Agent skepticism is an attitude that a new travelagent has to get over while dealing with a new prospect.Agent skepticism is an attitude that a new agent has to get over when dealing with a prospect for the first time. In an ideal world, the prospect you were talking to would agree to become your client. In the real world, the prospect will most likely respond in this manner. Travel Agent: Can I handle your next trip? Prospect: I'm not sure. Travel Agent: Is there a problem? Prospect: I really don't know. I mean you are new at this aren't you? Travel Agent: One month. What is your concern?Are you worried about me not having enough knowledge and experience to handle your bookings? Prospect: I'm not going to say that. Travel Agent: Don't worry. It's Ok. Your concern is valid. the last thing I want to do is for you to be left in the lurch because of a mistake on my part. Prospect: I believe you are very good. It's just that... Travel Agent: Well, I certainly haven't gone into this half-cocked. I've done a lot of research and training before I started asking for business. I continue to go to seminars and association meetings to build my knowledge. The agency I book with double-check all my bookings for accuracy,so there is very little chance of things getting fouled up. Does that help reassure you? Prospect: a little bit. Travel Agent: I understand why you are still hesitant.Can I ask you a question? How did you find out the agency you are dealing with was the right one for you? Prospect: I tried them a couple of times and they seemed pretty good. Travel Agent: Sounds good to me. Why don't you give me the same chance? Work with me a couple of times and see how you like my service. Will you let me book your next trip? This shows the importance of clarifying,empathizing,answering and checking for agreement. Then CLOSE STRONGLY! Hopefully this will diminish or eliminate agent skepticism.
Here are some other ways to handle a prospects concerns.Respect the prospect's position.Always respect the prospect's position."Having a regular travel agent is important.""It is a perfectly valid concern."This will make the prospect feel comfortable, so they may be more receptive to your ideas. They also did not make the prospect feelbad for their initial choice of agency. This is another way to eliminate agent skepticism. Don't knock the competition.What if you make a comment like "That agency you are with is not that good. What do you see in them?"You will in effect be calling your prospect stupid.When pointing out why a particular agency may not be right for that prospect,use objectivity with facts and figures and PROOF.Do not be afraid of the prospect's concerns and objections.Bring the prospects concerns right out into the open.Even though the prospect may be reluctant to.The only objection that can hurt you is the one that remains hidden or not discussed. Be persisitent.Most people would have given up when the prospect said,"I already have a travel agent."The agent was successful because they kept cool and focused on the prospect's points,views and needs. they were also polite.Polite persistence will be respected.Do not argue or debate. THE LOSER WILL BE YOU!
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