The 7-Figure Proven Hospitality Sales System
By Daniel Zolinski | August 27, 2024
After having a successful business and being in sales for two years (and still going), I can confidently say you cannot “wing” sales. To sell consistently, you need a consistent sales process. To have a consistent sales process and to get out of the day-to-day, you need a sales team. An optimized sales process is the closest thing to a money-printing machine. There is unlimited opportunity in the hospitality industry, so I want to share the 6 core pillars I’ve learned to integrate a 7-figure hospitality sales process. Ready?
Pillar 1: Crafting Your Proven Offer
Your offer matters more than your salespeople. Even the most skilled salesperson couldn’t sell me a broken pencil. Before considering scaling your sales efforts, you need a proven offer. An offer so good that prospects would feel silly for saying no, but how do you know if your offer is good? Apply the 30-30 rule: You need to have at least sold 30 times with a 30% close rate. This makes hiring salespeople easier because a) You know the task in and out and b) You have enough sales experience to know if they are doing the job well enough.
Pillar 2: Developing Your Million Dollar Sales Script
Once you have your proven offer, it’s time to formulate your sales script that your team can follow. Break down the script into clear sections like:
- Qualifying/Disqualifying
- Discovery Questions
- Handling Objections
- Presenting the Offer
- Asking for the Close
The goal is to create a sales script so tight that anyone could pick it up from start to finish.
Pillar 3: Building Your Dream Team
Look for individuals who are coachable, driven, and eager to learn. You’ll need to search for Closers and Setters. It’s important to start with finding Setters if you’d like to do the closing yourself. Once you have a couple reliable and skilled Setters, you can find Closers that’ll leave you working on crafting other important tasks and positions.
Pillar 4: Running the Day-to-Day with Your Sales Team
There are three core activities you should do daily with your sales team:
- Daily sales meetings
- End-of-day reports
- Sales projections
Keeping a consistent schedule like this will help keep your team accountable. Motivate them to become 1% better each week and encourage them along the way. Make each person the best they can be in each role they play.
Pillar 5: Handling Objections Through Fast Feedback Loops
Objections are a natural part of the sales process and are incredibly valuable. Train your team to view objections as opportunities to build trust, provide value, and showcase their expertise.
Pillar 6: Flood Your Funnel with More Leads
To keep your sales team fed, you need a steady stream of leads flooding in. You should be creating content that is engaging, beautiful, and hyper-profitable. In today’s online environment, people don’t want to feel sold to. The best way to attract organic content is:
- Generate attention on social media.
- Build trust in newsletters and workshops.
- Convert buyers using your irresistible offer.
There you have it! A proven system to scale your hospitality business. As always, I hope you found this insightful and helps move the needle in your own business. Happy selling!
