Selling Vacations and Travel Planning
Effective Selling Techniques
Selling
Effective Selling requires focusing on your client. It involves developing the ability to lead people with questions rather than push them with facts. Truly successful people in business understand that what really matters is getting their clients talking about what they need, then matching a product or service to those needs.
Once you understand what your client needs you can apply your knowledge to offer the best vacation options. Whether it is the length of stay, resort location, or budget, listen to your client’s needs first.
Good to know your client and earn their trust
The best sales agents are those who talk less and listen more.
Encourage client involvement. Get information from the client and giving them information based on their needs.
We can’t assume to know what our client wants based on our previous experiences or even what the client is asking for. It is only when we ask questions that we gain more understanding.
Be prepared to speak to your client. By having conversations you can learn so much more than you can through email or texting.
- Greet client professionally and positively
- Show interest and excitement
- Assure your client that you can help because you are knowledgeable
- Involve client by asking permission to collect data
- Why is the client going on a Disney vacation? What is special to them about this trip?
- Shift from obtaining information to providing a solution that highlights your clients needs and expectations
- Ensure your client makes the best choice based on their needs
- Demonstrate a desire to help even in difficult situations
- Close the sale
Creating relationship magic with your client is one of your gifts to them. They will appreciate your knowledge and assistance. And once you have helped them create Magic they will return over and over as well as refer others to you
Selling Techniques:
Watch the video below for some great tips from our Universal Studio colleagues. While this refers to Universal Studios, the selling tips and strategies here are applicable to all destinations.
For more:
Re-visit Disney online training for opportunities on how to sell families, couples, empty nesters and different client needs.
There are many others selling technique training opportunities available through Vax Vacation Access and Travel Leaders Network. They are free to you as part of your association with Destination Magic.
Upselling
Upselling is the technique of offering a better deal, adding to your client’s vacation package, and increasing your total commission. How do you Up-Sell? By simply asking the guest questions and making suggestions.
An example of upselling would be:
- Would you like a ticket that allows you to visit more than one park on the same day, and the ability to dine at any park any day?
- Would you be interested in adding the dining plan so you can budget for your meals now and save money on your food costs?
- The Memory Maker lets everyone be in all the photos, including those you don’t even realize Disney takes, like those on rides. Would you like to add that to your package?
Often your client is not aware of the benefits they could receive by choosing a higher-rated resort or all-inclusive package. You are there to inform and suggest, but never push.
Suggest that they might a moderate over a value, or a deluxe over a moderate resort, but give them reasons why. Also, consider how even a nicer view or preferred location can make their stay more comfortable.
For example, a client may say.
- “My room is only a place to sleep.” You may uncover they also plan to have breakfast in their room so you might suggest a moderate resort since they offer a table and chairs that are not part of the table bed.
- “I want to be as close as possible to the Magic Kingdom but my view from the room does not matter.” You may suggest the Polynesian Resort in a standard room. You could upsell by suggesting a room with a lagoon view, or a view of Cinderella’s Castle to make the stay as Magical as possible.
Do not overwhelm your clients. With so many options, it’s easy for that to happen. Remember to ask the right questions so you can offer your clients the best choices for them.
Upselling in a quote
When preparing a quote, never give more than three choices. Keep it simple. Remember they need assistance in planning their vacation and are looking to you for help without being overwhelmed and confused.
Try to get a budget from a client. That will allow you to put together a package at a price point they are comfortable with. But also present them with a dream option—the next level up that is not far out of their budget. It may offer the features that would make their vacation more magical and they may decide it’s worth paying extra.
Upsell Tip:
Include things like Genie+, Memory Maker and Travel Protection Insurance in the quote. It is easier to remove those costs to lower the price than add them in later.
Additional upselling beyond a package
Do not always expect clients to ask about activities. Remember they cannot ask about what they do not know.
Following is a list of some commissionable items that may enhance a guest’s vacation experience:
- Airport transfers or rental car
- Stroller rental
- EVC scooter or wheelchair
- Additional theme park visits such as Universal Studios or SeaWorld
- Transportation between Disney and other theme parks
- VIP tours
- Golf outing
- In-room gift basket
Adopt the attitude that you will always be thinking of what will make the guest’s experience even more magical.