Sample Suggestions & Feedback

**Attempted to close on a definite or tentative commitment

#1 While Manager did well with the other aspects of the call, he will want to ask for the business on the initial call or subsequent follow up call. Leaving this important step undone may result in the caller booking with a more aggressive competitor. #2 In order to successfully close on the business, we suggest the manager directly offer to hold space or send a contract. Not doing so can lead the caller to place her business with another hotel who ask for the business first. #3 Asking for a commitment from the caller is a key step in gaining the business. This can be done on the initial call if appropriate, or on a follow up call if necessary. Manager may find he can beat out a more aggressive competitor and win the sale for his hotel with a timely request for commitment. #4 Once Manager has gained positive responses to his trial closing questions, he may feel comfortable moving forward and asking for a commitment from the caller. We suggest this be done on the initial call whenever possible to minimize the chance of a more aggressive competitor securing a commitment first. #1 Manager may want to offer to send information, either a proposal or contract if appropriate, to the caller prior to being asked. The written information supplies an opportunity for the caller and other decision makers to review what was discussed on the call. #2 We encourage the manager to make an offer to send a proposal prior to the initial call wrapping up. This will show his interest in following through with the sales process and ultimately in winning the caller's business. #3 Manager did well to offer to email photos of the hotel, however a more complete proposal should also be offered to allow the caller to review the details discussed. #4 In offering to send a proposal or contract if appropriate, Manager is showing a willingness to provide the caller with all she needs to base her decision. **Offered to send a proposal or contract

**Offered to send sales collateral #1

Manager may find it helpful to offer additional information above and beyond the proposal, such as hotel photos or a brochure on nearby activities or transportation options. These additional items may be important for a client unfamiliar with the hotel and the surrounding area. #2 If Manager learns of special needs the caller has, we suggest he offer to include additional collateral to address those items. Flyers, brochures and the like, when available and appropriate, can be sent along with the proposal or contract to ensure the caller has all she needs on which to base a buying decision.

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