Sample Suggestions & Feedback

**Demonstrated knowledge of the competition

#1 Once the manager learns the names of the competitors, it is recommended he illustrate a level of familiarity with those hotels. This shows the manager is knowledgeable of his market. #2 When Manager can show a level of knowledge in regards to the name competitors a caller may be phoning, it is likely that he can increase the caller's trust in Manager's expertise of the surrounding area. #1 Manager is encouraged to take some time to make direct comparisons to the named competition. When done effectively, Manager may find he can dissuade the caller from reaching out to the competitors at all. #2 Manager did well to uncover the names of the competitors. However we encourage him to take it a step further and sell against these hotels in a positive and effective way. By highlighting his hotel's strengths, he is more likely to win the sale. He may even dissuade the caller from pursuing the competitors. #3 Once the names of the competition are learned, Manager may want to take a moment to discuss the differences between his hotel and the others mentioned. This can lead to a more likely close on the business if the caller is persuaded the manager's hotel is a better choice. #4 In order to potentially dissuade a caller from phoning the competition, Manager may want to make direct comparisons between his hotel and the others. **Attempted to sell against the competition in a proactive manner

**Did not speak negatively about competition in general or on the specific competitors identified

#1 Manager may want to make his comparisons to the competition in a more favorable manner, focusing on the positives of his hotel rather than the negatives of the others. This will enhance his level of professionalism.

#2 The manager was proactive in discussing the competition, but we encourage him to do so in a positive manner by highlighting his hotel's strengths and making that the focus of his efforts. This way, the caller will focus on the many ways his hotel outshines the others.

**Sold against the competition effectively (must know competitors names)

#1 Manager made an attempt to sell against the competitors he uncovered, however we suggest he focus on highlighting the many ways his hotel can accommodate the caller's group that the competition can not. In doing so, Caller can better be persuaded to select his hotel. #2 Caller was informed of the differences between the manager's hotel and the competition. To make this an effective effort to sell the caller on the manager's hotel, we encourage him to present his hotel's strengths in an upbeat and enticing manner. #3 To be fully effective in convincing the caller to select Manager's hotel over a competitor, we would recommend the manager make an enticing and energetic presentation of the hotel features as they compare to the other stated competitors.

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