The key to selling better holidays? Ask smarter questions from the start.
In the world of travel sales, your ability to plan the perfect trip doesn’t begin with brochures or bookings — it starts with conversation. When it comes to
client consultation travel, the questions you ask early on can make or break the holiday experience.
At The Independent Travel Consultants, we believe a great consultation is more than ticking boxes — it’s about unlocking your client’s dreams, surfacing hidden expectations, and tailoring every part of the journey to fit their lives, values, and interests. This article walks you through exactly what to ask before you plan, why it matters, and how to turn every conversation into a conversion.
Why Client Consultations Are the Foundation of Travel Success
Let’s be blunt: you can’t sell travel properly without a proper consultation. Guesswork leads to generic quotes, missed details, and ultimately, unhappy clients. A strategic consultation ensures:
- You understand the real purpose behind the trip
- Your recommendations are more accurate and inspiring
- You position yourself as a professional, not just a seller
- You reduce revisions, rework, and follow-up admin
- You close sales faster — and with higher value
Whether you’re new to travel or refining your approach,
nailing the client consultation is one of the most valuable skills you’ll ever develop.
Before You Begin: Set the Scene
Your consultation should feel relaxed, natural, and all about the client. Start with:
- A short intro about who you are and how you work
- Reassurance that the call is exploratory, not salesy
- An open invitation to ask questions any time
- A clear explanation that the more detail they give, the better you can tailor the trip
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Pro tip: If you’re working via video or phone, have a notepad or CRM open to capture responses live — this saves you from chasing info later.
The 12 Most Powerful Questions to Ask in a Travel Consultation
These questions aren’t just about logistics — they’re designed to reveal desires, expectations, priorities, and preferences so you can build a trip that wows.
1. What’s the main reason for this trip?
Holidays are rarely just “holidays.” They’re escapes, celebrations, reunions, healing breaks, or bucket-list dreams. Knowing the emotional driver helps you craft something meaningful.
2. Have you travelled recently — and what did you love (or hate) about it?
This gives insight into their style, comfort levels, and any red flags to avoid. If they hated big resorts or had a nightmare flight, you’ll know what not to repeat.
3. Who’s coming along?
A solo traveller, a honeymoon couple, a group of friends, or a multi-generational family each need different things. This helps you plan for everyone’s needs — and consider rooming, excursions, and pace.
4. What kind of experience are you looking for?
Try to go deeper than “relaxing” or “adventurous.” Offer prompts: “Are you picturing beach time, cultural experiences, wildlife, nightlife, wellness, food, or something totally different?”
5. What’s your ideal travel date or window?
This helps you check availability, guide them around price peaks, and flag events or climate factors that might affect the trip.
6. How long would you like to be away?
Some clients may not realise they can stretch their trip with overnight flights or save money by shifting a day or two — so help them think it through.
7. Do you have a destination in mind — or are you open to suggestions?
If they have somewhere in mind, great. If not, this is your chance to inspire. Use their interests and travel history to offer ideas they might not have considered.
8. What’s your rough budget?
Don’t be shy. Phrase it as: “To make sure I recommend the right options, can you give me an idea of the budget you’re working with, even if it’s flexible?” Then clarify if that includes flights, meals, or extras.
9. Are there any non-negotiables?
Whether it’s a direct flight, adults-only hotel, or mobility access, knowing the deal-breakers up front will save you (and them) a lot of frustration.
10. Do you have any travel restrictions, health considerations, or accessibility needs?
This helps you plan appropriately and demonstrates your professionalism and care.
11. What kind of accommodation do you prefer?
Hotel, villa, cruise, safari camp, city apartment? Boutique, five-star, eco, adult-only? Pool access, sea view, private balcony? Get them talking in detail.
12. How involved do you want to be in the planning?
Some clients want to see every option. Others want you to just “make it happen.” Clarify this early to set expectations and avoid overwhelm.
Beyond the Basics: Questions That Spark Emotion and Loyalty
Once you’ve covered logistics, ask something more human:
“What would make this trip unforgettable for you?”
“If you could do one thing you’ve never done before, what would it be?”
“What would make this feel like incredible value for money?”
These responses often uncover emotional hooks you can use to create a truly special itinerary — and an even stronger bond with your client.
Jamie Says:
“I always say: you’re not just planning a holiday, you’re curating an experience. The best travel consultants know how to listen between the lines. It’s not just about where they go — it’s about how they want to feel when they get there.”
Common Mistakes to Avoid in Client Consultations
Avoid these all-too-common pitfalls that can lead to lost sales or bad experiences:
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Jumping into recommendations too early — Wait until you have the full picture.
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Asking closed questions — You want detail, not yes/no answers.
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Talking too much — You should be listening 80% of the time.
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Ignoring body language or tone — Especially on video, watch for hesitation or enthusiasm.
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Skipping follow-ups — Always send a summary or next steps email promptly.
How We Train Our Consultants to Master the Art of the Travel Consultation
At The Independent Travel Consultants, we offer dedicated training on how to lead powerful, effective consultations that convert. This includes:
- Live roleplay sessions and scripts for new agents
- Templates for note-taking and follow-up
- One-to-one mentoring for trickier client scenarios
- Examples of how to handle objections with empathy
Whether you’re new to selling or looking to sharpen your approach, we’ll help you become a master of meaningful consultations.
Personalisation = Profit
When you ask the right questions, you stop being “just another agent” and become a trusted expert. You’ll sell higher-value trips, build loyalty, and generate referrals organically. A well-handled consultation is the best marketing you’ll ever do.
The Independent Travel Consultants Difference
We don’t give you scripts and send you off — we coach you, support you, and help you build meaningful client relationships that result in more bookings and better reviews. That’s why our consultants succeed.
Because when you really listen to your clients — you don’t just book trips. You build dreams.
Ready to Put These Questions Into Practice?
If you’re an aspiring or existing travel homeworker looking to refine your approach, you’ll love our hands-on support, flexible working style, and commitment to your success.
🔶 Talk to us today about how The Independent Travel Consultants can help you build a travel business that puts people first.
🔷 Fill in our
quick enquiry form and one of our team will get in touch with personalised next steps.
