An overcoming agent is one that learns how to deal with a prospect who says,"I already have a travel agent"

An overcoming agent is one who learns how to deal with objections.

You might know the feeling of starting a new venture and having big dreams.

You envision having tons of customers and making lots of money.

You can't wait to get your first sale and after that race off into millionaire status.

HOLD ON, NOT SO FAST!

You go to your friends and family expecting that they would want you to be their travel broker.

NO DICE!

"I already have an travel agent."

How do you respond to that?

It might not just be your intimate company. You might get that from most of the people you talk to.

How would you respond to that? Quit? Get frustrated? Or get creative, determined and open minded? You want to become a overcoming agent.

One way to deal with the situation may be to find people who do not already have an agent instead of trying to convince someone to leave theirs.

But!

This does not mean that you should not go after those with travel agents, you just have to do it the right way.

Check out this method.

Prospect: I have a travel agent already.

Travel Agent: Excellent. Having a regular travel professional is important.(Empathize). Which agency do you use?(clarify).

Prospect: The travel office down the street.

Travel Agent: I have heard some good things about them.(Empathize).

Prospect: You have?

Travel Agent: Who is your travel agent down there?

Prospect: I don't have one that works just with me. Whoever happens to be available.

Travel Agent: Really? What is it that you like about them?

Prospect: They seem knowledgeable and the fares are good.

Travel Agent: Right. So having a knowledgeable person and good prices are important to you?(clarify)

Prospect: Yes it is.

Travel Agent: Are they easy to work with? I mean how do you usually book your travel with them?(clarify)

Prospect: I let them know what I want over the phone. If I need to see or get brochures or something i go down and see them personally. They let me know when the tickets arrive and i go down and pick them up or they mail it to me.

Travel Agent: Can I ask you a question? Lets say the agency assigned you your own personal agent, where you will be dealing with someone who really got to know you and how you travel. What if they came to you with the brochures, instead of you going all the way down to the office. What if the person personally delivered your tickets to you. Would you likely continue to do business with them?(clarify)

Prospect: Of course!

Travel Agent: Good I am glad to hear that. That is exactly the kind of service I want to provide toy your neighborhood. My office has access to all the same suppliers and brochures a they do. With the help of my office I can answer any questions you may have. Plus I make a personal commitment to gain in-depth knowledge of all my client's travel preferences. I can also come to your house when it is most convienant for you, for you to take a look at brochures and discuss your plans. I will also hand deliver your tickets.(Answering the concern)

Travel Agent: Is that the kind of service you would like to get from your travel agent? (check for agreement)

Prospect: Well, when you put it that way...

Travel Agent: Will you let me handle your next trip?(check for agreement)

Take a look at what just happened.

The travel professional empathized with the client's objection by noting that it is a good idea to have a personal travel agent. Then they began a process of learning more about the prospect's situation and how strongly attached they are to their current travel professional.

By asking the name of the prospect's agent it provided some valuable information. This may also allow you to see who your competition is. This may also teach you how to become an overcoming agent.

You may also be able to find out how loyal your prospect is to the person they are currently dealing with.

Sometimes people stay with something out of inertia. They are just used to dealing with the same thing even though there is nothing really special about the service.

Then when you point out the differences between your personal service and what they are getting now, hopefully this will make a good impression and help you become a overcoming agent.

Remember, check for agreement(Is that the kind of service you want from your agent?)

Then

Close STRONGLY!(Will you allow me to handle your next trip?)

Hopefully this information will enhance your ability to become a overcoming agent.

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