Become the Exception: Prospect Meetings That Get Results, Part 1 | TravelResearchOnline

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Become the Exception: Prospect Meetings That Get Results, Part 1

Our profession has an old saying: “Selling is a contact sport.” This means that to sell something, you must meet with your prospect. You have to put your face in front of people before you can establish rapport and make them feel comfortable enough to do business with you.

You’ve been working hard to identify and pre-qualify prospects. You’ve been contacting individuals asking for a few minutes of their time so you can outline your program and its benefits. So what if everything you have done actually works? What do you do if your prospect agrees to meet with you?

Click here to grab your own copy of "Become the Exception"

Click here to grab your own copy of “Become the Exception”

Many salespeople (travel agents) who are successful getting appointments fail when it comes to being prepared to meet with a prospect and take the relationship to the next level. All too often these agents resort to what comes naturally — reciting their agency’s background and track record. They simply become a talking brochure. If you simply recite your agency’s brochure (“We have six agents; We’ve been in business fifteen years and we’re the best ever when it comes to service,”) your prospect’s eyes will glaze over slowly.

Most of the people you meet are intelligent and polite. So if you are granted some face time, you will find that prospects do not throw you out of their home even when you show up as a talking brochure. They will probably look at you, nod their heads, and pretend they are interested in what you are saying. In reality, there is a very good chance they are thinking the following:

Prospect (thinking): “This is all pretty trite. When are you going to tell me something I don’t already know? I canceled my root canal for this?”

The problem is you won’t know your prospect is writing you off since he’ll be smiling and nodding politely.

Go in prepared. Meetings like this don’t grow on trees. You’ve got to know exactly what information you are going in with, and, I hasten to add, exactly what information you want to take away from the meeting.

 

 


Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version.

For information on Mike’s Fourth Annual Training Cruise, email Mike at mike@mikemarchev.com with the word “cruise” in the subject box.

For information on Mike’s Fourth Annual Training Cruise, email Mike at mike@mikemarchev.com with the word “cruise” in the subject box.
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