{"id":4012,"date":"2025-01-08T15:11:43","date_gmt":"2025-01-08T18:11:43","guid":{"rendered":"https:\/\/hsmailatam.org\/?p=4012"},"modified":"2025-01-08T15:11:46","modified_gmt":"2025-01-08T18:11:46","slug":"7-claves-para-el-exito-en-ventas-en-la-hospitalidad","status":"publish","type":"post","link":"https:\/\/hsmailatam.org\/en\/7-claves-para-el-exito-en-ventas-en-la-hospitalidad\/","title":{"rendered":"7 Keys to Sales Success in Hospitality"},"content":{"rendered":"<p>The certification <em>Certified Hotel Sales Leader<\/em> (CHSL), launched by HSMAI Global, recognizes the expertise of hotel sales leaders, with a focus on the most up-to-date business practices and strategies.<br>Below are some essential skills for the hospitality business environment, according to the study guide <em>The Hotel Sales Playbook: Winning Strategies for Success<\/em>.<\/p>\n\n\n\n<div style=\"height:24px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>1. Gain industry knowledge<\/strong><strong><br><\/strong> Stay up-to-date on key customer segments, market trends, and industry events.<br>Participate in associations and events that address relevant trends.<br>In a market saturated with generic offerings, salespeople who stand out are those who offer unique insights and value that potential customers can&#039;t find elsewhere. This insight stems from a deep understanding of the industry, the competition, and their customers&#039; specific challenges. By sharing personalized advice and innovative solutions, sales professionals demonstrate their commitment to customer success, building stronger, more meaningful connections that transcend the transactional.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>2. Broaden your business perspective<\/strong><strong><br><\/strong> Understand how hotel departments interact to generate revenue and achieve goals.<br>Familiarize yourself with key metrics (<em>KPIs<\/em>) that reflect the impact on business performance.<br>Consider getting certified <em>Certified in Hospitality Business Acumen<\/em> (CHBA) from HSMAI, which simulates a general manager&#039;s strategic decision-making over a 12-month cycle.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>3. Adopt a consultative and decisive approach<\/strong><strong><br><\/strong> Identify customer needs and propose practical solutions aligned with the hotel&#039;s capabilities.<br>Record details during conversations and avoid promising things you can&#039;t deliver. Be realistic and transparent.<br>Get involved in the hotel&#039;s strategic plan.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>4. Develop analytical thinking<\/strong><strong><br><\/strong> Solve problems by breaking them down into smaller parts and anticipating the consequences.<br>Use data intelligence tools to analyze hotel performance against competitors, identify opportunities, and develop action plans.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>5. Be professional and a true representative of the brand<\/strong><strong><br><\/strong> Be an ambassador for the hotel&#039;s brand identity, reflecting its values, ethics, and professionalism.<br>Sales professionalism isn&#039;t just a skill, it&#039;s a mindset.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>6. Improve your communication and presentation skills<\/strong><strong><br><\/strong> Practice giving presentations clearly and confidently.<br>Train regularly to maintain excellence in your presentation skills.<br>Please respect the time allotted for presentations.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>7. Create a formal prospecting plan<\/strong><strong><br><\/strong> Organize your time and define a strategic plan to reach clients through phone calls, emails, social media, or meetings at industry events.<\/p>\n\n\n\n<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p><strong>8.<\/strong> <strong>Invest in continuing education<br><\/strong> Constant learning is a hallmark of a successful salesperson.<\/p>","protected":false},"excerpt":{"rendered":"<p>La certificaci\u00f3n Certified Hotel Sales Leader (CHSL), lanzada por HSMAI Global, reconoce la experiencia de los l\u00edderes de ventas hoteleras, con un enfoque en las pr\u00e1cticas y estrategias comerciales m\u00e1s actualizadas.A continuaci\u00f3n, se presentan algunas habilidades esenciales para el \u00e1mbito comercial en la hospitalidad, de acuerdo con la gu\u00eda de estudio The Hotel Sales Playbook: [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":4017,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-gradient":""}},"footnotes":""},"categories":[51],"tags":[43,33],"class_list":["post-4012","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ventas","tag-hoteleria-2","tag-ventas"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - 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