Sample Suggestions & Feedback

**Asking about the budget or price expectation - some templates may require this is done before quoting pricing

#1 Manager may want to take a moment and inquire about the caller’s price expectations. Having an understanding of this important information will help the caller as he/she progresses through the sales process. It can help anticipate potential price resistance or opportunities for upselling. If the manager feels the caller is price resistant, Manager may take a little extra time when presenting the hotel before explaining the pricing. This way the caller is sold before they hear the price. #2 It is helpful to ask the caller about their budget requirements. This way the manager has an idea of what the caller is looking for, before they present the hotel. They can then keep this in mind when quoting the hotel’s pricing structure. #3 By asking about price expectations, the manager is positioning himself to better proceed through the sales process. Knowing in advance what the customer is looking for in regards to price can help the manager present his pricing more effectively. If the manager feels the caller might be price resistant, he may take more time to present, before they quote the price structure. #4 Knowing the caller’s budget prepares the manager for his/her presentation of the room rate (and meeting room or menu pricing.) By being prepared, Manager will be able to negotiate more effectively, if the need arises to do so. #1 By determining date flexibility during the initial qualification, the manager will be able to check alternate dates immediately if the preferred ones are unavailable. In addition, this knowledge is useful to have when negotiating as moving dates can be a potential option. #2 If the manager asks the caller if they are flexible with dates while initially qualifying the business, he/she can then be prepared when checking availability and minimize going back and forth with the customer if preferred dates are unavailable. In addition, if the client is flexible, the manager may be able to move the business to dates where the hotel has a need for more business. #3 Before checking for availability, we suggest that the manager ask if the caller is firm on his/her dates. Manager can then research various options and, if need be, offer alternative dates as a negotiating tool later. **Asked if Caller was flexible with their dates before checking availability

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