#7: Ask Better Questions | TravelResearchOnline

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#7: Ask Better Questions

Somewhere along the way, some not-so-smart guy or gal suggested that in order to excel in sales, one must exhibit the “gift-of-gab.” Nothing (spelled NOTHING) could be further from the truth. Thanks to a million different alterations in the ways adults communicate and learn new things the art of the sale has less to do with talking than ever. In fact, listening has become skill #1 when it comes to exchanging monies for value.

The warden in the movie Cool Hand Luke also had it wrong when he said to Paul Newman, “what we have here is a failure to communicate.” Nope! Wrong again.

  • What we do have is a failure to ask better questions.
  • What we do have are sales people who feel that it is their job to commandeer the conversation.
  • What we do have in epidemic proportions is a severe lack of listening, hearing, interpreting, and internalizing information as it is supplied by our prospects and clients.

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What do you think? Can you expand on that? Is there a particular reason or recent experience that makes you think that your job is to talk your way into a sale? Do you have any other feelings on this particular subject? Are you planning to do something about it? What? Why? How? When? Why not?

I think you are getting my point. If not, rewind and reread bullet point #1.


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@mikemarchev.com.

Mike Marchev’s next business building webinar is on Friday, October 26, 2018. It will focus on the 9 Selling Strategies you can implement at once at no cost with very little effort. Click Here for details.

Mike’s daily column is made possible by AmaWaterways.

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