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#3
Brief presentation/ did not compare with competition...
To make the presentation stronger in the future, it is
recommended that Manager use Caller’s unfamiliarity with the hotel to aggressively sell the property’s
features and
benefits before quoting
pricing. By doing this in a complete manner, Manager can also solidify the price-value
relationship, and possibly preclude any pricing objections. When presenting menu pricing, an enticing description of
the entree selections may want to be included rather than just listing the items on the menu. It would also be
appropriate to mention the level of service being provided as well as briefly describe the ambiance of the function
room. While manager did uncover that another hotel was being considered, she did not, however, probe to
determine the identity of the competition
. In the future, it is recommended that Manager uncover information
regarding the competition and compare her property to the competing hotel in a positive manner, pointing out those
features and benefits that make her hotel the better choice.
#4
Had to prompt for presentation, no competition, close before presentation...
After qualifying, Manager quoted
the room rate and made an assumptive close. We suggest Manager first
gather all necessary information
during
the qualifying stage and then lead into the presentation. Following this order allows the manager the opportunity to
highlight what he discovered as being most important to the caller. He may then want to begin the presentation by
addressing the issues that were determined
as buy factors
in the questioning stage, explaining the
features and the
corresponding benefits
to the group. Manager will also want to ask if the caller
is considering other hotels
or
facilities in the area. Asking this question will allow the manager to further explain why her hotel will accommodate
the group best. He is then in a good position to tell Caller if space is available and quote the applicable rate. In this
scenario, the manager quoted the rate immediately and then attempted to close on the sale. When this happens,
however, Caller is still uncertain of what they would be receiving for the rate and has no understanding of the price-
value relationship.
#5
Presented after quoting price...
For a more effective presentation, we suggest the manager
present the hotel
prior to discussing pricing
, and point out ways in which it could accommodate the group's wants and needs. The
manager can then disclose the fees involved. Providing information in this manner allows the client to gain insight
into the price-value relationship. Although the manager determined the
competition
, we recommend that he discuss
the points of difference in an effort to persuade Caller that his hotel is the better choice.
#6
Presented after quoting price...
The manager offered a detailed description of the hotel’s amenities and mentioned
a few ways these would benefit the caller. He may, however, want to
offer this before quoting
any pricing. It would
also be helpful for the manager to attempt to
uncover the competition
for the business. He could then, in a
professional and positive manner, relate differences between the hotels while selling his client on why his hotel would
be the best choice for the group.
#7
No buy factors, uncovered but did not sell against competition...
The manager may want to consider the
presentation as his/her best opportunity to showcase the
features and benefits that are most important
to the
caller. These needs could be uncovered during the qualification portion of the call. Additional features and benefits
can be offered to enhance to the hotel’s price-value. While the manager did uncover her competition during the
qualifying, we suggest that she continue on
by selling against her competitor
within her presentation. The
manager could provide, in a positive and professional manner, reasons why his hotel would be the superior choice.
#8
No competition uncovered...
While the manager was able to answer questions posed to her, we suggest that
he/she expand upon the information offered. Because
little information on the hotel was provided
, Caller was
unable to visualize the caliber of hotel and what it offered. We recommend that Manager pro-actively offer a detailed
description of the hotel and work toward selling the caller on the
benefits
of using his property. It is also suggested
that Manager attempt to uncover the
competition
by asking if any other facilities are being contacted for information.
He could then, in a positive and professional manner, relate why his hotel would be the best choice for the event.