TRAD EN - Objections méthode AAA (V2)

Make sure there are no remaining objections

"I'm concerned about safety/the health situation."

Safety

"I don't have the time right now"

Time

"I'm not sure about the quality of the agency"

Prix

Reliability

"I need to check with my family/friends"

Inner Circle

"I found a cheaper option with a competitor"

Comparison

"I prefer to plan it myself"

Prix

Autonomy

"It's too expensive"

Price

Responding to Objections with the AAA Method

The goal is to reassure the traveler by providing concrete proof of our reliability and expertise, building trust, and overcoming any doubts.

💡 Answer

"Our agency, in partnership with Evaneos, stands out for its professionalism and the high standards of its support. To reassure you about our reliability, here are some key points to consider:" ➡️ References and testimonials: We have received a large number of positive reviews from clients who have benefited from our personalized service. We would be happy to share testimonials and concrete case studies with you. ➡️ Trusted partners: We work exclusively with local experts and carefully selected providers, ensuring a high level of quality and safety throughout your trip. ➡️ Comprehensive support: From start to finish, you will receive personalized support. A dedicated contact person will be available to anticipate and resolve any issues that may arise. ➡️ Transparency and certifications: We are transparent about our working methods and guarantees. Our certifications and authentic customer reviews reflect our commitment to quality and reliability. "These elements are here to reassure you that you are in good hands and that we are fully committed to providing you with a safe and exceptional travel experience."

"I’m not sure about the quality/reliability of your agency"

✅ Acknowledge: "You’re absolutely right — it’s essential to ensure that the agency organizing your trip is reliable and provides high-quality service. Trust is the foundation of a successful collaboration." ❓ Ask: "Could you clarify which aspects concern you the most?" - Is it the quality of our support, the transparency of the information, or perhaps past experiences that make you hesitate? "These details will help us address your concerns more accurately."

Tip: You’ll face this objection less often if you offer alternatives in your initial proposal, clearly specifying the corresponding supplements or deductions!

💡 Answer

The goal is to highlight the value behind the price by explaining what it includes while showing a willingness to adjust the offer to better match the traveler’s priorities.

➡️ If the traveler’s initial budget was lower than the offer: "To give you an idea, a trip of this type, with the included services, generally falls within this price range due to [explain the key factors influencing the price: season, accommodations, services, activities, etc.]."* *"That being said, if you'd like to adjust the budget, we can explore a few changes, such as [shortening the trip, choosing different accommodations, traveling during the low season]. Would you like to explore these alternatives together?" ➡️ If the traveler is comparing with a cheaper offer: "I understand — it's always helpful to compare. Have you noticed any differences in the services or inclusions? Sometimes offers that seem more attractive don’t include the same guarantees or conditions (insurance, flexibility, quality of accommodations, etc.). I’d be happy to help you analyze that if you’d like." ➡️ If the traveler simply wants to optimize their budget: "The goal is really to offer you the best experience while respecting your expectations. We can review certain aspects of the trip together to see how we can adjust the offer to fit your budget without compromising quality. Would you be interested in exploring some adjustments?"

"It's too expensive"

✅Acknowledge: "I understand that the price may seem high. The key is to ensure a good balance between budget and quality." ❓Ask "Could you tell me which elements you feel are too expensive? Is it compared to a budget you had set, a comparison with another offer, or a specific part of the trip that seems overpriced?"

The goal is to precisely identify the traveler’s concerns and provide reassuring, tailored answers, while strengthening their confidence in your expertise and ability to handle unexpected situations.

💡 Answer

"To guarantee your safety and peace of mind, here’s how we manage the situation:" ➡️ Monitoring and responsiveness: Our partner agencies monitor the health and geopolitical situation in real-time. They remain on high alert and inform us immediately of any significant changes. ➡️ Flexibility and guarantees: We offer highly flexible cancellation and modification policies. If unforeseen circumstances arise, we’re prepared to adjust your itinerary or arrange an early return, in line with official recommendations. ➡️ Careful partner selection: We work exclusively with local experts and carefully selected providers who follow strict safety standards and stay regularly updated on local developments. ➡️ Transparent communication: Throughout your trip, you’ll have access to a dedicated contact who will keep you informed of any updates and can act quickly in case of unforeseen events. "By choosing our services, you benefit from proactive and personalized support that places your safety at the heart of our priorities — allowing you to enjoy your trip with peace of mind, even in a changing global context."

"I’m concerned about safety/the health or geopolitical situation"

✅ Acknowledge: "You’re absolutely right — it’s essential to consider safety and health when planning a trip, especially given the sometimes uncertain global context." ❓ Ask: "To better understand your concerns, could you clarify which aspects worry you the most?" - Safety at the destination, health risks, or specific issues related to the destination? - Do you have any questions about the destination itself or how we handle unexpected situations?" "These details will help us provide you with tailored answers to address your concerns."

The goal is to show the traveler that we respect their need for time while remaining available to simplify the process. The idea is to offer flexible and efficient support, allowing them to move forward at their own pace, without pressure.

