How to respond when a client questions your value as a professional

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While talking with many of my travel consultant clients, I’ve noticed a recurring obstacle. When clients ask them to justify their compensation, whether it’s supplier commissions, service fees, or other professional fees and charges, they sometimes find themselves at a loss for words.

In a recent article from REALTOR® MagazineTonya Eberhart and Michael Carr give some great advice on how to move passed that and succinctly and effectively reply to those clients’ concerns.

The article is written for Realtors®, but the concept applies to sales professionals in many industries. Take a moment to read the authors’ ideas and let me know what you think in the comments below.


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