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**Probed to learn about the organization or department within the organization or Caller's role in the
organization
#1
If the manager uncovers the type of organization the caller works for, it provides an opportunity to build rapport. This
knowledge can also assist the manager when presenting the hotel as he/she will have a better idea of the type of
people attending the function.
#2
Asking the caller about the type of organization they work for gives the manager a means of building rapport with the
caller, and helps her/him better understand the type of group coming to the hotel.
#3
The manager might want to take a moment and ask the caller about the type of organization they are with. The
manager will then have insight to the type of guests coming to the hotel. He can then present features and benefits
which most meet this type of group’s specific needs.
**Uncovered the decision maker
#1
We recommend that the manager determine who will be involved in deciding on a hotel. This way Manager can
ensure they follow through with the appropriate people.
#2
It is suggested that Manager uncover the individuals who will be making the decision on what facility is used. This will
enable him to follow through effectively.
#3
By uncovering who will be making the final decision on a hotel, the manager will ensure that he is following up in an
appropriate manner to close on the business.
#4
To ensure proper and effective follow-up, the manager will want to find out who will ultimately be making the decision
on the booking.
**Uncovered the decision date
#1
It is important to determine when a decision will be made in order for the manager to know when and how to follow up
with the caller to book the business.
#2
It is beneficial for the manager to uncover the decision date. This way he/she can establish an appropriate time to
follow up with Caller to confirm the business.
#3
We recommend that Manager ask the caller when a decision will be made. The manager can then determine what
the best time is to follow up with the caller to finalize the sale.
#4
Knowing the decision date enables the manager to follow up at the proper time so that he/she can work toward
securing the business.