After a travel professional has been in the industry for a while, it is easy to become disillusioned with the sales process. It’s not hard to understand why. The competition is fierce. Potential clients are jaded from an abundance of mis-information. The sales cycle can be a long one and then the client you have been carefully grooming for a big trip books elsewhere. At some point, we all need to step back and re-evaluate our perspective on sales.
When you gain a new vantage point you quickly realize something interesting. The glitch in the sales process has nothing to do with your clients and everything to do with you. Chances are you are approaching sales from the wrong perspective – your own. Clients don’t want to be sold anything. They want to buy a wonderful trip. Therein lies all the difference. Read the rest of this entry »
Here’s the good news. Your clients want to travel. They have their list of things they want to do and places they want to see before they die. However, you have some real competition: inertia. Your clients, as badly as they want to travel, can also think of many reasons to stay home. You mission is to inspire, to remind them of the importance of travel, to get them moving again. Travel is inherent in our essence – to live is to move. We have been explorers, adventurers and pilgrims. As a travel counselor, your entire reason for being is to facilitate the fulfillment of your clients’ travel ambitions. This week, we are going to look at ways to inspire them back onto the road, to regain the romanticism of the journey. Read the rest of this entry »