#8: Why Should I Do Business With You? | TravelResearchOnline

#8: Why Should I Do Business With You?

That is a very good question. If not verbally asked, your prospect will undoubtedly be thinking it.

Most agents reply by telling the prospect what they think of themselves. They provide a data dump of superfluid information, which is of no interest to their prospects. They flatter themselves hoping that others share the same interest in them and their history. Ladies and gentlemen, this isn’t the way it works.

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I want you to answer their question, but I want you to address it from a different angle; from the eyes and experiences of your current customers. I want you to tell this prospect what your customers think, not what you think.

Answer: “I’m glad you asked me that. The last three couples who selected our service when choosing their first river cruise selected us because they appreciated our follow up and follow through. This, in addition to our clear explanation other options made them feel very comfortable with our attention to details. We can offer this very same attention to detail to you.”


Mike Marchev has lots more to share with you. Email him today to receive a Special Report titled, “THE BEST ADVICE I EVER GAVE TRAVEL PROFESSIONALS” at mike@mikemarchev.com Be sure to write the word “advice” in the subject box, and while you’re at it, include what you enjoy about reading Mike’s column.

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