Here’s an interesting fact: 90% of guests put cleanliness at the top of their must-have list when booking hotels—especially during hectic summer months when every crumb and smudge gets noticed. So, sales reps, you’re not just selling a fancy gadget or app—you’re delivering spotless rooms, safer spaces, and happy guests, which hotels and restaurants literally can’t do without. But here’s the tricky part: hospitality managers don’t always get excited about cleaning contracts; which means, as sales reps, your job is to show why your service is a vital solution, not just a chore. The better you understand why cleanliness matters to your clients, the more you can tailor your approach to hit the right nerve.
Sell Results, Not Just Services
Here’s the secret all top sales reps should know: your prospects don’t care about your cleaning checklist—they care about what those clean floors and fresh rooms do for them. So don’t get stuck listing tasks. Instead, frame your pitch around outcomes—like boosting guest satisfaction scores, cutting down on complaints, or winning positive online reviews. These are the results managers crave, and when sales reps focus on delivering outcomes, their proposals sound less like a chore and more like a solution. When you shift your mindset from selling “cleaning” to selling “peace of mind,” you’re speaking your client’s language—and closing more deals.
Use Proof to Build Trust Quickly
In sales, words only go so far—especially when you’re talking about cleaning. The best sales reps bring visuals to the table: before-and-after photos, video walk-throughs, and client testimonials that prove your team’s reliability and quality. Hospitality managers want to see evidence that you can deliver consistent results. Sales reps who provide this proof are instantly more credible. Don’t worry, you’re not bragging, just demonstrating professionalism and transparency. And, when you have solid visuals, you’re not just competing on price anymore—you’re competing on value. For sales reps, that’s how you move from being “just another vendor” to a trusted partner.
Speak Like a Sales Rep Who Gets Hospitality, Not a Cleaning Expert
Sales reps who crush it don’t confuse clients with jargon. Hospitality managers aren’t interested in your “antimicrobial surface protocols” or “disinfection cycles” unless you connect those terms to their pain points. So sales reps, simplify. Talk about faster room turnovers, fewer guest complaints, and safer, healthier environments. Show that you understand their hectic world and that your professional cleaning service is a help, not another headache. When sales reps communicate clearly and in terms their clients relate to, they build rapport quickly—and that’s half the sale.
Spot Problems Before Clients Do
One way top sales reps stand out is by educating clients on issues they haven’t noticed yet. Maybe the client’s carpets are harboring allergens or their current cleaning provider isn’t thorough enough to meet new health guidelines. Sales reps who bring these hidden problems to light (with tact) add immediate value, because they show they’re basically solving problems. Sales reps who spot hidden problems and suggest fixes become valued advisors, not just order takers. Clients then invest in your expertise, not simply in the service you provide.
Follow-Up Like You Actually Care
Here’s where a lot of sales reps drop the ball: the follow-up. Hospitality managers are busy and forgetful—no shame there. The sales reps who succeed are the ones who follow up with purpose and personality, not just robotic check-ins. A thoughtful email referencing past conversations or sharing helpful info goes a long way. Pros who follow up authentically build relationships that last, and this can keep you top of mind when clients are ready to sign.
Hospitality is on the rise, and with it, the demand for spotless spaces grows stronger each year as standards get tougher. When sales reps zero in on real results, show undeniable proof, simplify their pitch, teach their clients, and follow up sincerely, they’re doing more than selling cleaning—they’re becoming the go-to experts no client can ignore. Cleaning may be behind the scenes, but for sales reps, the spotlight belongs on the sales process.
Catarina Seigel
• former journalist specializing in research and analysis