1. BE CONFIDENT

1. Know that you have selected what is best for your customer
2. Smile, sit straight, make strong ,open and positive body movements
3. Don’t hesitate or show reluctance
4. If you don’t know something tell them you will find out – never lie!

2. ASSUME YOU HAVE THE SALE

1. If the customer has agreed your travel services meets their needs - book it!
2. 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
3. Use positive words
4. 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