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#3
The initial call with a client is the best time to highlight the hotel's many features and benefits. Doing so can lead a
caller to choose the hotel over a competitor.
#4
Manager offered a limited presentation of the hotel's features and benefits. We do suggest spending more time on
this during the call as it is the best way to convey the many reasons Caller should select Manager's hotel.
**Addressed Caller’s buy factors during the presentation
#1
To help make the presentation as effective as possible, we recommend that the manager take a moment and
specifically address the caller’s buy factors and how the hotel can meet these needs.
#2
The manager might want to take a few moments when presenting to explain how the hotel is able to meet and
accommodate the customer’s buy factors. This way the caller is convinced the hotel is the best option for their event.
#3
When explaining the hotel’s features and benefits, we recommend that the manager incorporate into the presentation
those features which will specifically address the caller’s buy factors. This helps sell the caller on choosing the hotel
for their event.
#4
In order to convince the caller to buy, the manager may want to ensure the presentation addresses the caller’s buying
criteria and what he/she had said would be important when choosing a facility.
#5
If the manager takes time to specifically address each of the caller’s buy factors when presenting the hotel, he/she will
be more effective in convincing the caller to buy.
**Made presentation first before quoting price
#1
While the manager offered a nice presentation, it was done after he/she quoted the hotel’s pricing. In the future, the
manager will find it beneficial to first offer the presentation, then quote the pricing. This way the caller can be sold,
before they hear the pricing.
#2
It is recommended that before the manager quotes the pricing structure, he/she first present the hotel. By offering the
presentation prior to the price quote, the manager is minimizing the potential for objections. He/she will also be more
effective in selling the hotel.
#3
It was good that the manager presented the hotel. However, we suggest that this presentation be offered prior to
quoting the Room Rate/Room Rental/(whatever was quoted). By doing it in this manner, the caller will be sold before
they hear the price. This will also hopefully minimize the potential for price resistance
#4
To further improve upon the presentation, it is suggested that before the manager quotes the room rate (or room
rental, etc.) he/she first present the hotel’s key features and benefits. This will help sell the caller on the price value
offered and convince the caller that the pricing is worth the dollars being spent.