CTC Sales Strategy & Pipeline Management 3

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?

Accepted Answer

Consultative selling

Answer

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:

Accepted Answer

Ask what specific concerns are making them hesitate

Answer

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?

Accepted Answer

The characteristics of clients most likely to generate high lifetime value

Answer

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:

Accepted Answer

Relevant upgrades such as a private airport transfer or ocean-view room upgrade

Answer

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?

Accepted Answer

To visualize and manage the journey of a prospect from awareness to closed booking

Answer

A sales funnel maps the progression of prospects through stages of awareness, interest, decision, and purchase to help manage conversion.

(CTC) Certified Travel Consultant Practice Test

(CTC) Certified Travel Consultant Practice Test

CTC Sales Strategy & Pipeline Management 3