Industry
Travel & Hospitality
Travel & Hospitality
Objection Handling

I prefer to book directly with hotels or resorts for better deals.

Underlying Concerns:

  • The prospect may believe they’ll get lower rates and better deals by booking directly with the hotel or resort.
  • They might think that booking through a third-party service adds unnecessary costs or restricts access to exclusive offers provided directly by the property.
  • They likely need reassurance that your service offers unique value, such as additional perks, convenience, or access to special rates not available directly.
  • The prospect wants to know that booking through your service provides tangible benefits that justify any potential price difference.

How to Tackle the Objection:

  1. Acknowledge their preference for direct bookings: Show empathy by recognizing that direct bookings can seem like a better way to save money.
  2. Highlight value-added perks and exclusive offers: Emphasize the additional benefits they’ll get by booking through your service, such as room upgrades, complimentary services, or special packages.
  3. Emphasize convenience and hassle-free planning: Reassure them that booking through you saves them time and effort by handling all the logistics and offering personalized recommendations.
  4. Mention price-matching or special partnerships: If applicable, point out that your service might offer price-matching guarantees or has exclusive partnerships with certain hotels, ensuring competitive rates.

Sample Script (Detailed and Simple Language):

Prospect: "I prefer to book directly with hotels or resorts for better deals."

You: "I completely understand, [Prospect’s Name]. Booking directly can sometimes feel like the best way to get a deal, especially when you’re looking for the best rates."

  • "One thing that sets our service apart is the exclusive perks and benefits we can offer, which you typically wouldn’t get with a direct booking. For example, many of our clients enjoy [mention perks like free breakfast, room upgrades, spa vouchers, or late checkout]. These extras add up to a lot of value and enhance the overall experience."

  • "Additionally, we have special partnerships with hotels and resorts that allow us to offer competitive rates and packages you won’t find online. In some cases, we can even price-match direct rates and still include extra perks to make your stay more enjoyable."

  • "And of course, booking through us means you don’t have to worry about managing all the details yourself. We take care of everything from booking confirmation to coordinating any special requests, so you can relax and enjoy your trip. Would it be helpful if I shared a few examples of how our packages add value over standard direct bookings?"


Probing Questions to Engage the Prospect:

  • "Are there specific deals or perks you look for when booking directly? I can show you how we can match those while adding extra value."
  • "Have you had any issues with direct bookings in the past, like limited flexibility or cancellation policies? We offer flexible options and dedicated support to make sure your trip goes smoothly."
  • "Would a breakdown of our exclusive perks and benefits help you see the added value in booking through us?"

Call to Action:

Offer to provide a breakdown of exclusive perks or show examples of packages that include unique benefits beyond what they’d get with a direct booking, helping them see the added value in your service.

Example:
"Let’s go over a breakdown of the additional perks you’d receive by booking through us. I can also show you a few examples of how our packages compare to direct bookings, including added value that enhances the experience. Does that sound good?"


Key Points to Emphasize:

  1. Exclusive Perks and Benefits: Highlight value-added perks such as room upgrades, complimentary breakfast, spa access, or VIP services that are included in your packages but typically aren’t available with direct bookings.

  2. Competitive Pricing and Price Matching: Reassure them that you offer competitive rates and, in some cases, can even match direct booking prices while adding extra benefits.

  3. Convenience and Peace of Mind: Emphasize the convenience of booking through your service, including handling all logistics, special requests, and providing dedicated support in case anything changes.

  4. Special Partnerships with Hotels: Mention any exclusive partnerships with hotels or resorts that allow you to offer special deals or access to premium amenities not available with a direct booking.

More scripts

Use For:
Warm Lead
Calling Outcome (your Goal):
Qualification
Industry:
Travel & Hospitality
Use For:
Warm Lead
Calling Outcome (your Goal):
Sales Pitch/Qualification
Industry:
Travel & Hospitality
Use For:
Warm Lead
Calling Outcome (your Goal):
Sales Pitch/Qualification
Industry:
Travel & Hospitality
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