Last week, we established the need for a psychological shift when dealing with clients, away from a “sales” process to a “buying” process. Likewise, we have discussed the need to shift the client’s mind set away from price to focus on value. Now, let’s look at the requirement of engaging the client at an emotional level. It is at this point that many sales people, travel consultants included, become uneasy with the buying process. The idea of appealing to someone’s emotions to effect a financial transaction can go awry if the motivation Read the rest of this entry »