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**Asking about the budget or price expectation - some templates may require this is done before quoting
pricing
#1
Manager may want to take a moment and inquire about the caller’s price expectations. Having an understanding of
this important information will help the caller as he/she progresses through the sales process. It can help anticipate
potential price resistance or opportunities for upselling. If the manager feels the caller is price resistant, Manager may
take a little extra time when presenting the hotel before explaining the pricing. This way the caller is sold before they
hear the price.
#2
It is helpful to ask the caller about their budget requirements. This way the manager has an idea of what the caller is
looking for, before they present the hotel. They can then keep this in mind when quoting the hotel’s pricing structure.
#3
By asking about price expectations, the manager is positioning himself to better proceed through the sales process.
Knowing in advance what the customer is looking for in regards to price can help the manager present his pricing
more effectively. If the manager feels the caller might be price resistant, he may take more time to present, before
they quote the price structure.
#4
Knowing the caller’s budget prepares the manager for his/her presentation of the room rate (and meeting room or
menu pricing.) By being prepared, Manager will be able to negotiate more effectively, if the need arises to do so.
**Asked if Caller was flexible with their dates
before
checking availability
#1
By determining date flexibility during the initial qualification, the manager will be able to check alternate dates
immediately if the preferred ones are unavailable. In addition, this knowledge is useful to have when negotiating as
moving dates can be a potential option.
#2
If the manager asks the caller if they are flexible with dates while initially qualifying the business, he/she can then be
prepared when checking availability and minimize going back and forth with the customer if preferred dates are
unavailable. In addition, if the client is flexible, the manager may be able to move the business to dates where the
hotel has a need for more business.
#3
Before checking for availability, we suggest that the manager ask if the caller is firm on his/her dates. Manager can
then research various options and, if need be, offer alternative dates as a negotiating tool later.