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

  • 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 – Having a clear call plan and objectives leads to more successful call results. We review and learn the perfect call recipe and structure to achieve the greatest results

    Using sales language to win business – Words are the vessels on which thoughts are carried. Certain words, language and tone are particulary effective on the phone. We look at getting the balance right to influence others.

    How to by-pass the gate keeper – Often the key decision maker is not the first contact. We explore how to influence the gate-keeper and use them to our advantage

    The telephone call pitch - Being able to succinctly devise a personal call pitch that gains interest and provides a clear next stage is developed for delegates

    Creating interest from the prospect – generate relevant and bespoke interest to the call receiver in order to move prospect to next stage of the buying cycle

    Positive call to action close – ensuring that a positive impression and a clear understanding of next stage is conveyed with a defined call to action

    Telephone objection handling

    Referrals

    Folllow up calls – reviewing

    Gaining commitment

Telephone Techniques

  • 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

    Personality and visual – First impressions last. It’s vital that those opening statements and hooks are honed and adapted for the audience.

    Representing the business – as a figurehead our representation of the business its important that candidates are aware how best to position this and reflect themselves in the best possible light for the business brand

    Features and benefits – highlighting features on their own is the least effective way of selling a product. Bringing in the benefits to your target audience is learnt and practiced

    Sensory presenting skills - Auditory – spoken words that appeal to personality of buyer. Kinesthetic – emotions, actions, movement, taste, smell, what is FELT. Visual – printed material facial expressions, body language, what is SEEN, are developed and embedded.

    Telling stories – you are five time more likely to remember a story then a fact. Using story telling to sell is a powerful way of passing on information. It allows for those listening to also pass on stories to others, increasing referrals.

    Tone, inflection and body language – only 7% of communication is words. Candidates will have a deep understanding of the importance of inflection and body language and how this can improve the sales message

Presentation Skills

  • 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 Black Swan technique – credited by Chris Voss, it’s the art of turning negotiations on their head, reversing the question and pushing back with a question

    How and why questions – we will look at drilling down to the crux and purpose of the negotiator, what is the customer trying to achieve and how best to respond

    Meet in the middle – we work on techniques on how to avoid meeting in the middle and ensuring a favourable outcome.

    Anchoring – using the power of anchoring a price and reverting back to that position will be taught to candidates and role played. This powerful technique enables the seller to take back control and reset the dialogue.

    Power of the pause - the negotiation of any product requires the seller to be in control of the buyer. Using language and speech with pauses are learnt, to get the buyer to do the talking and ensure that decisions in negotiating are created

    The 3’ F’s – often in a heated negotiation it can be confusing, erratic and unstructured. Having a structured way and default anagram can help to refocus.

Negotiation Skills

  • 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.

    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

  • 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

    Type of closes – there are a number of types of closes we will explore, practice and perfect the various techniques to maximise the sales opportunity

    Direct and indirect closes - – eg would you like to go ahead and reserve? Were you think about making a decision this weekend

    Fear – we look at an explore when to use the fear of missing out to drive urgency

    3rd party referral – we have lots of people in the samr situation that have

    reserved and are really happy here

    Step by step – next steps, would be reservation fee of £5k, then complete res form….

    Summary – so we have shown you this and we have addresses this, are you ready to proceed?

    Conditional – if you reserve today you can have this incentive

    Assumptive – so to reserve this property we will sit down and go through the paperwork.

Closing Techniques

  • 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

    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

  • “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."

  • “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.”

  • “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.”