Holiday Autos Middle East introduces sales training initiative for region's travel agencies

Designed to provide sales people with comprehensive information on the process of booking leisure hire cars, advice and guidelines on selling methods and techniques, as well as details of the benefits to travel agencies of selling car rental agreements.

'The most effective method for selling car rental is based on asking customers the right questions, being knowledgeable about the features and benefits of each product, being prepared for objections, and then closing the sale,' says Ben Kurian, Sales Manager at Holiday Autos Middle East. 'The additional knowledge and skills gained by travel agencies following the Holiday Autos Middle East sales training guidelines will help ensure that their customers receive excellent customer service, whilst generating additional revenue for the travel agency and commissions for the booking agent.'

The Holiday Autos Middle East sales training guidelines are contained in two documents, each of which has an accompanying questionnaire to test the agents' understanding of the contents. Agents returning the questionnaires to Holiday Autos will be recognised with the award of a certificate of completion. The company's aim was to keep the guidelines short and simple, designed specifically for busy travel agents who need to acquire information about a broad range of services quickly and efficiently.

'Selling ancillary travel services, such as travel insurance and car rental, has become much more important to travel agencies, since European airlines stopped the agents' commissions on ticket sales,' explains Nazar Musa, Managing Director of Holiday Autos Middle East, 'The commissions from these ancillary services can help compensate for this loss of income and a greater focus on a broader 'travel consultancy' approach to servicing customers can help reposition travel agents and allow them to generate additional fees. With this sales training initiative, Holiday Autos is trying to enhance the selling skills of our agents and support the development of these travel companies into a new breed of consultants that will continue to thrive in the region.'