You must have done something right, Mr. or Ms. Travel Professional. Your marketing must be working. The prospective client called and asked to meet with you. You chose a great meeting location, maybe your agency office, maybe a coffee shop. You dressed the part, you rehearsed the meeting and prepared well. You made a terrific presentation. Now it’s time to ask for the prospective client’s business. You can feel the tension. Why is closing so difficult?
Because we make it difficult. Is there any possibility shifting from a transactional model to a relationship/consulting model will remove some of the pressure of “the close?”