This presentation is a complete outline from taking a call to close for hotel reservations training.
Some examples of types of callers to a flow chart of the sales process.
25. BENEFITS: The advantage the Caller receives from a feature helps the Caller understand why he would pay more for this room or package than another. Benefits allow the Caller to envision what is being described. Customers base their decision to buy on benefits, not features. This can only be done if we know what is important to them, so we need to ask qualifying questions.