If you’ve started a travel business, you’ve stepped into the role of storyteller, trip planner, logistics pro…and salesperson. But don’t worry, you don’t need a flashy pitch or decades of experience to sell travel effectively. You just need a solid sales process, a little practice, and the confidence to follow through.
At Levarté Travel, we believe every travel advisor can sell with ease using this simple, proven framework. These steps work together to help you guide the conversation, build trust, and book confidently. Let’s break it down.
1. The Open: Set the Stage
This is your chance to make a warm, engaging first impression. Whether it’s a discovery call or a casual DM conversation, the goal is to connect. Ask a few open-ended questions, show genuine interest, and set expectations for how you’ll work together. This builds trust and establishes that you’re a professional, not just someone who “books trips.”
Example openers:
- “Tell me about your ideal vacation. What’s a dream day look like?”
- “Have you worked with a travel advisor before?”
2. Qualify the Client: Understand the Who, What & Why
Before you make any recommendations, get to know your client’s travel style, budget, must-haves, and timeline. This step helps ensure that what you present later actually fits.
You might ask:
- “What kind of vibe are you looking for—relaxed, adventurous, romantic?”
- “What’s your comfortable budget for this trip?”
This is also when you gently weed out browsers from buyers. Qualifying helps you spend your time wisely and match the right trips with the right travelers.
3. Make Your Recommendation: Curate, Don’t Overload
Now that you understand your client’s preferences, it’s time to shine. Present 1–3 thoughtfully selected options that align with everything they told you. This shows you’ve been listening and builds confidence in your expertise.
🔑 Pro tip: Avoid overwhelming your client with too many choices. Our brains can’t process endless options, and too many details can create decision fatigue. Less is often more.
4. Overcome Barriers: Handle Objections with Empathy
Objections are part of the process. Don’t take them personally. Instead, get curious.
If a client hesitates on price, you might say:
- “Let’s talk about what’s most important to you. We can always look at options that still deliver a great experience within your comfort zone.”
If they’re worried about timing or flexibility, walk them through travel insurance, cancellation policies, or alternate dates. Your job isn’t just to sell, it’s to support.
5. Close the Sale: Ask for the Business
Here’s where many advisors hesitate, but a great close doesn’t have to feel pushy. A confident, clear next step builds momentum and shows your client that you’re ready to help them take action.
Try:
- “Which option feels like the best fit for you?”
- “Ready to lock this in so we can grab those great rates?”
Don’t let the conversation trail off. Your confidence helps your client feel secure in their decision.
Bonus Tip: Know When to Stop Pitching
One common mistake? Overselling. If you’ve made your recommendation, handled objections, and given time to process—stop. Resist the urge to throw in “just one more option.” Let your client think, respond, and take the next step.
The Takeaway: Practice Makes It Natural
When you treat your sales process like a skill – not a script – it gets easier. With practice, these steps will become second nature, and your confidence will grow with every booking.
At Levarté Travel, we equip our advisors with ongoing training, mentorship, and real-world tools to master the sales process and build a thriving business. Because when you sell better, you earn better – and that’s what we’re here for.