Consultative Selling for Travel Professionals
Learn to elevate travel sales by shifting from traditional selling to a consultative approach that captures leads, converts inquiries into bookings, and builds lasting client relationships.
@ Aeroclass
Course description
Converting queries to sales has never been more important. To be successful in selling travel, it is no longer enough to persuade—professionals must guide customers through their buying journey.
Today’s traveler arrives informed, having researched online, compared experiences across multiple sources, and drawn on peer recommendations. Instead of being “sold to,” they expect meaningful guidance and solutions aligned with their needs.
This class introduces the principles of Consultative Selling, where the travel professional acts as an advisor - helping customers clarify their needs and offering personalized solutions. Through interactive sessions, case studies, and practical exercises, participants learn how to build stronger customer relationships, provide tailored advice, and differentiate themselves in a competitive marketplace.
The course is built around three core stages:
- CAPTURE – How to attract customers to your agency
- CONVERT – How to shift inquiries into bookings
- CONQUER – How to transform transactions into long-term relationships
This training is ideal for both experienced and new travel professionals seeking to modernize their approach, enhance customer value, and grow revenue.
Learning outcomes
By the end of this class, participants will be equipped to:
- Understand the core principles of consultative selling
- Use needs-based questioning to identify customer priorities
- Apply the Reassure–Relate–Recommend model
- Leverage CRM to build and maintain customer relationships
- Identify upselling and cross-selling opportunities
- Strengthen personal branding and customer trust
Who should attend
- Travel consultants and agents
- Sales professionals in tourism and hospitality
- Customer-facing travel representatives
- Business development professionals
- Newcomers seeking to succeed in travel sales
Meet your instructor
Gavin Eccles
Gavin Eccles has over 30 years’ experience in marketing and strategic management, and in his consultancy and advisory positions, Gavin is responsible for ensuring the success of marketing, communication, and business planning strategies for a range of international organizations, where his client work has taken him across the globe in the design and delivery of client assignments. Gavin has extensive experience in developing business strategies and works alongside Senior Management to shape their corporate approach. This work has been conducted in international clients as diverse as American Airlines, British Airways, Marks and Spencer, Shell, BBC, Guinness, Marriott Hotels, and, most recently been developing airport strategies across Europe, the Caribbean, and the Middle East.
Why you should attend?
Travel demand is returning in an environment where customer expectations are higher than ever. Modern travelers seek hyper-personalized recommendations, transparency, and authentic guidance. The abundance of online information means customers now approach travel providers with more knowledge - but also more confusion and competing options.
Industry dynamics, including increased competition, rapid digitalization, and shifting traveler motivations, are changing how services are purchased. Trust, relationship-building, and tailored advice have therefore become key differentiators.
Consultative selling is increasingly essential for commercial success in travel, helping organizations strengthen loyalty, increase repeat business, and adapt to evolving customer behavior.
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