CTC Negotiation & Closing Techniques 2

Question 1

A client says 'I need to think about it' after you've presented a cruise package. Which closing technique is most appropriate?

Accepted Answer

Ask what specific concerns they need to think through

Answer

Asking about specific concerns uncovers the real objection, allowing you to address it directly rather than guessing or applying pressure.

Question 2

In a negotiation with a hotel vendor for group rates, what is the most effective opening strategy?

Accepted Answer

Open with a rate lower than your target to create negotiating room

Answer

Opening below your target rate creates negotiating room so you can reach your actual goal while the vendor feels they've won a concession.

Question 3

Which of the following best describes the 'assumptive close' technique?

Accepted Answer

Behaving as if the client has already decided to buy

Answer

The assumptive close involves speaking and acting as though the sale is already made, such as asking 'Would you prefer a window or aisle seat?' rather than 'Would you like to book?'

Question 4

A corporate client pushes back on your agency's service fees. What is the most professionally sound response?

Accepted Answer

Justify the fee by articulating the value and expertise it represents

Answer

Linking your fee to specific value—itinerary customization, vendor relationships, crisis support—reframes cost as investment rather than expense.

Question 5

Which nonverbal signal most strongly indicates a client is ready to close?

Accepted Answer

Asking detailed questions about payment and departure dates

Answer

Questions about logistics like payment methods and specific dates signal that the client is mentally moving into ownership of the trip.

(CTC) Certified Travel Consultant Practice Test

(CTC) Certified Travel Consultant Practice Test

CTC Negotiation & Closing Techniques 2