As your business coach it is my job to ask you these candid questions...

 

1.  When was the last time you spent time  working on the basics of selling - your professional sales process?

 

2.  Have you ever taken a sales class? 

 

Maybe some of you are you still one of those industry members that claim to be part of the service or travel industry versus the SALES INDUSTRY???  I hope not... because make no mistake about it...this is a selling industry NOT a telling or service industry!  I believe that selling in the 21st century is all about integrating 'The Art of Sales' (your relationships) with 'The Science of Selling' (the processes to close the sale). 

 

Using another baseball analogy, strictly for visualization purposes, I feel it is important to understand the process involved in closing a sale these days and maybe even hitting a home-run once in a while! 

 

In my professional and humble opinion, getting to first base always starts by establishing rapport with your prospect or re-establishing rapport with a much valued customer.  The difference between the prospect and customer is money!  The prospect is a business-suspect.  The customer is your best-friend. 

 

Establishing rapport means positioning your brand in person, on the telephone, on your website and on your brochures... Are you smiling in person?  On the phone?  Making eye-contact and selling yourself with a firm handshake?  First impressions are everything!  Did you know that a sale is usually made or lost in the first ten-seconds?

 

Getting to second base is all about gaining someone's trust!  Listen twice as much as you speak - the whole two ears and one mouth idea!  It works because if you ask the right questions at the right moment, you really do not have to say much!  My favorite qualifying questions are:

 

1.  Tell me about your last vacation and what you liked and disliked?

 

2.  Are you currently working with any other travel agent on this booking at this time?

 

The benefit of asking the right questions helps you join the customers on their buying journey.  Today's consumer is smarter and more value conscious than ever - value is 'in vogue'!  Do not fight it - it is what it is, we all do it - why should we get upset that our customers are doing exactly what we do as consumers in the general market place?  Get to know these prospects as your new friends, put them at ease on their buying journey.  You don't need more sales - you need more friends!

 

Rounding third base is all about evolving into a relationship.  By taking the time to establish rapport and then taking control of the conversation by asking the right qualifying questions you might be honored with the opportunity to present a vacation option that really fits their travel needs as well as their travel wants!  As a travel sales professional you have learned how to read and listen between the lines.  Never just give the customer what they want - give them what they NEED, too!

 

With a relationship in business you can confidently present just about any option to a customer as long as it fits their needs.  How do you know a customers needs?  Start by asking them qualified questions (see above).  Tailor-make the entire transaction about the customer.  Overcoming objections should be viewed as a thrill to sales professionals as they know they are one step closer to hitting a home-run...the sale!  Don't become angry or defensive when an objection is raised.  Turn it into an advantage by using it as an opportunity to learn more about them and their needs.

 

Home run salesmanship is about viewing the entire process of selling, and specifically closing the sale, as a natural progression.  One of the biggest problems sales people have is asking for the booking.  This shouldn't be difficult, all you need to do is recommend the appropriate product, then ask them if they would like you to book it for them.  PAUSE...and wait for the answer.  You will know when you hit that home run, your customer will tell you. 

 

...on to the next...Batter-Up!