Sales skills can be developed
XO Travel held a two-day tourism sales training in Chișinău, Moldova. Participants worked with real client enquiries and explored concrete steps from the first conversation to a booking.
Together with travel advisors, we examined the entire client journey: responding to enquiries, understanding a traveller’s motivation, presenting trips, answering questions and continuing the conversation after “I’ll think about it”.
We discussed practical questions:
- why a client might stop responding after receiving trip options;
- how to follow up without being intrusive;
- when a call is more appropriate and when to send a message;
- how to explain the value of more expensive trips;
- which working habits make it harder to help a client reach a decision;
- how voice, energy and emotional intelligence affect communication with travellers.
During the training, participants worked on their current enquiries: identifying next steps, planning client contact and returning to conversations that had stalled.
One takeaway from the training: professional sales depend on a clear working system, discipline and attention to the client’s needs.
Two days of practice, shared experience and collaboration with colleagues are part of professional development at XO. It's who you're with that matters!