Objective:
Train freshers to handle live travel inquiries, gather requirements, present itineraries, give quotations, handle objections & close sales.
Duration: 2–3 hours (Flexible)
🔥 1. Structure of Mock Sales Training
Session 1 – Customer Inquiry Simulation (15 min each)
Trainee plays: Sales Executive
Trainer plays: Customer
Session 2 – Objection Handling Role-Play
Trainer gives surprise objections.
Session 3 – Quotation Presentation Simulation
Session 4 – Closing the Sale + Follow-Up Simulation
🔥 2. 10 Real Customer Inquiry Scripts (Trainer Will Use)
These are realistic scenarios for mock calls/chats.
Scenario 1: Kerala Family Inquiry
“Hi, I want a Kerala trip for 5 days. 4 adults + 1 kid. Tell me options.”
Skill tested: Requirement gathering + itinerary suggestion.
Scenario 2: Kashmir Honeymoon Inquiry
“We want Kashmir honeymoon in March. But we want only snow places. Suggest me.”
Skill tested: Destination knowledge + expectation handling.
Scenario 3: Goa Friends Trip
“Bro, give cheapest Goa package. We are 6 people.”
Skill tested: Budget handling + clarity questions.
Scenario 4: Thailand 3N/4D
“I want Bangkok Pattaya package. But hotel must be very good and price must be low.”
Skill tested: Matching expectations vs reality.
Scenario 5: Singapore + Malaysia
“Give me full package including everything. Nothing extra.”
Skill tested: Explaining exclusions politely.
Scenario 6: Dubai Premium
“I want premium Dubai package but under ₹45,000.”
Skill tested: Upsell + alternative options.
Scenario 7: Sri Lanka
“We are senior citizens. Don’t give too much travel. Simple package.”
Skill tested: Designing soft itineraries.
Scenario 8: Bali Honeymoon
“My friend got villa + floating breakfast + candlelight for 45k. Give same.”
Skill tested: Competitor price handling.
Scenario 9: Maldives
“Send me Maldives package. Want water villa but budget ₹50,000.”
Skill tested: Handling unrealistic expectations professionally.
Scenario 10: Mauritius
“What is the best month to go? And what’s the best hotel?”
Skill tested: Destination expertise + building trust.
🔥 3. How Trainees Should Respond (Evaluation Points)
Every response must follow the 5-point sales framework:
✔ 1. Greeting
“Namaste sir, welcome to IndiaTourPackages.com 😊”
✔ 2. Requirement Questions
Ask the 7 mandatory questions (destination, dates, travellers, budget, hotel type, pickup, special needs).
✔ 3. Short Itinerary Suggestion
Give simple 3–4 line overview, not lengthy text.
✔ 4. Ask Permission to Send Quotation
“Shall I send 2 options—budget & standard?”
✔ 5. Closing Line
“Should I check availability for your dates, sir?”
Trainer must grade each point.
🔥 4. 10 Mock Chat Conversations (Practice)
These help trainees practice real WhatsApp style.
Mock Chat 1: Kerala
Customer: Send Kerala plan
Trainee: “Sure sir! May I know dates, number of people & hotel type you prefer?”
Mock Chat 2: Price Objection
Customer: “Your price is high.”
Trainee: “I understand sir. Let me recheck a more economical hotel option for you.”
Mock Chat 3: Silent Customer
Customer (No reply)
Trainee: “Good morning sir 😊 Just checking if you reviewed the plan. Shall I share a budget-friendly version?”
Mock Chat 4: Cheaper Competitor
Customer: “Another agent is cheaper.”
Trainee: “Sure sir, prices vary based on hotel quality. Let me match the price with better hotels.”
Mock Chat 5: Free Upgrades Demand
Customer: “Give me complimentary candlelight dinner.”
Trainee: “Let me check availability sir, I will try my best to arrange it for you.”
🔥 5. Objection Handling Simulation (Day 18–19 Applied)
Trainer gives random objections during the mock call:
- “Price is high”
- “I need discount”
- “I saw bad reviews”
- “I want to cover more sightseeing”
- “Why should I book with you?”
- “I will think and tell”
- “Send exact timings”
- “Why Munnar? Why not Ooty?”
Trainee must answer using AAA Formula
(Acknowledge → Assure → Answer)
🔥 6. Quotation Presentation Simulation
Trainer asks:
“Explain your quotation to me in 20 seconds.”
Trainee must clearly present:
- Total price
- Hotels
- Inclusions
- Exclusions
- Why this package is good
- Ask closing question
🔥 7. Closing Practice (Very Important)
Trainer acts as customer giving buying signals.
Trainee must close with:
- “Shall I block the rooms, sir?”
- “If we confirm today, we can secure the price.”
- “Shall I prepare payment link for booking amount?”
🔥 8. Evaluation Sheet (Trainer Use)
Each trainee is scored on:
| Skill | Marks |
|---|---|
| Greeting & professionalism | 10 |
| Requirement questions | 15 |
| Destination knowledge | 15 |
| Quotation presentation | 10 |
| Objection handling | 20 |
| Follow-up technique | 10 |
| Closing skill | 20 |
| TOTAL | 100 |
🔥 9. Trainee Assignments – Day 22
Task 1:
Do 3 mock calls (recorded) with a partner.
Task 2:
Handle 10 objections in chat.
Task 3:
Prepare WhatsApp quotes for 3 packages.
Task 4:
Write closing scripts for 5 situations.
Task 5:
Create a “lead to booking” flow (10 messages).