The Assumption of Sale Technique

hotel sales pros and the assumed close

Hotel sales professionals use a closing technique called the assumption of sale close.

When hospitality sales people think they have all their ducks in a row, the assumption of sale can be a great closing technique.

When I say “ducks in a row” means that you have used many of the various tips and techniques that I have shared with you in previous training blog posts and video clips. In short, it means you have:

  • effectively countered all the client’s objections as far as you know
  • made sure that you have the space and can otherwise meet the client’s needs
  • have determined that the contact is authorized to sign the hotel sales contract.

 

And if you aren’t perfectly sure at that moment that you can meet the client’s requirements, you can can also include various conditional statements — also know as “if” statements.

The assumption of close with a conditional statement looks something like this: “Well, Mary,  if I can get you that meeting room rental included in the price, and if I can get you the guest room rate of $X, I could prepare the contract for your signature on Friday. You’ve said that  you are fully authorized to sign the contract I’ll send that agreement to you, and I’ll give you a follow-up call on Thursday. We can discuss any final issues then, and I assume that you’ll be able to sign if for me and return it by the next day. How does that work for you?”

You probably will notice that the ONLY assumption of sale is NOT that you can get the rates and free room rental you discussed earlier.

You’re also assuming that your client has put all of his or her cards on the table and detailed all possible hesitations or objections. If so, your assumption of sale should receive a response in the affirmative from the client.

If however, the planner has not been totally forthcoming, he or she will probably pause or hesitate in this situation.

That means that now is the time to begin probing with questions to discover what is keeping the planner from agreeing to the deal. You’ve taken a step back and re-opened the negotiation phase, which is fine. Now the client should be willing to voice any previously unspoken objections. Assuming that you can overcome that previously unstated objection, you can move down the process and return to the assumption of sale.

assumption of sale

There is a word of warning of warning however.

If you try the assumption of sale technique too early in the sales process, you could present an unprofessional image to the client. You need to be sure that you are to the point where you have dealt with all known objections.

For other comments on the assumption of sale, here are more tips.

If you’ve paid attention to the verbal and non-verbal clues from the client and have done your due diligence, give this technique a try the next time you’re ready to close. The assumption of sale is a very effective technique.

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