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 tend to be:

• courteous, friendly and respectful
• energetic and enthusiastic
• assertive (rather than aggressive)
• open-minded and non-judgmental
• positive and optimistic
• willing and able to overcome obstacles

Work Ethic

Selling is hard work.  Those of us who succeed tend to:

• always be ready to give 110%
• always try to do better
• always be honest
• be solutions-oriented
• be action-oriented
• dedicated and committed

Job Knowledge

It isn’t only a matter of product knowledge.  Successful salespeople must have a broader understanding of the context within which they are selling.  That includes knowing as much as we can about:

• the travel industry in general
• our competition
• the Mission Statement
• the 10 Customer Commitments
• the Travel Plan
• the sales strategy
• preferred suppliers
• our agency’s policies and procedures
• the skills of our agency’s team

Business Ability

Sales relies on a range of abilities that are not just exclusive to selling.  Sales people have, for example, to be reasonably competent at:

• managing time and setting priorities
• tracking performance
• researching prospects
• evaluating account viability
• preparing for presentations
• writing well and clearly
• following up
• supporting co-workers (teamwork)

Consultative Selling Skills

Ultimately, and in addition to all the other attributes they need, salespeople require a unique set of skills peculiar to managing the “sales process”.  We need to be competent in:

• getting referrals
• asking the right questions well
• speaking well and clearly
• listening more than talking
• focussing on the prospect
• being patient with process
• probing
• handling objections
• closing the sale