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REMEMBER: For the sake of simplicity let’s say that 1/2 of all sales guests are not very knowledgeable when it comes to knowing the costs of vacationing, including the cost of ‘getting-there’, ‘staying-there’ and the expenses associated with the day-to-day activities, dining, shows, shopping, etc.
In truth, the same can be said of about 1/2 of all TS reps, too, and when they are filling out that survey sheet asking prospects where they’d like to vacation in the future the reps often make a terrible mistake.
For example, the couple may state that their dream (or next) vacation would be to Hawaii or the Caribbean, Orlando or Las Vegas (whereever). Often reps will only respond that (e.g.) Mexico would be a great place or that they’ve been there and it is truly a wonderful experience, etc.
That is all fine but of the choices that a prospect claims to want to visit in the future, such as Asia for example, it is the wise rep who’ll pause for a moment and then share a 3rd party story for the sales guest to consider.
“Oh, so you want to travel to Asia (or anywhere)? I met some folks recently just like you and they had recently traveled to (e.g.) Tokyo and then Bangkok, staying a week in each city. And although they stayed at some pretty modestly priced hotels, counting all their expenses (air, accommodations, etc.) that one vacation cost them about $8,000.”
Every day sales guests tell their reps where they want to vacation (the ‘usual’ destinations) and it is indeed the wise rep who does a little research and finds out what it actually costs for a family of one, two, three, four, etc. to vacation there.
And then by sharing the actual cost of just ‘one’ of those (dream/future) vacations, the savvy TS Pro will be adding more value to his/her TS program and the more that happens the more the rep will laugh all the way to the bank.
TODAY’S VIDEO: Asia – Wildest Dreams
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