Recently, I was speaking to a colleague about a new salesperson he had just employed. The salesperson was complaining the company did not have a presentation brochure. If only the company would produce a professional presentation, the salesperson assured his boss, the sales would come flying through the door. My friend wanted to know what I thought, and I told him.
Good sales materials are important, but more important are the clients’ needs. Company-produced literature, particularly in a 1:1 scenario like travel consulting, was secondary to speaking intelligently and compassionately with the client.
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