5. Covering Objections
- Turn objections into selling opportunities. For example, if a customer is hesitant because of an early morning flight, offer an overnight hotel at the airport which includes car parking. It then becomes a benefit and an advantage rather than an objection.
- Remind them that an early flight out usually means an early flight back, so they won't have a lot of sitting around after vacating their room. Another bonus!
- If families with children are against night flights, remind them that their children will be more likely to sleep!
- If a customer 'needs to speak with their partner', offer them the telephone - let them call from here. It will save them another trip in.
- Always turn a negative into a positive.
Activity 5
Prepare a table by writing 5 potential objections in the left hand column and 5 potential solutions and sales opportunities in the right hand column.