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A discovery call isn’t just a step in the sales process, it’s a moment of truth. For DMCs, it’s the best chance to understand not just where  your travelers want to go, but why , when , and how  they want to experience it. At Odys  (and Mexikoo , my own DMC), we’ve learned that successful trips, and successful sales, don’t come from pushing a destination. They come from creating a connection. That connection begins with asking the right questions . Why Discovery Calls Matter

If you’re in the travel industry, and especially if you run or work in DMC, you’ve probably felt this hesitation: “Am I being annoying if I follow up again?” We used to feel the same at Mexikoo. We hesitated. We overthought. We told ourselves, “If they’re interested, they’ll reply.” But here’s the truth: We were losing sales, not because of price or quality, but simply because we didn’t follow up.

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