CTC Sales Strategy & Pipeline Management 3 — Questions and Answers
Question 1: Which sales technique involves asking a client questions that help them articulate their own needs, making the consultant's solution feel self-discovered?
- Hard closing
- Consultative selling (Correct answer)
- Cold calling
- Feature dumping
Correct answer: Consultative selling
Consultative selling focuses on asking diagnostic questions so the client arrives at the value of the solution through their own reasoning.
Question 2: A prospect says, 'I need to think about it.' The most effective response is to:
- Say 'No problem' and wait indefinitely
- Ask what specific concerns are making them hesitate (Correct answer)
- Immediately lower the price
- End the conversation to give them space
Correct answer: Ask what specific concerns are making them hesitate
Uncovering the underlying objection allows the consultant to address real concerns rather than leaving the sale in limbo.
Question 3: For a travel consultant, what does an 'ideal client profile' (ICP) primarily help define?
- Which airlines to book most often
- The characteristics of clients most likely to generate high lifetime value (Correct answer)
- The geographic regions to avoid selling
- The maximum group size to accept
Correct answer: The characteristics of clients most likely to generate high lifetime value
An ICP describes the demographic, behavioral, and budgetary traits of clients who are most profitable and easiest to retain long-term.
Question 4: A honeymoon couple books a $4,000 package. To maximize revenue, the consultant should next offer:
- A discount on their next booking
- Relevant upgrades such as a private airport transfer or ocean-view room upgrade (Correct answer)
- A refund policy explanation
- A cheaper alternative package
Correct answer: Relevant upgrades such as a private airport transfer or ocean-view room upgrade
Presenting relevant upgrades at the point of booking capitalizes on the client's enthusiasm and increases the transaction value.
Question 5: What is the primary purpose of a sales funnel in travel consulting?
- To track flight inventory availability
- To visualize and manage the journey of a prospect from awareness to closed booking (Correct answer)
- To calculate commission rates by supplier
- To organize airline reward points
Correct answer: To visualize and manage the journey of a prospect from awareness to closed booking
A sales funnel maps the progression of prospects through stages of awareness, interest, decision, and purchase to help manage conversion.
Question 6: When a competitor offers a similar package at a lower price, the strongest counter-strategy for a travel consultant is to:
- Match the competitor's price immediately
- Emphasize exclusive supplier relationships, personalized service, and after-sale support (Correct answer)
- Criticize the competitor's reputation openly
- Abandon the prospect and move on
Correct answer: Emphasize exclusive supplier relationships, personalized service, and after-sale support
Differentiating on service quality, supplier access, and support shifts the conversation from price to value.
Question 7: Which pipeline management behavior most commonly causes a consultant to miss revenue targets?
- Adding too many new leads each month
- Failing to regularly purge stale leads and focus on active opportunities (Correct answer)
- Responding to clients too quickly
- Using a CRM system
Correct answer: Failing to regularly purge stale leads and focus on active opportunities
Keeping stale leads inflates the pipeline, creates a false sense of security, and diverts attention from winnable deals.
CTC Sales Strategy & Pipeline Management 3
Which sales technique involves asking a client questions that help them articulate their own needs, making the consultant's solution feel self-discovered?