Free hotel staff training · Sales & revenue
Sales Training
Sales in hospitality is relationship building, not pressure. Practical guidance on prospecting, writing sales emails, and making cold calls that connect.
15 minutes to read. Updated November 2026. Free, no account needed.
For: Front desk, Managers
By the end you will be able to
- Qualify an inquiry
- Uncover the real need behind the request
- Present value instead of price
- Ask for the booking
“Great salespeople are
relationship builders who
help their customers win”
― Jeffrry Gitomer
Sales via Email Tips
Cold Calling
Frequently asked questions
What is the first thing to do on a sales call?
Ask questions before quoting anything. Purpose of travel, dates, group size, and what matters most to them tells you what to sell and what price to hold.
How do you handle "your rate is too high"?
Do not drop the price first. Ask what they are comparing against, then present what is included that the competitor does not offer. Price objections are usually value questions.
What is the biggest mistake in hotel sales?
Quoting a rate in the first thirty seconds. Once a number is on the table before value is established, the entire conversation becomes a negotiation about price.
How do you follow up without being pushy?
Follow up with new information rather than a status check. Availability changing, a relevant amenity, a date-specific reason to decide. "Just checking in" gives them nothing to respond to.
When should you ask for the booking?
Directly, once you have addressed their needs. Most lost bookings are lost because nobody actually asked.