Posted on: May 28, 2025 at 5:25 PM
When it comes to selling river cruises, there’s one piece of advice that rings true time and time again: you have to experience it to sell it. There’s something uniquely magical about river cruising—the intimacy, the cultural immersion, the luxury—that simply can’t be fully understood until you’ve sailed one yourself. For new travel advisors, river cruising might seem scary, but it holds massive potential for building a loyal, high-value clientele. So, how do you go from zero experience to elite river cruise seller? The answer lies in a combination of first-hand experience, expert training, and knowing your clients needs.
Step One: Get Onboard and Experience the Product
First-hand experience is everything. When you sail on a river cruise, you’re not just learning—you’re living the product. You see the staterooms, taste the cuisine, and understand the onboard culture in a way no webinar can replicate. It's this authentic insight that builds trust with clients and allows you to confidently match them with the right product.
That’s why events like the ASTA River Cruise Expo are absolute game changers for advisors of all experience levels.
“The ASTA River Cruise Expo is an incredible opportunity for travel advisors, and, in my opinion, it is a do-not-miss event,” says Cruise Planners advisor Debra Thune. “There is only one time a year where you will have ships from so many different river cruise lines all in one place. Being able to do ship inspections, as well as have lunch and dinner onboard, provides an excellent opportunity to develop your first-hand knowledge.”
Beyond ship tours, these events offer advisors the chance to meet suppliers face-to-face, ask questions directly, and form relationships that can help you stand out in a competitive market.
Cruise Planners’ partnerships with top-tier suppliers like Tauck offer advisors extraordinary training opportunities. Recently, Cruise Planners chartered an entire Tauck river cruise to provide hands-on training en route to the ASTA Expo—an event that sold out fast and left a lasting impression.
“To understand what the ‘Tauck Way’ really means, you have to experience it,” Thune explains. “From pre-cruise communication to included transfers and surprise onboard gifts, Tauck delivers unforgettable moments—like a private evening at a palace in Vienna with champagne, music, and dancing. That’s the kind of detail you can share with clients when you’ve lived it yourself.”
Step Two: Take Advantage of Training
You don’t have to go alone—there are plenty of training opportunities offered by suppliers, the travel industry, and of course, Cruise Planners Home Office. From webinars and online modules to in-person immersive experiences, the resources are there for those who want to dive in.
One of the most impactful options is Sales Academy with Cruise Planners SVP Scott Koepf.
“Anyone who has attended a Sales Academy with Scott knows the value,” says Thune. “Scott is not only an excellent presenter, but also very entertaining. No matter how long you’ve been with Cruise Planners, you always walk away having learned something new.”
Events like Sales Academy also provide a wonderful opportunity to connect with fellow CP advisors, share strategies, and build your support network. That sense of community—fondly referred to as the Team in Green—is invaluable as you grow your business.
Cruise Planners Franchise Owner Ariel Chavez beside S.S. Maria Theresa.
Step Three: Know Your Audience
One of the most important skills in selling river cruises is understanding your clients and matching them to the right itinerary and experience.
According to Cruise Planners Travel Advisor and River Cruise expert Ariel Chavez, one of the best options for beginners is the Rhine.
“Germany and the Rhine River are a fantastic starting point for those new to river cruising,” says Chavez. “The itineraries are easy to access, incredibly scenic, and packed with cultural highlights—castles, vineyards, and charming towns. It’s an ideal introduction to what makes river cruising so special.”
Ask the right questions to find out what your client values; history, food, wine, pace, luxury, adventure. Be their guide to the product that fits. When you pair this insight with your own knowledge and enthusiasm, clients will see you as the trusted expert they can rely on for unforgettable journeys.
Want to Carve Out Your Own Specialty in Travel?
Even if you’ve never sold a cruise before, it’s never too late to start. With the right experience, training, and support, you can grow into a trusted expert in this high-potential niche. Want to explore other specialties, too? Download our free eBook, How to Choose YOUR Perfect Travel Niche, and discover how to find your focus, market your expertise, and build the business that fits you best.
Get the eBook now and start specializing with confidence!
