Sales Mistake #2: Not Being Obsessed With Helping People | Travel Research Online


Sales Mistake #2: Not Being Obsessed With Helping People

If you want to get to the top of this profession, you have to stop worrying about selling and start thinking about helping. Sounds absurdly simple. It isn’t.

Your primary goal is to stop selling and to start helping others.

When you appear to be selling, it is glaringly obvious to everyone that you are selling and nobody I know enjoys being “sold.” But when you are legitimately, openly, and sincerely interested in helping people, you will have their undivided attention and eventually the combination to their checkbook. Selling and helping are two entirely different mind-sets.

A well-known sales trainer once went on record to say, “Focus on helping others first, and your turn will come.” A famous sales trainer and author said it with different words: “If you want everything you want in life, first help others get what they want.”

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Looking at it from still a different angle, make it your business to make other people successful. That can be your new mission statement: “I help others achieve success.”

If your product or service can help make other people become successful, you will soon be positioned high on your personal success ladder. And when it comes to travel services, the definition of success falls within the guidelines of “smooth sailing.”

Helping families plan and enjoy their next vacation is your job #1. No surprises. No hidden costs. No should-haves, would-haves, or might-haves. Just…smooth sailing.

Bottom line: Get out of “you” and into “them.” Focus on trying to help other people succeed. Use what you know and who you know for a single purpose, and that is to help others.

Mike Marchev

Mike Marchev freely shares his experiences, strategies and observations with travel professionals in an effort to keep them on top of their game. For a complimentary copy of his 12-Word Marketing Plan send him an email at

Mike’s daily column is made possible by AmaWaterways.

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