How to sell travel and achieve sales success (the entire process)

£50 per person

Designed for new or existing travel consultants who sell the world, conducting sales by phone, email, video call (Zoom, FaceTime, etc), or in person, this course will help you learn and apply techniques to impress travellers, converting more enquiries into sales.


SKU: HTST Category:

The internet is full of online travel guides, videos, blogs and booking tools. It doesn’t take knowledge of airport or airline codes, travel jargon and acronyms for a traveller to book their own travel, so why would they want or need to use a travel consultant? How can you convert more enquiries into bookings against this rise in online booking tools? This course answers both of these questions.

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:

  • Move away from transactional (when, what, where, how long?) sales to consultative selling which immediately improves your chances of converting the booking
  • Feel confident, and recognise the huge benefits for you and the customer of moving your consultation from email or phone to face-to-face using Zoom, Skype, Facetime or similar
  • Develop a value-based sales service which creates positive emotions that motivate the customer to book
  • Apply a number of techniques that will stop your customer shopping around
  • Establish the importance of asking for the booking and what will happen if you don’t
  • Identify when a customer is procrastinating and overcome their reasons for not booking
  • Describe a four-step process to overcome objections
  • Review your own after-sales service and your ability to create raving fans who book again and refer you
  • Recognise the only way to compete with online travel booking engines is to provide a value-based service before, during and after travel that delights and creates brand equity

If you manage a team of travel consultants, we would encourage you to complete our ‘managing travel consultants to sales success’ course. For Travel Consultants our ‘blog writing to boost travel business’ and ‘increase your travel enquiries using Facebook’ courses would be very beneficial to your success.

Fiona Morrison-Arnthal Profile Image

Fi Morrison-Arnthal – Qualified training and development specialist within the travel industry

Fi is a qualified training and development specialist who has spent her career leading, training, coaching, developing, and recruiting within travel and hospitality.

Her career started as a junior manager with a boutique hotel chain, learning all areas of hotel operations including sales, service and management, before moving into leisure travel with Lunn Poly (TUI), first as a travel consultant, and latterly as Progression Regional Sales Manager. Winning several awards, Fi’s achievements included ‘Shop of the Year’, ‘Highest Revenue Increase of the Year’ and ‘100% Mystery Shopper Awards’.

As Co-op Travelcare’s Training and Development Manager, Fi led a team of national training officers, providing training and development to over 400 branches, call centres and business travel operations. She was responsible for winning national training awards from Travel Weekly and TTG for the design and results generated from innovative courses.

Moving to Cape Town in 2005, Fi became’s Head of Sales, Operations and Organisation Development. Growing the sales team from 16 to over 50 high performing Africa Safari Specialists, she was given the autonomy to strategically lead and manage multiple departments and functions, achieving high year-on-year profitability consistently throughout her tenure.

Returning to retail leisure travel, Fi joined Pentravel, South Africa’s largest independent retail travel chain, as its National Sales and Organisation Development Manager. Implementing people, training, sales and organisation development initiatives, policies, and procedures, she led the business to exceed all previous year profits and annual budgets.

Forming Big Ambitions in 2013, Fi helped prominent international travel businesses recruit and train travel people. Recognised as ‘the’ travel sales trainer in South Africa, she was the Mystery Shopper for South Africa’s Travel News Weekly and ETNW and chosen by South Africa’s number one Travel Industry Portal, ‘Travel Info’, to write its e-learning sales programme.

Fi returned to the UK in 2015, joining Progressive Travel Recruitment. Here, she further developed her global travel network, being relied upon and chosen by some of the world’s largest travel, hospitality, and technology brands as their preferred recruitment partner.

In 2020, Fi founded Progressive Travel Training alongside James Roberts and Tony Macdonald, her fellow directors at Progressive Travel Recruitment. Her passion for training and development, along with her knowledge of the industry, helped her to identify a gap in the market to provide soft skills training in the form of easily accessible e-learning courses created by subject matter experts who have done the jobs you do, and who know what it takes to succeed.

Fi currently lives in the Peak District with her husband, four children and rescue dog Nala.

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