Handling ObjectionsHandling objections is a skill every agent should master.Handling objections ? Why can't people just buy what I'm offering? Can't they see how great my product is? They must be blind! Have you ever thought that way? I know I have in my other business. I was stopped in my tracks. I didn't know how to get past them. I'm learning that no matter what endeavor you're in handling objections is something you will have to face. Anytime you try to sell someone on something you have and they have to part with their hard earned money there's going to be objections to overcome. It should be a skill every travel agent knows how to do.
But I'm realizing that travel agents may not have to go through as much resistance as other sales people. Why? People like to travel. They are already sold on that part. You just have to find out what the client is looking for and provide it. There are plenty of options in travel. You are bound to have something that interest them. Qualify the client. Ask plenty of questions. It will help you find out exactly what the client wants. Then you are able to give them a product that fits like a nice pair of shoes. That does not mean that everything runs smoothly all the time.
What does customer concern really mean?It means they are still interested! You better hope they ask questions.When they stop,either it means they are satisfied or your sale is toast!If you handle the concern properly it brings both of you closer to the ultimate goal. Making the sale! Besides you can't handle a objection if you don't know what it is. So listen! When a client presents a concern and you alleviate that concern for the client, it hastens the client's response. Don't look at a concern as a road block. Look at it as solving a problem. In the end you just helped someone solve a mystery. Here are some suggestions on overcoming concernsMake sure you truly understand your customer's concern. Don't guess or think you know. MAKE SURE!Take in consideration the other person's point of view. No one knows everything and the customer will be more open to your suggestions when they believe that they are being heard. Provide answers. Show evidence of those answers if possible. Most importantly, make sure the customer is satisfied. Otherwise YOU lose! Some examples of customer concernsWhen a customer stalls. This means that the customer is slow to change. It may take more time to help this person. Don't waste too much time on a person who seems more stubborn than stalling.When a customer is missing parts of information or are not fully informed about something it may lead to a misunderstanding. Make sure you and the client are on the same page. A drawback in a situation means that a client may be asking for something from you that you can't provide. Don't give up. Put your creative thinking cap on and go to work. A customer could be concerned about the cost.If you can avoid this, try to by qualifying them and truly finding out what they really want and if the price their looking for is realistic. I could go on and on. The bottom line is look out for the customer's business and the customer will profit yours. * additional info. www.Hometravelagency.com From Handling Objections to Homepage
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