SAMPLE ANSWERS FOR PART TWO (DO NOT COPY ANY OF THESE ANSWERS)
4a) “Did you know that our hotel is launching a new location which will be 2 blocks away from this
building?” – Opening Type: Questions based opening. Sub-type of Questioning is Curiosity Approach.
Explanation: This will work for the client because during the needs assessments phase it was determined
that company’s staff spends 45 minutes each way commuting and they get delayed sometimes due to
heavy traffic on Hwy 401
4b) This is a subjective answer as you can pick any TWO based on your scenario and explain it.
4c) Objection 1: I am a bit concerned about the quality of your services as your company is new (Source
Objection) – Source objection happens when the client does not think of the company as a credible one
or an established one in the field (2.5 marks). This objection is a valid one because our company is newly
established in the last 4 months and we have been working hard to build a reputable business (2.5
marks)
Please note, this is ONE example. For this question you will need to explain BOTH objections in order to
get a full grade.
4d) Trial Close 1: I am emailing you the contract now (Assumptive Close) – this is an assumption based
statement because it assumes that the client will sign the contract now (2.5 marks). This technique will
work because based on the script, the client is in a “conviction stage” of the buying process and has just
finished asking about the “availability” of the product which we have provided to the client and now is a
good time to ask for closing. (2.5 marks)
Please note, this is ONE example. For this question you will need to explain any TWO of the following: 2
trial closes, 1 Close
4e) I will pick the selling of the guest rooms scenario here (just making up a scenario)
WHEN: I will contact the client BEFORE the actual arrival date to confirm the details which were
discussed in the signed contract. I will also contact the client AFTER their stay to ensure that their stay
went smoothly.
WHAT METHOD AND WHY: I will contact the client via phone because having a phone conversation is
more personable and I will be able to answer any queries right away.
HOW OFTEN WOULD I CONTACT: since this contract was worth $1,000 (made up scenario), this qualities
for a small account and therefore following-up with them once every month or two is justifiable based
on the time spent with the client and the business this account will return.
4f) I am looking for a specific answer for this which is why I won’t give it away here.