Be authentic, not an actor, in sales: Sebastian Noack [Video]
As a sales person, accept that it’s more important to listen than to talk, says TECE’s Sebastian Noack
TOPHOTELNEWS asks hotel industry leaders to share with us the biggest mistake of their career. They reveal how they overcame the challenge, lessons they learned, and what advice they’d have for younger professionals.
We speak to Sebastian Noack, Head of International Project Management, TECE, at the 2018 TOPHOTELWORLDTOUR Hong Kong.
On what he considers his biggest “career mistake”
Noack: I wouldn’t bring it down to a mistake, I would see it as a challenge. Because, looking back on it, it was one of the best decisions I ever made. The challenge has been my change in career path from operational business to sales.
I grew up in hospitality, where the basic DNA we have was being service-oriented hosts entertaining customers. Growing up in the F&B section, that means a lot of hard, physical work. There, I was playing more of an actor’s role while sales is quite a lot about cognitive performance, I would say, and being authentic instead of playing an actor’s role.
This was quite a challenge. Luckily, I had some senior fellows, experts, pushing me in the right direction. I had to accept that it’s more important for a sales guy to listen than to talk.
Advice to younger hospitality professionals
Noack: What I could only strongly advise to everybody is not to mix up digital networking and physical networking. That it’s absolutely important to create a personal relationship, to create trust, and be authentic. And this is not done by a digital screen as a transmitter; this is done between people, done by heart, with feelings and emotions. Nothing can be as emotional as a personal relation.
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