CLOSING THE SALE

Closing the sale could be done in 4 ways: Assumptive Close, Option, Suggestion, Urgency:

• • a. Assumptive Close: "What is the last name for the reservation?" or "What is the e-mail to send the confirmation to?"

  • b. Option Close: If you have priced out 2 different hotels for a guest, you would use the option close.

    • "So we have check-in dates available for both properties, Do you want to go ahead with the Holiday Inn or the Marriott?

  • c. Suggestion Close: In cases when we have built rapport with the guest but they are unable to decide which rooms to book:

    • "Based on the area you are looking for and the price range you told me about, I would suggest that Holiday Inn is the best option. What's your last name so I will get the reservation started?"

  • d. Urgency Close: Most guests that call in are looking for a room today or within a short amount of time. Creating urgency is a good approach for a guest who needs to make a decision immediately.

  • "There's a limited number of rooms, and may sell out soon. Let us reserve one for you immediately. What email do we send the confirmation to?"