You no doubt have clients who trust you implicitly and will take your advice without question. In the early stages of any relationship, however, the client may have reservations you will have to explore and overcome. Too many travel professionals fear objections, but they are an important feature of the sales landscape. Don’t mistake the value of an objection to both you and the client.
As with many steps in the sales process, timing is everything and objections are no exception.
Encourage your clients to verbalize objections as early in the sales process as is possible. Better to deal with an objection early rather than encountering as a rebuttle to your proposal later in the presentation. Objections may arise at any point in the relationship. Early in the relationship, the objections may deal with the client’s hesitation to use a travel agent. The element of trust is not yet present in the relationship and the client might perceive the travel planner as not fully invested in the client’s best interests. Read the rest of this entry »