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8 Confidential. For use by Hospitality Softnet Staff only
Utilizing Trial Closes
Definition of a Trial Close:
A question designed to obtain feedback from the client on the information the manager is presenting. It is
frequently a close ended question, and assists the manager in preparing for the close.
Samples of a Trial Close Question:
How does that sound?
Do you think this will work for you?
Is the full service spa something that appeals to you?
Would the onsite restaurant be of interest for your attendees?
The pool is open until 11 PM. Does that sound like it will work for you?
Do you like the idea of a 24 hour business center?
When to use Trial Closes:
The manager should use throughout the call when presenting. It's also a great skill to use to help lead into a
Close.
Other Points to Keep in Mind for Presentation Section
Presentation of the hotel should occur
before quoting pricing
so the customer is sold and can perceive
the hotel's price value. before they hear the price.
When selling food service, an enticing description of a sample menu item should be provided before
quoting the price. The manager should also take time to sell the service levels and quality of food that is
offered.
Presentation should specifically address what is important to the customer.
The presentation should be detailed and interesting. Features should be presented in an enticing
manner, not just “listed”.
Painting a picture of the hotel using adjectives and descriptive words helps make the presentation more
interesting.