💡 Answer

"We understand how difficult it can be to find time to plan a tailor-made trip. That’s exactly why our role is to make your life easier. By starting now, you’ll benefit from several advantages:"➡️ Secure the best deals: Our local partners offer rates and availability that can change quickly. Starting early ensures you get the best value for your money and don’t miss out on unique opportunities. ➡️ Fast and simplified support: We can handle the most time-consuming tasks for you, such as researching flights and coordinating logistics. ➡️ Anticipate unexpected changes: By starting the process today, you’ll ensure optimal preparation — which is especially important when availability and travel conditions can change quickly. "In short, even if the timing doesn’t feel perfect, starting now guarantees a better travel experience and helps you avoid losing valuable advantages. Why not take a few minutes today to kick off the first steps and secure your project?"

"I don’t have time to deal with it right now "

✅ Acknowledge: "You’re absolutely right — your time is valuable, and planning a trip can feel overwhelming with a busy schedule." ❓ Ask: "To better understand, could you clarify what’s holding you back?" - Is it the overall planning process that feels too time-consuming? - Are there specific aspects of the proposal that you’re not fully comfortable with?"

The goal is to reassure the traveler by providing all the necessary information to help them convince their family and friends, highlighting the value, quality, and guarantees of the offer. This approach helps speed up and simplify the decision-making process by bringing all stakeholders together for a call.

💡 Answer (Répondre)

"To help you move the project forward under the best conditions, we can offer several solutions:"➡️ Comprehensive and personalized documentation: We can provide you with a detailed brochure, including testimonials and concrete examples, that you can share with your partner and family. ➡️ Group meeting: We can arrange a phone call or video conference with all the decision-makers to answer their questions directly. ➡️ Individual meeting: If any of them would like to discuss specific details directly with us, we are available to schedule personalized meetings. "The goal is to make sure everyone feels involved and reassured about the project, which will help facilitate a collective decision."

"I need to check with my family/friends "

✅ Acknowledge: "You’re absolutely right — it’s important that everyone involved feels comfortable with the plan." ❓ Ask: "Could you let me know who else will be involved in making the decision?" - Would you like us to arrange a meeting or call with all the decision-makers to answer any questions they might have? - Are there any specific concerns your family or friends have? "This will help us adjust our presentation and provide clear answers to everyone."

The goal is to show the traveler that they can combine autonomy and expert support by co-designing a tailor-made trip. This allows them to optimize their budget, save time, and benefit from your expertise for a unique and responsible experience.

💡 Answer

"While organizing your own trip may seem more economical, our support often helps you achieve real indirect savings and optimize your investment:"➡️ Time and expertise savings: We help you avoid costly mistakes and save valuable time thanks to our deep knowledge of the destination and its providers. ➡️ Access to negotiated rates: Through our network, we can secure preferential rates and exclusive benefits that are not always available when booking independently. ➡️ Flexibility and collaboration: You can choose to handle certain aspects yourself while relying on our expertise for the more complex parts or to get expert advice — ensuring the perfect balance between autonomy and peace of mind. "In short, our goal is to maximize the value of every euro invested while giving you the freedom to personalize your experience according to your preferences."

"I prefer to plan it myself"

✅ Acknowledge: "You’re absolutely right — it’s important to feel in control of your trip’s organization, and it’s completely understandable to want to optimize your budget by booking independently." ❓ Ask: "What’s your main motivation for planning the trip yourself?" - Is it to save on agency fees? - Do you prefer to personally handle certain aspects to ensure every expense aligns with your expectations? "Understanding these points will help us figure out how we can support you while respecting your desire for autonomy."

Tip: You’ll face this objection less often if you offer alternatives in your initial proposal, clearly specifying the corresponding supplements or deductions!

The goal is to highlight the added value of your offer beyond just the price. Encourage the traveler to compare the full range of services, quality, and guarantees included, rather than focusing solely on the cost. This helps justify your positioning and, if necessary, allows you to adjust the proposal to better meet their expectations.

💡 Answer

"Our proposal stands out not only for the quality of the services but also for the expertise and personalized support we provide. Here are some key points to consider:" ➡️ Local expertise and tailor-made experience: Every trip is designed around your specific desires and needs. We work closely with local experts who know the destination inside out to create an authentic itinerary tailored to your expectations. ➡️ Comprehensive support: Our offer includes personalized support at every step, from trip planning to your return. You’ll have a dedicated point of contact who will anticipate and handle any issues that may arise. ➡️ Guarantees and security: Our rates also reflect the level of security and quality we guarantee. This includes partnerships with carefully selected providers and solutions in case of schedule changes or issues on site. "It’s common for a cheaper offer to mean standardized service or limited options. Let’s discuss it together to make a precise comparison and adjust our proposal to better fit your expectations!"

"I found a cheaper option with a competitor"

✅ Acknowledge: "You’re absolutely right to compare offers — it’s essential to make sure you’re getting the best option for your needs and budget." ❓ Ask: "Could you clarify exactly what the competitor’s offer includes?" - Is the offer personalized and does it include full support from start to finish, including on-site assistance? - Have you noticed any differences in terms of quality, local expertise, or guarantees in case of unexpected issues?"