I want to talk to you about a term called Kaizen. Kaizen is spelled K-A-I-Z-E-N, and it’s all about incremental improvement as a means for change. Little by little gets things done.
Here is how it works. Let’s say you finally get the message and you believe it is in your best interest to give up French fries as your favorite junk food. French fries are good and tasty … and try as you might the chances of giving up French fries cold turkey is pretty much impossible.
So, order the French fries. And then let the Kaizen method lead the way. Read the rest of this entry »
If I called you on the telephone, who would take charge of that telephone call? Think about it. I dialed your number. I called you. Who would be in control of that call?
Many, if not most, people think I would be in the driver’s seat since it was my idea to call you. Quite clearly, that is not the case. The person answering the telephone is in total control of that call. The reason being is that the “receiver” is the one that controls the tone of the call. He or she can make me very pleased that I called–or not. Read the rest of this entry »
When I was a little boy, my grandmother and my two aunts lived in the country. It was affectionately known as “The Farm.” In fact, it is where I live now. The Farm was where the grandkids spent the summer months. “Sweet corn and bonfires” was the family motto during those days spent in the fresh air.
The truth was that our parents “farmed” us out to the country each summer…and that was okay by us. Read the rest of this entry »
Today I want to talk to you about the value and the importance of little things.
I’d like to focus on the women reading this article for a moment to help clarify today’s message. If you and I were going for a cup of coffee and I came around to the passenger-side of the car to open the door for you, would you notice the courtesy? Read the rest of this entry »
Today I want to talk to you about what I think is your biggest single problem. I don’t care if you have a store front or that you work alone from home. I doesn’t matter if you work out of your attic or from your basement. You all have the same problem. And it’s the same problem I have.
Not enough people know you’re alive.
That’s it. How can I do business with you if I don’t know that you exist. It all starts with visibility. I have to be introduced to you to know that you are alive. Then and only then can we begin to build a relationship that I hope, will lead to new business. Read the rest of this entry »
A few years back I wrote a book on sales that if I do say so myself, is still a pretty good read. I titled it “Become the Exception” for obvious reasons. I’m not promoting the book in this article but I would like to highlight the first four chapters. They focus on four popular selling myths. Read the rest of this entry »
Editor’s Note: Mike Marchev has been busy. He has crafted a series of 10 lessons to help you become a better travel professional. Travel Research Online will be running a lesson a week (on Wednesdays) for the next 10 weeks. Please be sure to leave a comment with your thoughts after each one! (JWF)
When I had the opportunity to share some of my sales and marketing information with you, I jumped at the chance. I have so much I want to share. You are about to find that I look at marketing and sales from a different angle. The older I get, which means the more experienced I get, the easier it gets.
Read the rest of this entry »
What you don’t want, is to look back at your life and utter the useless phrase, “If only I had…”
What you “should have” done, and what you “could have” accomplished while arriving on today’s page on the calendar is a waste of time. Whatever opportunity you clearly see over your shoulder is “yesterday’s news”.
Yesterday is a memory, while tomorrow is merely a dream. Today is your reality. What can you do today to make a difference? Read the rest of this entry »
Some people walk around looking as if they have just lost their best friend. These people are saying that life is, and will continue to be, an unfair experience. Daily existence is a total drag while life offers nothing in return for their “showing up.”
If you know one or more of these types (and I’m betting that you do), trying to change anyone engaged in this exercise of self-pity is often an exercise in futility. Read the rest of this entry »
Here are three questions to ask yourself:
- How Can I Add More Value To My Relationships?
- What Makes Me Different?
- How Can I Get and Keep My Client’s Attention?
The answer consists of only seven words. It’s true. And, I arrived at that conclusion after witnessing two recent events.
The first revelation came as a result of meeting a man at a trade show booth. After swapping business cards I told him that I would be getting back to him. When I called him the next morning, he said the following… Read the rest of this entry »
While reading this past week’s Travel Agent Diary, I got to thinking about a saying I had heard a while ago.
“While we can all become frustrated and discouraged, we must remain, in the end, a people prodigiously resourceful – resilient – and creative.”
Don’t ask me where I saw this quote but it caught my attention when I saw it.
