Customers are not customers until they purchase. Businesses can’t grow without more sales, and your travel business profits won’t increase without new sales. Sales are the key component.
While it seems very obvious, I hear all too often from travel agents that they are not salespeople. They consider themselves a counselor, consultant, a group specialist, or cruise specialist.
Who are the best salespeople? They have personal relationship skills and are good at building rapport. They are the people who provide the superior customer service that makes the customer want to share with others and spread the word.
Don’t shy away from being a salesperson. Embrace the sales process and watch your travel business soar.
Sales is a three step process:
- Establish rapport with your prospective client. Build the relationship.
- Listen to your customer’s wants and needs. Profile your prospects.
- Know answers to objections and be passionate about filling their desires by providing outstanding value and service with fast follow up.
I often say that people with significant others—by relationship or marriage, are all in sales. You had to get these people to “buy you!” We sell to our mate, family, friends, employees, and co-workers all the time. We just don’t think of it as sales. The difference between the people in relationships and those that are married, is that the married people are “closers”… they close that all-important sale.
In the end, it is all about the closed sale. Up to that point, we are nothing more than a good conservationist.
Keith Powell is a renowned travel industry speaker and author. Having crisscrossed the globe from Bangkok to Cannes, from Rio de Janeiro to Vancouver, Keith has presented before a vast array of audiences. Known as “The Business Revivalist,” Keith’s passion is in helping entrepreneurs grow professionally. His book “The Transforming Power of Achievement” is available at www.keithpowellspeaker.com.