A travel agency specializes in vacation packages that provide the best value. An agent offers a prospect a package that would meet his needs. The prospect claims that he can create his own package online and save money by not using an agent. Which response (s) would be effective? Select all that apply.
Ask for an opportunity to show him the savings, trip insurance, and special perks her agency can offer
Ask him to call her back and tell her if he finds a better deal
Assure him that the agency’s buying power and connections offer the best packages for the lowest price
Ask the agency owner if there are any better offers she can provide to save the sale
Thank him for considering her agency and encourage him to call her directly if he can’t find a package to meet his needs
The Correct Answer and Explanation is :
Correct Answers:
- Ask for an opportunity to show him the savings, trip insurance, and special perks her agency can offer.
- Assure him that the agency’s buying power and connections offer the best packages for the lowest price.
- Thank him for considering her agency and encourage him to call her directly if he can’t find a package to meet his needs.
Explanation:
When a prospect expresses skepticism about the value of using a travel agency, the agent should strategically highlight the benefits the agency provides, while maintaining a professional and supportive demeanor. Each selected response fulfills a key purpose:
- Ask for an opportunity to show him the savings, trip insurance, and special perks her agency can offer:
This approach allows the agent to present tangible benefits that might not be apparent when comparing costs online. For example, agencies often secure bulk discounts, exclusive offers, or complimentary amenities that customers might overlook. Additionally, features like trip insurance add peace of mind, which online DIY bookings rarely emphasize. - Assure him that the agency’s buying power and connections offer the best packages for the lowest price:
This builds credibility by emphasizing the agency’s expertise and network, which may provide value that online bookings cannot match. It positions the agent as knowledgeable and trustworthy, which can help overcome doubts. - Thank him for considering her agency and encourage him to call her directly if he can’t find a package to meet his needs:
Expressing gratitude and leaving the door open for further discussion maintains a positive relationship, even if the prospect doesn’t commit immediately. This non-confrontational approach keeps the agent top-of-mind should the prospect encounter difficulties or dissatisfaction online.
Why Other Responses Are Less Effective:
- Asking him to call her back if he finds a better deal: This response puts the onus on the prospect and lacks persuasive value. It doesn’t address his concern or demonstrate the agency’s unique benefits.
- Asking the agency owner for better offers: This undermines the agent’s authority and could signal desperation, reducing trust in the agent’s expertise.
By emphasizing value, professionalism, and follow-up opportunities, the agent maximizes the chance of converting the prospect.