Counter-Selling Skills for the Travel Industry

Why this training is important

As was the case with telephone selling, many people believed that the advent of the Internet would do away with the need for shops – including travel agencies. But shops are still around and most are doing very well. OK, the Internet might be fine if you know exactly what you want and how to book it – but not everybody has the skills of even the inclination to spend hours in front of a screen sorting out their travel needs. When people want something that is not so simple, that is when they need to skills that only a professional travel agent can offer.

Who is this course for?

Anyone who has to deal with travel customers face to face.

Course Aims

This course enables delegates to establish closer rapport with their customers to identify their hidden wants and needs. This will enable delegates to provide enhanced service by ensuring that they sell the right product to the right customer.

What will you learn

By the end of the course delegates will:

• Identify ways in which greater rapport can be created with customers.
• Practise questioning and listening techniques.
• Practise ways of selling the benefits of products.
• Practise ways of overcoming customer objections.
• Identify ways of obtaining greater customer commitment.

Course Structure

The course will incorporate a range of learning methods, all of which will include a high degree of delegate involvement. Delegates will have some opportunity to practise the skills and techniques discussed and some will have the opportunity to undertake video-recorded presentations. Delegates making presentations will receive a copy of their personal recordings, which they can study after the course to help continue to improve their selling skills