Ask at your depth
?
4 questions, or 20, your call
?
Open-ended, all about them
?
Match the depth to the trip
Don't interrogate a weekend, don't wing a honeymoon
Draw out the dream
1
The dream under the request
they ask for a place, you find the why
2
The occasion, feeling, who
"what should this trip feel like?"
3
Talk less, write it down
listen more than you speak
They often don't know until you ask well
Reflect it back
✓
"So what I'm hearing is…"
now they feel understood
✓
Capture it in your system
into Tern, so nothing leaks
✓
Toward the proposal
now you can truly recommend
Understand them best, win the booking
Logistics tell you what they asked for. Dream questions tell you what they want. The one who listens best earns the booking.