I think it is safe to say that at times, many of us allow ourselves to be —- frustrated. Confused. Doubtful. Queasy. Anxious. Scared. Hesitant. Sad. Resentful. Soured. I’m betting you can come up with a dozen or two more terms that might fit your negative mood now and then. Read the rest of this entry »
“No Worries” is an Australian phrase that defines a philosophy worth investigating. Unlike Americans, Aussies don’t appear to be “selling” all the time. They are more laid back. They seem to allow relationships to develop based on simple communication. This approach is refreshing indeed.
Few people enjoy the idea of “being sold.” A key step toward becoming more successful in sales is to adopt a contrarian approach to selling. Once you manage to pull this off, you will find yourself in a more natural and comfortable position …. and you will become more pleasant to be around. Your words will not only be heard but your recommendations will be considered. Once you approach sales from this non-threatening angle, your success has a better chance.
What is this contrarian approach? Read the rest of this entry »
At a recent trade show, I found myself questioning what it was I was “bringing to this party.” I was speaking to a room full of hard working exhibitors (mostly travel vendors) who had dumped a bundle into the opportunity to try and find new clients–you.
Trade shows are the ultimate “crap-shoot.” People pay for the privilege of having nine out of ten people walk past their booth. With any luck, an interested prospect pops in and leaves a forwarding address.
So what could I tell them that would be worth their time? Read the rest of this entry »
Under the pressure of the day-to-day battle of selling travel, it will sometimes might sound like a good idea to throw in the towel. For some, this may very well be sage advice. For most of you, it will prove to be a big mistake.
Regardless of your lot in life, there will be times when you decide that a hotdog stand on the side of the road sounds very attractive. Read the rest of this entry »
Are you easy to work with? Do you make it easy for customers to buy their travel from your agency? They may seem like strange questions, but there are a lot of businesses out there today that really do not care. They make it hard to do business with them. Here are two separate, fictional businesses, each is handling a simple task–one is the right way. Which story defines your agency? Read the rest of this entry »
Can you name a nine-letter word that identifies the reason most companies and individuals fail to meet their full potential?
OK, it was a trick question. More realistically, it is a lack of execution.
According to Webster’s New World College Dictionary “execute” is defined as: [to carry out; perform; do.]
The issue is not a lack of knowledge. It is a shortage of “do.” Try this out, for the next seven days focus on the “do”—the concept of execution. Read the rest of this entry »
Little things make or break deals.
In a “me-too-only-cheaper” competitive environment, the fundamentals and strict adherence to the little things will position companies faster and more accurately than just about anything else.
Take these three facts… Read the rest of this entry »
A professional can make all the difference in the world!
Last week, I found myself flirting with disaster. Since I barely know where to put gas in my car, I wasn’t sure what was happening when my steering wheel started to shimmy. My car suddenly veered to the left as the steering wheel shook wildly. I assumed the worse–my steering gizmo was broken and my life (and that of anyone around me) was in imminent danger. Even worse, it was 6am and I was shimmying to the airport repeating to myself, “just get me to the airport, just get me to the airport.”
I made it! I shimmied into the airport’s long-term parking lot and caught my flight to Atlanta. But as soon as I got back home, I made a beeline to my trusted auto mechanic. Read the rest of this entry »
Be an activity role model this week with three words.
Think – Do – Achieve
- Write one letter to a person in your community who has made a difference.Look to your local paper for inspiration. (Acknowledge their contribution and invite them for a cup of coffee.)
- Write a “Thank-you” note to one of your treasured clients–a sincere one.
- Write the opening paragraph for the article you have always thought about writing. Think about a catchy title For example: “10 Sales Lessons I Learned From Watching Shrek.” Read the rest of this entry »
I don’t consider myself an impulse buyer but, I once purchased a vacuum cleaner from a TV infomercial at 3:30 am.
I am usually sleeping at this time of night ,but on this particular Saturday, I was watching the tube when something caught my attention and before I knew it, I was the proud owner of The Stick Shark. This thing sucks up screws and bolts like nothing you have ever seen. How did this happen?
Later that week… Read the rest of this entry »