By Mitchell J. Schlesinger
The simplest concept for travel sellers is basically that your livelihood is exclusively dependent on the satisfaction of every client you book on a trip. And this applies to everything from one couple taking a cruise or tour to the largest commercial based agents booking hundreds of business travelers each month. way
Like all things, every aspect of a trip is reviewed, evaluated and judged based mainly on the information you provide and recommendations you make. In truth, it is daunting task to meet or exceed client expectations that is only fulfilled with an in depth and thorough profiling process. And all of this is critical as it regards your reputation, and the ability to generate both repeat and substantial referral business.
On the leisure side, I consider this a particularly daunting task specifically based on critical factors:
This is all part of the profiling discussion that must take place which demands that you be an effective listener. The art of selling has nothing to do your preferences, but what the client tells you they want in an experience. On the other hand, it does require, that based on their expressed choices, you provide them with clear expectations for the experience and how it can impact the cost.
Your expertise and ability to listen carefully to what clients tell you is critical. Remember to “read back” the key components of the conversation so that you can start your recommendation with; “based on what you have told me”…The client is still going to make the final decision using the “expert” recommendations you provide. Providing them with the benefit of your expertise will better insure they come back as happy and fully satisfied client.