Skill Level
All
Lessons
7
Videos
7
Duration
2 hours
PSYCHOLOGY TIPS TO UNLOCK SALES - FOR HOTELIERS
Psychology is the science of mind, motivation, and behavior. It’s a useful tool for salespeople. Psychology helps salespeople understand their prospects, make a good impression, build relationships, and ultimately, close more deals.
$49
The Psychology of Sales
Have you ever encountered a salesperson who was simply better than everyone else? They seem to be able to connect better with clients. They get more appointments, close more sales, and look like they are having a great time while they do it?!
It’s not magic that helps them connect. Your coworker likely understands human psychology.
COMPLETING THIS COURSE WILL HELP YOU:
- Learn what motivates people to make purchases
- How to read body language
- Understand how to sell to different personality types
- Master your own mind to deal with stress and rejection
WHO SHOULD TAKE THIS COURSE?
Hotel Sales and marketing professionals who need to reinvent their business.
Buyers have changed, and to be successful you need to learn how to adapt. If this sounds like something you need, this is the prospecting class for you.
REGIONAL, CORPORATE AND PROPERTY LEVEL:
- Directors of Sales and Marketing
- Sales Managers
- Catering Sales Managers
- Revenue Managers & Directors
- eCommerce Managers
- General Managers
LEARNING PATH
In this lesson, you’ll learn some of the psychological motivations behind why people buy, and how to apply them to increase your sales. between sales and prospecting and provide you with the blueprint for success. We include the 7 reasons people buy and share a practical example for hoteliers.
1 Video + reading and activities
In this lesson, you’ll learn about four different buyer personality types and the unique ways to approach each style when selling.
- Amiable
- Animated
- Analytical
- Assertive
1 Video + reading and activities
In this lesson, you’ll learn why dealing with rejection is such a challenge for salespeople. You’ll also learn five mindsets that can make rejection easier to take.
3 Challenges in Dealing with Rejection
5 Mindsets that Mitigate Rejection
1 videos + activities
Do you think only extroverts can succeed in sales? We disagree.
In this lesson, you’ll learn about the traits that help introverts thrive in sales. You’ll also get five tips for succeeding in sales as an introvert.
1 videos + activities
You’re meeting with two potential buyers—a purchasing officer and their manager. But as you talk, the manager keeps fidgeting. He’s toying with his pen, and he keeps glancing away from your presentation. The officer keeps their gaze on you the entire time and remains still in their seat.
In this lesson, you’ll learn how body language can sometimes reveal more than words do. You’ll also get strategies to improve your sales performance using this silent communication method.
1 video + activities
In this lesson, you’ll learn seven reasons salespeople experience so much stress at work. You’ll also get five remedies for relieving sales stress.
1 video + activities
Psychology offers a better understanding of yourself and others. Sales is less about touting a product or service and more about building relationships. Understanding motivation and behavior is the best way to build connections.
holly zoba
CoFounder, hotelBschool.com
meet your instructor
Holly Zoba has 25 years of experience in hotel Sales and Marketing, with Hospitality Partners and the Aurora Foundation, both in property level and corporate roles. Her company, hotelBschool.com, provides business training for hotels. Holly is the architect of Influencer Sales training, Modern Prospecting as well as Hotel Digital Marketing Essentials.
Holly is also the co-author of the HSMAI Certified Hotel Digital Marketing study guide, a past Chair of the HSMAI Marketing Advisory Board and recipient of the Most Extraordinary Minds in Sales and Marketing Award,