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10 Confidential. For use by Hospitality Softnet Staff only
CLOSING:
The final step in the Sales Process is the Close. In this step the manager is closing on some form of a
commitment whether it is to confirm a piece of business on a tentative or definite basis, or whether to agree
to a site inspection. A close may be on a commitment to utilize the hotel the next time a need arises. The
following are some basic tips on the close.
When Should the manager Close?
1. When the manager recognizes a buying signal
2.
When the manager has done enough trial closes with positive responses to be sure the client will say
yes
Steps of the Close
1. Summarize the key benefits the client agreed was important to use as a lead in to closing.
2. Make a Closing Statement
3. Be quiet and wait for the response