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® Magazine, Tonya 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.