How to Sell Cruises Step by Step

Nine steps from the first message to the welcome-home call.

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Here is how to sell cruises step by step, from the first message to the welcome-home call. The steps are the same for a weekend cruise and a world voyage; only the amount of detail changes.

How to Sell Cruises Step by Step

Step	What you do	Common mistake
1. Respond quickly	Acknowledge the inquiry the same day and set a time to talk.	Sending prices before you know anything about the client.
2. Qualify	Ask about travelers, reason, dates, pace, budget and must-haves.	Skipping it because the client asked for a specific ship.
3. Research	Shortlist sailings that fit the brief; compare inclusions like for like.	Comparing fares that include different things.
4. Present two or three options	Explain each in the client’s own words, with a clear recommendation.	Sending a long list and leaving the client to choose.
5. Hold and confirm	Place a courtesy hold if available; agree on the cabin, dining and extras.	Letting a good cabin go while the client thinks.
6. Take the deposit	Confirm the booking, send the line’s terms and the payment schedule.	Not explaining cancellation penalties up front.
7. Manage to final payment	Track the final payment date, watch for promotions, add flights, hotels, insurance and excursions.	Missing the final payment date.
8. Send documents and prepare	Check every detail; share packing and port advice.	Names that do not match passports.
9. Follow up	Call or write when they return; ask what they loved and where next.	Disappearing after the sale.

Between Deposit and Sailing

The months between deposit and departure are where the extra value of a cruise professional shows. Keep an eye on the booking: promotions sometimes change after a client books, and some can be applied to existing bookings depending on the line’s rules. Offer pre-cruise hotel nights, flights that arrive the day before, transfers and travel insurance, and explain why each one matters rather than adding it automatically.

Shore excursions are part of the same conversation. Our network’s port sites, such as Shore Activities, make it easy for clients to see what each port offers. For packing and documents, point them to Cruising Checklist.

Keep a simple tracker for every booking:

Deposit date and amount received
Final payment due date
Passport expiry dates for every traveler
Flights, hotels and transfers booked
Insurance offered, accepted or declined
Special occasions noted with the line
Documents sent and checked

After They Come Home

The last step is the one most often skipped, and it is where the next sale begins. A short call or note after the trip — what did you love, what would you change, where are you thinking of next? — tells the client you care about the trip, not just the transaction. It also gives you the best brief you will ever get for their next cruise. More on that in how to sell more cruises.

Booking Process Questions

When is final payment due on a cruise?

It depends on the line and on the length and type of sailing. Final payment is commonly due a few months before departure, and earlier for longer voyages and expedition trips. Check the line’s terms for each booking and put the date in your calendar the day you take the deposit.

Should I hold a cabin before the client decides?

Many lines let a travel professional place a courtesy hold for a short time. It protects a cabin the client likes while they talk it over. Tell the client exactly when the hold expires.

What do I check before sending documents?

Names exactly as on passports, dates of birth, the cabin number and category, dining choice, any special requests, flights and transfers, and the insurance decision. One careful check prevents most problems at the pier.

Travelers: Let Us Handle Every Step

From the first question to the welcome-home call, our cruise advisors at Mister Cruise take care of the details. Ask for free quotes.

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