Sales -- Assignment # 4

 SALES

1 Product Objection // Techniques: Third party, Five Questions Sequence.

Objection:The travel plans that you are offering are what we are looking for, but we are not sure about the destination?

What does concern you about the destination? (Five Questions Sequence)

We don't want any contretemps with our tickets.We are a large group.

We work in partnership with Avianca Airlines and they offer us priority services to our clients. If there is a large group of people we will do our best to make them travel togeher in the same plane. Is not that a great benefit? (Five Questions Sequence)

Yes, but I am not sure.

Could you tell me why? (Five Questions Sequence)

We are looking to go to the Caribean

Well Colombia has beautiful beaches and also an Island, Would you be interest in going ? (Five Questions Sequence)

Yes, but we have heard from other people's experiences in the Caribbean.

We certaninly are not as popular as other destinations, but our clients have had extraordinary moments.Would you like to contact them to know about their experience? (Third Party)

Absolutely

2 Money Objection // Techniques: Postpone

Objection:The price seems high for 4 days vacation.

Before we discuss about prices, let me talk to you about why you will be traveling to Colombia to enjoy our great services and benefits for a reasonable price. (Postpone)

3 Money Objection // Technique: Rephrase as a Question

I like the vacation plan, but I am not sure if I can't afford it.

I really would like you to take advantage of the travel package and its benefits.Would you buy it if we can arrange a payment plan? (Rephrase as a Question)

4 Product Objection // Techniques: Boomerang Method

Objection: I have been in Colombia once, but I did not like it.

Could you tell me why you did not like it?

We had to book our flights separately, and we spent too much money.

I understand, so if I tell you that the price of the package includes the flights and the assistance to book them, will you be interested ? (Boomerang Method) 

5 Product Objection // Techniques: Compensation Method, Third Party Answer

Objection:Your travel package is interesting, but I have heard that travelling to Colombia is not safe.

Well I can understand your concern, Colombia was not a safe country during the 90's as well as part of the 2000's, but it has highly improved thanks to partnership between the United States and the Colombian government. (Compensation Method) To show you how glad our customers were to visit Colombia I have a list of our latest clients. If you want we can call them right now and ask them about their experiences. (Third Party Answer)

6 Need Objection // Techniques: Five Questions Sequence, Boomerang Method

Objection: We don't travel overseas.

So, are you telling me that you have not been outside of the country? (Five Questions Sequence)

Yes, certainly.

Would you mind if I ask you why?(Five Questions Sequence)

Well, we prefer to have vacations here instead of going overseas because of the cost.

Our vacation plans are very affortable and even cheaper that going to some destinations within the United States. We also can arrange a payment plan. In addition to that, is there any other reason for not going ahead? (Five Questions Sequence)

We are a family of 4; my wife and I, and my two kids, and sometimes it is difficult to plan something.

Yes, you are right and that is way we assist our clients with a experienced team that will help them to plan their trip and book the plane tickets. Would not be this the perfect opportunity for you and your family to travel togeher to an fascinating country for a very affortable price? (Boomerang Method) 

Yes, I would be.

7 Source Objection // Techniques: Rephrase as a Question, Compensation Method

Objection: You have an interesting travel package, but we have been working with Aruba Travel for almost 4 years. Why should I change?

I know how safe you feel about a relationship that goes back 4 years. But would be attractive to consider other travel destinations for your employees. Just out of curiosity, could we compare the pros and cons of the two choices?The firs reason against us is that we have not worked with you for the past 4 years.What are some reasons for giving us a chance to prove ourselves?

Well we think that your company would not be capeable of handling all of requests

So are you referring to quality, service, features or the product? (Rephrase as a Question)

Yes, we consider that your company is small and that it won't be able to fully assits us.

You know you are right to be concerd about that, and yes we are a small company, but I'm afraid you are not aware of the fact that as a small company we can offer more personalized services and assitance. On the other hand we offer a wide portafolio of services with the same quality as the ones offered by other competitors but with better prices.(Compensation Method)

8 Stalling objection // Techniques: The indirect Denial Works

Objection: I would like to travel to Colombia, but I plan to wait until summer.

I understand that you want more time to think.You know that this is a terrific opportunity, you like the product, and you know it will save you money if your travel during winter. Right? (The indirect Denial Works)

Yes.

9 No need objection // Techniques: Rephrase as a Question

Objection : I am not interested.

Would not you like to take a vacation? (Rephrase as a Question)

Yes, but I have not time to plan.

Would you like to take a vacation if I tell you that somebody would assist you to plan your trip? (Rephrase as a Question)

10 No need objection // Techniques: Direct Denial

Objection:We are looking for a place different that a beach to spend our vacation.

Many of our customers choose Colombia just because its beaches, but we also have another climates like mountains and rain forest. Would not you like to explore another climates outside of the country without depending of seasonal changes? (Direct Denial)