The package is too expensive compared to DIY options.

Underlying Concerns:

• The prospect might feel that they can save money by booking flights, hotels, and activities on their own, rather than paying for a complete package.
• They may not see the added value of a package and need clarification on what makes your offering unique, convenient, or cost-effective in the long run.
• They might be overlooking the hidden costs and time-consuming aspects of DIY planning.
• The prospect needs reassurance that the convenience, exclusive perks, and hassle-free experience provided by your package justify the price.

How to Tackle the Objection:

1. Acknowledge their cost-saving perspective: Show empathy and recognize that saving money by doing things yourself is appealing.
2. Highlight added value and convenience: Emphasize that with your package, they get a hassle-free, well-curated experience that saves them time, effort, and potential headaches.
3. Emphasize exclusive perks and unique experiences: Point out any exclusive benefits included in your package, such as access to special events, VIP treatment, or unique local experiences that aren’t easy to arrange independently.
4. Explain the hidden costs and risks of DIY: Mention that DIY options can come with unforeseen costs and logistical challenges that may end up being more costly in the long run, both financially and in terms of time.

Sample Script (Detailed and Simple Language):

Prospect: "The package is too expensive compared to DIY options."

You: "I completely understand, [Prospect’s Name]. It can definitely seem more economical to book everything yourself, especially with so many options online."

• "One of the biggest advantages of our package is that it’s designed to give you a hassle-free experience. We handle all the logistics—from airport transfers to curated excursions—so you can focus on enjoying your trip rather than spending hours coordinating details. Many of our clients have found this makes a huge difference in their overall experience."

• "Additionally, we include exclusive perks that are hard to access through DIY planning. For example, our package comes with [mention perks, such as private tours, VIP access, complimentary meals, or upgrades], which add a unique touch to the journey. These experiences are often difficult to secure on your own."

• "DIY options also tend to have hidden costs and risks, like last-minute price changes, unexpected fees, or limited flexibility if plans change. With our package, you get transparent pricing and full support if anything unexpected comes up. Would it be helpful if I shared a breakdown of these added benefits to give you a clearer picture?"

Probing Questions to Engage the Prospect:

• "What parts of the trip are most important to you—convenience, unique experiences, or budget? Our package is designed to maximize those without the usual travel stress."
• "Have you tried DIY travel planning in the past? Many clients tell us they didn’t realize how time-consuming it can be until they did it themselves."
• "Would an overview of the exclusive perks and experiences included in our package help illustrate the added value?"

Call to Action:

Offer to provide a detailed breakdown of the exclusive benefits and added conveniences of the package, or share a client testimonial from someone who initially considered DIY but ultimately found value in your package.

Example:
"Let’s go over a breakdown of the exclusive perks and conveniences included in this package. I’d be happy to show you how these elements add significant value beyond what’s possible with DIY planning. Does that sound helpful?"

Key Points to Emphasize:

1. Hassle-Free Experience: Reassure them that with your package, they don’t have to worry about planning, booking, or coordinating—everything is handled so they can fully enjoy the experience.

2. Exclusive Perks and Access: Highlight any unique experiences or perks that are difficult to obtain independently, such as VIP access, special tours, or upgrades.

3. Hidden Costs and Risks of DIY: Mention that DIY planning can come with unforeseen expenses, time-consuming logistics, and the risk of something going wrong without support, making the package a more reliable option.

4. Transparent Pricing and Support: Emphasize that your package offers clear pricing with no hidden fees and full support if issues arise, providing peace of mind throughout their trip.