How do I handle customer objections on pricing?

If a customer is hesitant to make a hotel reservation, you can tell them that room prices could change and there is no assurance that the current available prices would remain the same when they call back. Hotel prices fluctuate all the time depending on the availability of the rooms (supply and demand), day of the week, holidays and events, and the length of their stay. It is best to find out what the purpose of their bookings is.

Suggested Spiels:

• "Is there something else here that’s concerning you?” (try to uncover why they think the price is too high)

• “Our offer is more than competitive. Let me give you an example.”

• “Let’s compare what we’re offering you to our closest competitor” (then find a property of the same quality but with higher rates).

• “Some of our best customers initially thought the same thing, however, they were not able to find something as valuable." (or decent or reasonable <case-to-case>)"

• “Previous customers thought the same thing initially, but they eventually booked and have enjoyed their stay here, I know that you will too.”