Selling Strategies
Leading with Value
Lead with Value, Not Price
Clients who book air through Regal Wings are investing in a service, not just a seat. Your role is to frame the conversation around outcomes — reliability, flexibility, support — before price ever enters the discussion.
Open with outcomes
Ask where they're going and why. Tie the air ticket to the experience — arriving rested, sitting together, having flexibility to change plans.
Anchor on risk, not cost
A $400 savings means nothing if a $150 change fee, a missed connection, or a lost upgrade disrupts their trip.
Use social proof
'Our clients who book air with us never go back to doing it themselves.' Share a brief story when relevant.
Position yourself as the expert
You have access to inventory, routing logic, and support they can't get online. That's worth something.
'Instead of leading with price, try: "Let me tell you what's included when we handle your air." Then describe the service — monitoring, reissues, proactive rebooking. The price conversation becomes much easier after that.'
Ask the Right Qualifying Questions
Use these questions early in every air conversation to understand client needs and set yourself up for the right recommendation.
| QUESTION | WHY IT MATTERS |
|---|---|
| "What's your travel style — direct flights or open to connections?" | Helps route premium vs economy; identifies loyalty to hubs |
| "Have you earned any status or miles you'd like to use or protect?" | Unlocks upgrade conversation and loyalty alignment |
| "What's your flexibility on dates?" | Opens up fare options and award inventory windows |
| "Is this trip tied to a cruise or event with a fixed arrival time?" | Critical for scheduling — missed air = missed trip |
| "Have you ever had a flight disruption? How was it handled?" | Creates space to introduce Regal Wings' monitoring value |
| "What's your budget for air?" | Sets expectation guardrails and opens premium cabin framing |
Set Proper Expectations on Cost
Sticker shock is the #1 reason clients hesitate on air. Get ahead of it by anchoring expectations before you present options.
| Economy / Premium Economy | $600–$1,800 per person (transatlantic), $400–$900 (domestic long-haul) |
| Business Class | $2,500–$6,000 per person (transatlantic), $1,200–$2,800 (domestic) |
| First Class / Suites | $6,000–$15,000+ per person — worth every dollar for the right client |
| Award Tickets | Mileage cost + fees; Regal Wings does not book with miles, nor is a mileage broker |
Create Urgency to Book
- Award space and premium cabin availability disappears fast — especially over holidays and peak travel seasons.
- Pricing algorithms are dynamic. A fare quoted today may be 15–30% higher tomorrow.
- Group blocks and preferred seat clusters close 60–90 days before departure.
- Clients traveling for events (weddings, celebrations) often wait too long — communicate the risk clearly.
- Visa processing, ESTA requirements, and APIS data need time — don't let air delay the whole itinerary.
Overcome Common Objections
Use these scripted responses as a starting point. Adapt them to your own voice and your client's personality.
CLIENT OBJECTION
"It's too expensive."
YOUR RESPONSE: "I completely understand — it's a real investment. But let me ask: what would it cost you if your flight was cancelled the night before your cruise? We monitor your ticket, rebook proactively, and have a 24/7 concierge. That peace of mind has real value."
CLIENT OBJECTION
"I'll just book it online myself."
YOUR RESPONSE: "Totally fair — you can. But online booking locks you into one itinerary with no support layer. We have access to consolidated fares, negotiated contracts with airlines, and can often match or beat what you'd find. Plus, if anything goes wrong at 2am, we're there."
CLIENT OBJECTION
"We've always flown economy."
YOUR RESPONSE: "We understand, but let me show you what business class actually costs on this route, and what you get. For a 9-hour overnight flight, some clients find the upgrade pays for itself in energy and sleep."