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49 Confidential. For use by Hospitality Softnet Staff only
Overview of Check Points and Express Points
This report type is intended to be very BRIEF and not detailed. If a client wants detail...they go to a Pro Points :) If they want
training suggestions, they go to a Pro Points :)
CHECK POINTS AND EXPRESS POINTS DO NOT INCLUDE DETAILED TRAINING SUGGESTIONS! Just a
brief
recap
of key strengths and a
brief
recap of key weak points.
OVERALL GUIDELINES:
Talk in big picture, not question by question by question.
Talk in categories of the sales process
Be brief; you do not have to fill up entire space
Look at what sections they did well, and what sections they did not
FOR EXAMPLE:
Strengths Observed
Manager was very detailed in her qualifying. She also did a nice job in presenting the hotel. Manager was proactive in
closing the sale.
Areas of Opportunity:
Manager might have taken more time to present the hotel. She also may want to have utilized more features and benefit
statements. It would also have been beneficial to take more time to uncover and sell against the competing hotels.
ANOTHER EXAMPLE:
Strengths Observed
Manager did a great job in presenting the hotel. She also was able to overcome the objection successfully. Manager was
responsive in returning phone calls and emails in a timely manner.
Areas of Opportunity:
Manager may want to take more time to qualify the customer to uncover more information about their wants and needs. In
addition, the manager could have been more proactive in attempting to close the sale.