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REMEMBER: In this biz every sales guest is a vacationer, regardless if they only take an occasional two-day get away, pitch the tent in the back yard and toss the kids in and call that summer vacation, stay with relatives while on holiday or all the way up the travel ladder!
That is why it is important for the rep to learn as much as possible about a prospect’s travel and vacationing ‘lifestyle’ before the actual ‘pitch’ begins and inform the sales guest that what they are going to be previewing simply compliments their vacationing patterns.
Each prospect should also be told that there will be no surprises or complex vacationing formulas to deal with and that the presentation, at its core, is simply a matter of them considering a more effective way of accomplishing something they are doing anyway.
In most cases doing this will grab the prospects’ attention and make them less sales resistant because if they understand they have an opportunity to improve something they are already agreeable to in the first place, then they’ll be more inclined to listen and accept the information and how it pertains to their lives.
For example, if a prospect asserts they only stay in a (e.g.) Motel 6 while vacationing, then during the presentation (and/or on tour) the rep should point out that: “Instead of sleeping in a twin or queen size bed you will now always have a ‘king'; Instead of not even having a mini-frig, you’ll now have a full size one (and a coffee maker too); Instead of no microwave you folks will now have that, too, and an oven….”
In a nutshell, this approach is akin to ‘upselling’, or in our ‘biz’ awakening inside the prospect the notion of why not kick it up a notch or two since they are vacationing anyway. Awakening that reality in the prospect’s mind will always help the savvy TS Pro get the ‘message’ across more concisely and then laugh all the way to the bank.
TODAY’S VIDEO: The McClymonts – Kick It Up
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