To Be a Travel Agent » Entries tagged with "sales strategy"
The Sales Strategy
The sales strategy is now, quite simply, to: Build agency business by selling whatever components of the Travel Plan are most relevant and impactful to a specific prospect – be it an individual, business, or association, be it for corporate or leisure or any other kind of travel – and to do so faster and better than our competitors. Selling as a Process Selling is a dynamic activity and cannot easily be contained in rules and formulas and timelines. Rather, it occurs in response to a myriad of influences and circumstances – not the least of which are the reactions and preferences of the prospect. Nonetheless, it is possible to map out the steps that typically reflect the selling process and can be used as guidelines for how selling occurs. Of course, … Read entire article »
Filed under: Travel Tutorials
What it Takes to Sell
The mix of Travel Plan product and service offerings a Sales Representative chooses to emphasize will vary with each prospect he or she approaches. That is, we are selling whichever combination of Travel Plan components (and these may be everchanging) is most relevant and compelling for each specific prospect – be that an individual or an organization; be that an existing client or a new contact; be that for corporate, leisure, or any other kind of travel business. Clearly, then, selling is a more complex activity to master than it might once have been.. It requires a mix of attributes, including: attitude and demeanor work ethic job knowledge business ability consultative selling skills Attitude and Demeanor One’s personality contributes directly to their success in selling. While we may have widely varying personalities, people who are effective in sales … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Seven: Monitor and Respond to Performance
How does our year-to-date (YTD) performance compare with our budgetted performance? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ How does our quarterly and annual performance compare with that of peer agencies (i.e. those of a similar size) according to SbN information? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ How does our performance rate in terms of the UNIGLOBE Excellence Program? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What do our Quality Control Card results suggest about our level of service? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What percentage of clients have we retained over the past 12 months? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Six: Align Your Personnel
Do we need to hire personnel in order to meet our business goals? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Do we need to reorganize the responsibilities of existing personnel in order to meet our business goals? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What are our priorities for training? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Does everyone understand our business goals and why they’re important? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Have the appropriate people had input into our sales objectives? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Have we brainstormed specific strategies for achieving them? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Has what we’ve agreed on been communicated to everyone clearly? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Are the appropriate people clear on how we are monitoring performance? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ What systems (hardware, software, protocol) do we need to introduce or improve on in order to support personnel? _____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ … Read entire article »
Filed under: Travel Tutorials
The Sales Strategy Worksheet Step Five: Develop Specific Strategies
Advertising Public Relations Joint Promotions Special Events Speaking to Groups Networking Referrals Consulting Publications and Directories Newspaper Surveys Database Management To Build Corporate Business: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ To Build Leisure Business: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ To Build Association Business: _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ … Read entire article »
Filed under: Travel Tutorials
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