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P a g e
C o n f i d e n t i a l , c a n n o t b e d i s t r i b u t e d t o a n y o n e o u t s i d e H o s p i t a l i t y S o f t n e t
MANAGEMENT CO:
Pathfinder
TENTATIVE CLOSE OUT
DATE:
The tentative close out date is 10 regular days (INCLUDING weekends and holidays) after speaking with the hotel manager.
IF the manager calls (must be a call or we don't tell them, we just cancel the booking) to pursue the sale, then we will tell
them it is a shop call using the below verbiage AFTER letting them know we don't need the space and allowing them an
opportunity to earn points for Follow Up questions #11, #12 and #13:
“Thank you for your time today. This inquiry has been a test call ordered by Pathfinder Development. No further follow
up is needed. Again, thank you for your time and have a great day!”
SPECIAL NOTES:
Please send proposal to the office.
This will be sent in a second email at the same time the report/audio (if consent on file)
are submitted.
NOTES PERTAINING TO THE REPORT’S SPECIFIC SECTIONS:
Qualification:
Please pay attention to any instructions listed with individual questions pertaining to how to rate with certain scenarios. The
manager receives credit for questions handled verbally ONLY!! This can be live or on a voicemail message.
# 5 please note how the question MUST be asked.
#8 Decision Maker Needs are Buy Factors.
#9 Traveler’s Top Needs are also Buy Factors. Please be prepared with a total of 4 buy factors (2 for each question if asked).
Presentation:
Please pay attention to any instructions listed with individual questions pertaining to how to rate with certain scenarios. The
manager receives credit for questions handled verbally ONLY!! This can be live or in a voicemail.
#7 Bonus Point – Mentions the hotel's Trip advisor scores AND emails the TA link to the prospect in follow-up
correspondence (must do both) to gain a YES so please do not score until you have received collateral.
#10 MUST DO ALL TO OBTAIN A YES; 1. Demonstrate knowledge of the competition; 2. Sell against the competition; 3.
Mention USAs = Unique Selling Advantage (USA). It is similar to a 2+ step feature. A USA is a unique personal feature (traits
that relate to the hotel specific) that is offered that the competitive set doesn't or any unique product features (hotel
services or amenities).
For example, most hotels feature breakfast. An USA would be that breakfast starts a half hour earlier and the hotel offers
breakfast bags to go. Another feature is that most hotels have is a pool. A USA would be that the Pathfinder hotel offers an
outdoor oasis including private cabanas with 50" TVs.
#12 Manager may earn credit for offering a chart even is specific names of competitors were not uncovered. However
Manager will not get credit here for just sending the chart without discussing it first.
Close:
The manager is allowed to attempt to close
VIA PHONE/PHONE MESSAGE ONLY
Professionalism & Follow Up:
The manager must follow-up
VIA PHONE
; otherwise it is rated as
NOT DONE
.
#4. Do not be afraid to score against manager if you do not hear a friendly tone or the manager’s enthusiasm is not present.
#9 Bonus Point. Manager will gain this bonus if they send a testimonial letter or a link to the Trip Advisor comments. The
testimonial letter must be market segment appropriate.
#10 Verbal follow up must occur within 4 business days.
Provided the manager as already closed on the business or is
attempting to purse the sale during a follow up call/message,
we will return the call and tell them it is a shop call using
the below verbiage. When returning the call, if you reach the manager, prior to using the verbiage below, please let them
know you won't be needing the space, and allow them an opportunity to ask Follow Up questions #11, #12 and #13. If
needed, you may let the call run its course, and call again immediately and use the verbiage below at that time:
“Thank you for your time today. This inquiry has been a test call ordered by Pathfinder Development. No further follow
up is needed. Again, thank you for your time and have a great day!”
If Manager phones to follow up but has not asked for the business yet, do not close the shop call until they make an attempt
to close or until the tentative close out date arrives.
If the manager emails to follow up, let them know you don't need the space, but do not tell them it has been a shop call.
The
client wants us to alert the manager ONLY if they follow-up according to their standards.