-tion [noun]
Effective selling through a 5* customer journey
About
At Hotelisation, we pride ourselves on aligning tailormade sales courses that provide a five star customer experience. With our training programmes, we aim to equip professionals with the skills and knowledge necessary to excel in a way that not only retains clients but also creates the right brand image and perception for you.
Our approach revolves around delivering a 5-star customer journey, ensuring that every interaction with potential buyers is exceptional, personalised, and leaves a lasting impression. By integrating our specialised understanding of sales in parallel with a customer experience, our clients are able to thrive in this competitive realm and achieve outstanding sales results.
Sales Courses
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Introduction
This module looks at how to make the perfect outbound, inbound and subsequent follow up calls to ensure delegates are as efficient and as effective on the phone with prospective clients.
The course covers:
Setting out call plan
Using sales language to win business
How to by-pass the gate keeper
The telephone call pitch
Creating interest from the prospect
Positive call to action close
Telephone objection handling
Referrals
Folllow up calls – reviewing
Gaining commitment
Telephone Techniques
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This module look at how to present yourself, your product and the company. It develops important skills that allow you to grow both personally and professionally, to give you the confidence and impact in front of individuals or a large audience
The course covers:
Personality and visual
Representing the business
Features and benefits
Sensory presenting skills
Telling stories
Tone, inflection and body language
Presentation Skills
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This module looks at the art of negotiation and turning a negotiation into a positive outcome. We will look at how negotiation works and how to structure the negotiation so the candidate is on control and the emotions of the negotiations are in control
The course covers:
The Black Swan technique
How and why questions
Meet in the middle
Anchoring
Power of the pause
The 3’ F’s
Negotiation Skills
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In this module candidates will be taught how to sell to different nationalities around the world. Having lived in Asia, Europe, South America, Middle East and Caribbean, I am very familiar with the cultural nuances that are required.
The course covers:
Different cultures approach buying differently and also have a different opinion on the sales process and the sales person. Once the cultural differences are identified, then specific sales skills can be applied and adapted from earlier modules
Middle East market - value friendship, rapport and trust more than anything else. Family values are important and the sales process can prove to be more lengthy. Candidates will be taught how to dial up certain sales techniques and dial down others
SE Asia Market – value an understanding of the figures and numbers. It is more transactional and usually less emotional. Hong Kong is a financial hub and therefore cash flows, return on investment, value for money and yield are all important ratios to understand
UK and European market – value trust and are typically skeptical of the sales process. Often have reservations and objections, but can very often be misinterpreted as disinterested. The UK market tends to want to engage intellectually, and it can be a test as to who knows more. These skills will be taught to ensure that the European buyer has the confidence in you to proceed.
International Selling
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In this module we teach candidates how to ask for the business and how to close an interaction with a sale. People buy emotionally and justify rationally, so we look at the various techniques on how to close a sale that satisfies the emotion and rational thinking of the buyer.
The course covers:
Type of closes
Direct and indirect closes
Fear
3rd party referral
Step by step
Summary
Conditional
Assumptive
Closing Techniques
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Account management is vital to ensure that there is a constant flow and stream of business. Account management and third party agents and introducers have become more prevalent and in conjunction with the cultural training this module looks at how best to communicate and maximise 3rd party agents
The course covers:
Introducers – these have become a vital source of business for all sales professionals. We teach on how to work closely with them and what there are looking for from a sales professional
Third party agents – we look to harness the maximum from these agents and develop the sales team’s skills on ensuring they are in hearts and minds
Wealth Managers – wealth managers. Asset managers and financial advisors are a fantastic source of property business. The approach can be a minefield, however certain techniques are taught to develop this important sector
Social media – this has become a vital communication tool, especially 'Whatsapp' and for Chinese buyers 'WeChat'
Account Management
Testimonials
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“I've been in the real estate industry for over a decade, and I thought I had seen and learned it all. However, after attending the luxury real estate sales training program offered by this company, my perspective completely changed. The training provided me with invaluable insights, strategies, and techniques that are specifically tailored to the luxury market. I've witnessed a significant boost in my sales, and I've been able to confidently close high-value deals with discerning clients. This training is a game-changer for anyone looking to excel in luxury real estate sales."
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“As a seasoned real estate agent, I was always intrigued by the world of luxury properties but felt unsure about how to navigate it successfully. That's when I decided to invest in the luxury real estate sales training program offered by this company, and it turned out to be one of the best decisions of my career. The training provided comprehensive knowledge about the luxury market, including market trends, buyer psychology, and effective negotiation techniques. The trainers were experienced professionals who shared real-life examples and case studies, making the learning experience highly practical and engaging. I now feel confident in approaching luxury clients and have closed some lucrative deals thanks to the strategies I learned during the training.”
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“I recently transitioned into the real estate industry and was specifically interested in specializing in luxury properties. However, I quickly realized that selling luxury real estate requires a unique set of skills and expertise. That's when I came across this company's luxury real estate sales training program. The training provided me with a solid foundation and equipped me with the necessary tools to establish myself as a successful luxury real estate agent. The program covered everything from building relationships with high-net-worth clients to understanding the luxury market dynamics. The trainers were incredibly knowledgeable and supportive, providing personalized guidance throughout the program. Thanks to this training, I feel confident and ready to tackle the challenges of selling luxury properties.”