1. BE CONFIDENT
- Know that you have selected what is best for your customer
- Smile, sit straight, make strong ,open and positive body movements
- Don’t hesitate or show reluctance
- If you don’t know something tell them you will find out – never lie!
2. ASSUME YOU HAVE THE SALE
- If the customer has agreed your travel services meets their needs – book it!
- If there are no other blocks to the sale, adopt an assumptive attitude, assume they are going ahead and let them know you are making the arrangements
- Use positive words
- Ask for financial commitment
3. BUILDING RELATIONSHIPS
If you sense your customer is unable to make a decision, perhaps due to legitimate reasons, don’t leave it up in the air.
- Arrange an appointment with other members of the travelling party
- Attempt to isolate the issue – ask them what’s wrong and how you can fix it
- Suggest you make a tentative booking and set a time frame to finalise
- Close with agreement to a follow-up call from you on a set date/time