Ditch the cookie-cutter approach—learn to stand out, sell smart, and win big in the year ahead.
The hospitality industry is evolving rapidly, with new technologies, shifting customer expectations, and fierce competition redefining success.
Let’s look at the numbers ….
It is reported that 90% of decision-makers never answer a cold call, but 75% of B2B buyers use social media to make purchasing decisions; 87% of business customers expect to be delighted both before and after purchase, and a staggering 77% of consumers prefer to purchase from a brand they recognize.
For hotel sales professionals, staying ahead means stepping out of your comfort zone, thinking innovatively, and using new tools to work smarter (not harder.)
To help you rise to the challenge, we’ve tapped into the insights of industry experts who are reshaping hotel sales.
Let’s dive into their advice, backed by industry trends and actionable data, to help you exceed your sales goals in 2025.
Here’s How to Power Up Your Hotel Sales Strategy
1. Build a Personal Brand That Sells
Celeste Burke Knisely, a certified sales trainer and strategist, says it best: “Double down on building a personal brand, building a network, [and] building credibility.”
Hotel sales isn’t just about selling rooms anymore—it’s about solving problems.
To stand out, identify the unique challenges your clients face and position yourself as the go-to solution.
Pro Tip: Start by creating value-driven content on LinkedIn or industry blogs. Share insights, case studies, and success stories to showcase your expertise and build trust. By the end of 2025, your personal brand could be your biggest sales asset.
RELATED: Social Selling Made Easy - A Beginner's Guide for Hotel Sales Pros
2. Differentiate with Unreasonable Hospitality
Director of Sales and Marketing Don Barnett from LondonHouse Chicago emphasizes the importance of standing out: “How are you staying top of mind with your clients and guests? Are you practicing unreasonable hospitality?”
Inspired by Will Guidara’s book, Barnett challenges hotel sellers to go above and beyond in creating memorable experiences.
Think of small, unexpected touches—like handwritten thank-you notes, personalized welcome gifts, or curated local experiences for guests. These moments of generosity build loyalty and make you unforgettable.
3. Go Big on Video to Build Trust
In 2025, video isn’t optional; it’s essential.
Mercedes Montijo, Director of Sales and Events for the WoodGroup, shares her go-to strategy: “When people see you on video, they know you’re real and authentic, and they build trust with you.”
Whether it’s a quick Instagram reel, a LinkedIn update, or a polished client introduction, showing your face humanizes your brand and accelerates trust.
Pro Tip: Use video to highlight your property’s unique selling points. Showcase venues, share testimonials, or host live Q&A sessions. It’s about putting your personality into the sales process.
4. Let Automation Be Your Secret Weapon
For Susan Tucker from Lure Agency, automation is a game-changer: “Use automation tools to handle repetitive tasks like follow-ups, appointment scheduling, and email sequences.”
Why waste time on admin tasks when technology can do the heavy lifting?
Imagine a potential client fills out a group inquiry form on your website. An automated email sequence could instantly provide venue details, pricing information, and event planning tips.
This keeps prospects engaged and lets you focus on closing high-priority deals, while also building new relationships.
5. Make It Easy for Prospects to Connect
Cory Falter from Lure Agency points out a critical gap in many hotel sales strategies: “Most likely your hotel website only has a long RFP form, but no easy way to simply reach out and ask a basic question.”
Long forms can be a barrier to entry for potential clients.
The fix? Add a short, user-friendly form with just four fields: first name, last name, email address, and question.
Streamlining the inquiry process can increase direct leads and reduce friction in your sales funnel.
6. Innovate or Stagnate
2025 is the year to challenge traditional methods and explore new ways to connect with clients.
Whether leaning into social selling, embracing unreasonable hospitality, or rethinking your website, each of these tips can transform your approach to sales.
As Don Barnett reminds us, “Differentiate, my friends, and have a great 2025.” Ready to take the leap? Let’s make it happen.
