To have a successful travel business, the name of the game is to continuously exceed your clients’ expectations and gain their trust during the sales process. As a travel professional, you have many tools in your toolkit to potentially assist you in the sales process. In fact, in today’s world, Artificial Intelligence (AI) is a tool that could help you develop new marketing language, identify trends, create enhanced communication with your clients, and so much more.
To learn how AI can be an effective tool, join Scott Ahlsmith, CTC, industry visionary and consultant, in his webinar AI Secrets for Travel Advisors: Mastering Client Satisfaction and Trend Forecasting, on October 25 at 7:00 pm (EST). Scott will explore how AI can predict trends, automate lead generation and streamline content creation.
While AI can be an effective tool to assist you in the sales process, the tools themselves do not usually close sales. It is you, the travel advisor—with your own knowledge, expertise, and experience—who will close the sale. It is your professional sales skills and your ability to ask the right questions to qualify, listen and identify your clients’ unique needs and to effectively use those tools, including AI and marketing, to help you close more sales. To continue elevating your sales skills, join our Travel Career Advancement Manager Kim Specht, CTIE, as she explores the different components of selling, communicating, and marketing. Her Getting to the Sale: Developing Your Communication Skills and Creating Marketing Strategies presentation will be October 27 at 2:00 pm (EST).
Understanding how to qualify your clients is vital to your success. Whether you are new to the industry or a seasoned professional, it is important to constantly elevate your toolkit.
The following tips were taken from The Travel Institute’s 2023 Magellan Awards Gold Winning TRIPKIT program.
How Well Are You Qualifying Your Clients?
Truly understanding clients’ needs is what sets you apart from competitors and online travel agencies. If you don’t uncover every need and wish for your clients’ vacation, how can you provide a WOW experience?
Qualifying your client means more than conducting a quick question-and-answer session. Successful salespeople know how to formulate clear, concise, and well-chosen questions and use those questions to provide opportunities for their customers to reveal more information about themselves. Consequently, more of the consultant’s time is spent listening rather than speaking.
It’s easy to take this step in the sales process for granted. Many consultants start offering product recommendations as soon as they’ve discovered answers to the basic “W” questions: who, what, when, where, and why. A thorough analysis of the customer’s needs usually requires a little more probing to delve deeper for more information.
While different questions apply to different specializations or travel events, here are some sample questions experienced travel counselors have used to qualify their clients:
- Are your dates flexible?
- Who is traveling with you (e.g., multi-generational, singles, honeymoon or destination wedding)?
- Where are you planning to go … any ideas?
- What did you like about your trip to St. Lucia? (for a repeat client)
- How would you describe the perfect trip or group event?
- What are your must haves and what is off the table?
- Do you prefer a guided and tightly scheduled program or something more casual and self-guided?
- What is the activity level? Are there any mobility specifications or other accommodations required?
- What meals would you like included in your group experience? All meals or breakfast only? Do you have any special dietary needs?
- What types of culinary experiences interest you?
- Are you looking to stay in well-known hotel chains, or are you looking for something unique and/or boutique?
- What is your budget?
No matter what questions you ask, your goal is to find out what your client expects to get out of the travel experience and then strive to meet all those expectations.
Getting a client to a buying decision is a major tool in your toolkit. The combination of modern technology, like AI, and traditional sales skills will certainly help you succeed. At The Travel Institute, we are constantly developing new content that is specific to helping you grow your skills and ultimately your business. Our Mission Is Your Success.
Stay tuned for NEW content coming to you shortly… Hint: Groups, Ski, and Destinations!
