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Attempt to Close - Sample Recommendations
**Used trial closing question(s) during the course of the inquiry to lead up to the close
#1
Manager may find it helpful to ask the caller's feedback on any features or pricing he has quoted as the call unfolds.
Obtaining positive answers to these types of questions signals the manager that he may confidently move forward
and attempt to close on the sale.
#2
Posing trial closing questions throughout a call will allow the manager to solicit feedback on what he is offering. Once
enough positive responses are received, Manager may move forward and ask for a tentative or definite commitment
from the caller.
#3
It is a good practice to solicit the caller's feedback to what is being discussed as the call progresses. These trial
closing questions can be asked at anytime during a call and should be an attempt to gauge the caller's acceptance of
what the manager is offering.
#4
Taking time throughout the call to ask for the caller's acceptance of what is being discussed is a good practice for a
sales manager. It will allow him to see how the caller is processing his description of hotel features and benefits.
When the caller responds positively to these trial close questions, he can take this as a signal that the caller may be
ready to make a commitment to his hotel.
You can include a sample of a trial closing question with any of the above recommendations.
"Is the onsite restaurant something that would appeal to your group?"
"Would you enjoy knowing that our concierge can help arrange all your transportation needs?"
"Do you agree that having a 24 hour business center is an asset for your group?"
"Does the free parking sound like something your boss would appreciate?"
**Summarized the features and benefits and/or what was discussed about their needs to help lead up to the
close
#1
When wrapping up the call, Manager may find it helpful to remind the caller of a few pertinent features and benefits
that were discussed. Having these items of interest listed just before ending the discussion will leave a favorable
impression on the caller.
#2
Prior to ending a call with a new client, we encourage the manager to take a moment and recap the caller's needs.
This will allow the manager to ensure he has the details correct and shows Caller a high level of professionalism.
#3
Manager may want to take a moment to remind Caller of the most important features discussed, as well as offer a
summary of the caller's program details. Caller will be left with a positive impression of the manager's attention to
detail and interest in her business.