Hotel sales and the assumption of sale

hotel sales pros and the assumed close

Hotel sales pros use a closing technique called the assumed close.

When hotel sales people have all their ducks in a row, the assumption of sale can be an extremely effective closing technique.

What we mean by “ducks in a row” in hotel sales basically includes using many of the various tips and techniques that I have shared with you in previous blog posts and training videos. This means you have countered all the objections (as far as you know), made sure that you have the space and can otherwise meet the client’s needs, and have determined that the contact is authorized to sign the hotel sales contract.

It can also include various conditional statements if you are not 100% sure you can meet their requirements at that moment.

The assumed close might go something like this: “Well, Jennifer, I assume that if I can get you that meeting room rental included, and if I can get you that guestroom rate that we talked about, that I could send you the contract and you would sign it by Friday. Since you indicated you are authorized to sign the contract I’ll send the hotel sales agreement to you, and I’ll give you a call on Thursday. We can go over it then, and I assume that you’ll be able to sign and return it by Friday. How’s that sound?”

Now if the planner has put all of his or her cards on the table and voiced all possible objections, your assumption of sale should get an affirmative response from the client.

If however, the planner is holding something back, you will probably get some sort of pause or hesitation in this hotel sales situation. That’s the time to begin probing to discover what is keeping the planner from committing. You’ve re-opened the negotiations, and assuming you can solve that previously unstated objection, you can go right back to the assumption of sale.

Here’s a word of warning: if you try this hotel sales technique too early in the sales process, you could look unprofessional in the eyes of the client. Make sure that you are close to the point where all the objections have been answered.

But if you’ve done your due diligence, why don’t you try it next time you’re in a closing situation for your hotel sales? It’s a very effective closing technique.

Posted 12/17/12

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