SELLING ALL INCLUSIVES Flashcards

1
Q

benefits

A

relaxation, tropical views, new friendships, and so on

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2
Q

third-party endorsement

A

which is a sanction or approval from a legitimate source other than the salesperson. Buyers often trust the advice of others who have experienced a product — or in this case, a vacation — sometimes even more than the advice of the person selling it to them.

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3
Q

Shells,

A

generic brochures, that allow you to send a customized message to prospective clients

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4
Q

selling all inclusives

A
  1. Determine clients characteristics
  2. Identify client needs
  3. Evaluate and recommend an all inclusive
  4. Overcome objections
  5. Close and recap sale
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5
Q

The basic all-inclusive price may not always include:

A

transfers

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6
Q

The inherent characteristics of a travel product

A

Features

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7
Q

The positive qualities of a travel product, as perceived by the customer

A

Benefits

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8
Q

The process of identifying your clients’ needs by asking thoughtful questions and listening for key responses

A

Qualifying

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9
Q

The relationship between the price your customers pay and the benefits they receive

A

Value

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