SELLING ALL INCLUSIVES

Question 1

benefits

Answer 1

relaxation, tropical views, new friendships, and so on

Question 2

third-party endorsement

Answer 2

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.

Question 3

Shells,

Answer 3

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

Question 4

selling all inclusives

Answer 4

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

Question 5

The basic all-inclusive price may not always include:

Answer 5

transfers

Question 6

The inherent characteristics of a travel product

Answer 6

Features

Question 7

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

Answer 7

Benefits

Question 8

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

Answer 8

Qualifying

Question 9

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

Answer 9

Value