Overcoming Objections -

Turning No To Yes

If you've ever struggled with trying to get someone to commit, you're not alone. 

Nearly every Yes at some point started out as a no. 

What is an objection NOT? 
It's not a rejection of you, or even the proposal. It's also not a NO. As strange as it is, most objections are rarely a no. They're simply the next stage in the sales process. Yet this is where so many Travel Advisors stop. 

So what is an objection? 
- It's a request for more information
- It's a sign your clients is confused, after all a confused client never buys
- They don't see the value. This is NOT a price conversation, it's a value conversation
- Didn't solve the problem. You didn't tap into what is truly motivating your client to make a buying decision
- Didn't hear the solution for them. Every client buys for a reason that's specific to them. 
- It was simply a reflex response. 

People aren't going to share with you their true motivations or objections (the first objection is rarely the real objection) until there is a relationship in place that is built on trust. In the world of AI trust is even more important yet harder than ever to build. 

You don't have to know all the answers, simply have the ability to ask better questions.