The future of travel is going to be even more complex. This opens the door to what that means to you and to the client. Be clear. You want a travel conversation to lead to a committed relationship. If not this call, we are moving in the right direction, so relax. You want to be there for them so that when the time is right, you are prepared. If you feel relaxed and light, the client will pick up on your energy. Be relaxed. You want the conversation to go well and result in a booking, either on this call or in the near future. You know your products, you have experience, and you know that you have your client’s best interests at heart.ĥ. Try to stay above the line and speak with confidence about what you know for sure. You are either speaking from a place of knowing or you are hypothesizing, hoping, or projecting your beliefs. Be confident. In this age of uncertainty, confidence is like a line in the sand. My favorite question is, “do you mind if I ask you one more question.”Ĥ. The more questions you ask, the more reasons you have to follow up and move them to the next level. It makes you feel like you are helping, when in fact, if you don’t have the question quite right, they will stop listening to your response, no matter what level of experience you have.Įven when you have the answers, resist the temptation to jump in. It’s normal to want to jump in and give advice and share experiences. This is hard for humankind, and even harder for enthusiastic, passionate, travel professionals. A sale – if the timing is right, now is the time to lead them through on the sales journey.ģ.A follow up with two or three travel options.The purpose of the call for yourself: What is the closing action you are going after? I’m checking in on milestones – do you have any big ones coming up I should know about?.I’m planning a group in 2023 – Are Europe or Australia on your list?. ![]() ![]() I’m taking a survey on top destinations of interest for our promotions calendar.How are you … really? (Genuine concern for a person’s well-being never gets old).For the customer, you are calling to invite them into a travel conversation. One for the customer, and one for yourself. Be prepared. Have two intentions for the call. Add your own goals and incentives that give you a lift. Even if it is a “no, not you”, that’s ok! You’re not meant to work with everyone. Chalk it up to experience and move to the next person on your list. That is not to say that it is not important but thinking of sales as a game is a reminder that this is supposed to be fun!Ī “no” is usually a “no not yet”. Be light. Take the pressure off yourself and the customer by thinking of it as a game.I often reflect on this quote by the National Sales Executive Association. You want to capitalize on the momentum but often underestimate the time it takes for a customer to put down their credit card. People are curious about traveling again and the message about using a travel agent is getting through. Now is the time to be connecting with customers. Here are 8 tips on how to have an effective travel conversation. When the customer sets the time frame, everything else falls in place. The purpose of the travel conversation is to strengthen your flow of high-value customers. Its starts with establishing a relationship.Ĭonnecting with customers gives you a clear understanding of when they will feel ready to travel again. Your goal is to have a steady stream of loyal clients. ![]() You are not trying to sell anything, especially on the initial contact. Nobody wants to be seen as a pushy salesperson. It’s more comfortable to take the path of least resistance and wait for the phone to ring or the email to arrive in the inbox. ![]() The more we use them, the better we get. Conversely, if you are out of practice, you can feel awkward. It’s easy to get out of practice or even resistant to having a travel conversation which leads to a sale.Įffective sales conversations are like any other muscle. What Makes an Effective Sales Conversation?
0 Comments
Leave a Reply. |