Sales Is A Process | Travel Research Online


Sales Is A Process

Call it confirmation.

Call it endorsement.

Call it like-minds thinking alike.

Call it whatever you’d like to call it. 

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But when I read something in a book, magazine, or on the internet that supports one of my own teachings, I feel like I must know what I am talking about. (I love it when that happens!)

Strange as it may sound, this phenomenon happened again this past week.

This time the lesson came in the form of a postcard promotion and although the writer did not use the same language I do, we were obviously singing from the same song sheet.

Sales is a process my friends. A series of predictable steps.

Why so many people have disdain for sales is due to the fact that they insist on skipping a step or two in favor of a higher and faster commission. This is not only a mistake, but it will prove to be sheer folly time and time again.

Sales is a process. Period

So what’s with the postcard?

The postcard is the ideal way (one ideal way) to begin the process… to capture the reader’s attention.

Notice I did not say “to sell anything.” All you want to do in this initial step of the process is to grab the reader’s attention. Stimulate their thinking. Introduce a possibility or two.

Your sole purpose here is to  initiate the process by offering a “reason” to go to the next step in the process. Step-by-step will lead you to the promised land.

How do you eat an elephant? One bite at a time.

How do you build your customer base? One customer at a time. (Cute!)

What do you do first? You offer something of interest to the reader in the form of a headline… a promise for additional information… a way to avoid the negative or to obtain ownership of the answer to your most pressing concern.



Dear Mr. Smith,

Vacation – Sales Meetings – Incentives

Would you like to learn how you can take advantage of the intense competition in today’s cruise industry?

More ships to more places with more small print offered through more distribution points has created an enormous opportunity for those people who (1) Know how to play the cruise game, and (2) Know what questions to ask.

If yes, all you have to do is call 000-000-0000 and you will hear an information-packed recorded message that reveals exactly what you must know, do, and say to insure you get “your” price.

There is no “down-side.” Make the call!


You get the idea.

Think about sculpting a few attention-getting headlines for your postcard campaign.

Marketing is fun. Selling is easy. Business is cool. As soon as you adopt this train of thought the sooner you will be looking forward to “going to work” again.

Remember: You don’t have to go to work. You get to go to work.

Mike Marchev is the author of the sales book titled Become The Exception and is a popular speaker at industry events. You can receive a complimentary copy of his Special Report titled “Your 12-Word Marketing Plan.” Email Mike and put the number “12” in the subject box. Also, ask about his 3rd Annual Training Cruise coming in November.

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