Seabourn Academy Corner: Managing Concerns and Objections
Want to learn more about selling to and building your ultra-luxury travel clientele? Here’s an excerpt from Course 106: Making the Sale & Seabourn Sales Support; Lesson One: The Sales Process — Making Recommendations and Managing Concerns from the new Seabourn Academy® online educational curriculum offering tips, techniques and insight will help you learn how.
Managing Concerns & Objections
If you have qualified the prospect well and if they have a good sense of what they want, you may not have to manage any concerns or objections. You can go directly to booking the voyage and suite they want and closing the sale. In general, clients focusing on luxury accommodations have a good idea of the features they desire.
However, most sales of complex products like an ultra-luxury Seabourn cruise will involve some client concerns or objections. As a professional salesperson, it is important to remember that an objection is not a rejection of you personally or your recommendation. It is nothing more than a request for additional information. Top producing salespeople not only expect objections during the sales process, they anticipate them and are prepared to address them.
Concerns and objections are frequently expressed in the form of additional questions. They may also be expressed in non-verbal gestures, such as a concerned look on the face or a crossing of the arms. Be attentive to these gestures or mannerisms. If you encounter this, ask whether the client has any questions or would appreciate clarification. Sometimes clients are concerned that you didn’t understand some of their specific requests.
Sales Tip: Studies indicate that prospects will decline/postpone an average of five times before they actually buy.
Learn more about topics like this and how to increase your sales of ultra-luxury travel at Seabourn Academy. Plus, you’ll receive special graduate rewards!
For more information, visit Seabourn Academy now.