If you’re guilty of just attaching a quote to an email or providing a quick verbal quote and moving on to the next enquiry then don’t expect to have a high conversion or to be successful in your role. Selling (converting) takes time, care and effort to build enough trust for a customer to purchase from you.
Holidays are a non-tangible purchase. Your customer can’t touch, smell, test drive the holiday before buying. They have to trust that the travel provider will deliver a great experience that meets their needs. You must take the time to bring the holiday to life, showing the customer how what you’ve found matches these needs. You must feel confident enough to ask for the booking, because what you’ve found and the service that you have given is better than they’ll get anywhere else. Do all this and you will increase your conversion chances by 50%.
If you’re able to overcome any objections and persistent enough to follow up (more than once) then your chances of conversion multiply.
You’re never going to convert every enquiry, but you’ll certainly win more business as a result of this training course.
The author of this course, Fi Morrison-Arnthal, started her career in travel 30+ years ago and in that time has been a top seller of travel, and has recruited, trained and managed sales teams internationally to huge year-on-year success.
After completing this course, you will be able to:
- Explain the importance of the AIDA model in maintaining the interest of the customer
- List techniques that will stop the customer shopping around
- Describe why selling face-to-face (or via Zoom, etc) is more powerful than telephone or email selling
- List five powerful words which generate emotions that create a desire to purchase
- Review examples of sales phrases which create a desire to purchase
- Develop listening skills including those used with the third ear
- Identify a number of different visual, verbal and vocal buying signals
- Establish the importance of asking for the booking and know what will happen if you don’t
- Review some great ‘phrases that pay’ which encourage the customer to book
- Identify when a customer is procrastinating and how to overcome their reasons for not booking
- Describe a four-step process to overcome objections
NB. If you need training on all parts of the sales process including, profiling the customer, getting to know their needs and creating a customer for life, then we suggest you purchase the full course ‘How to Sell Travel and Achieve Sales Success’.