Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: Many sales guests know the price of everything but too often they don’t know the value. When they are previewing a vacationing plan the biggest obstacle the Pro needs to overcome is demonstrating that real value to them and their lives.
Take, for example only, that one (1) small order of French fries from a fast food chain sells for about $1.60, yet a consumer can buy a 10 Lb. bag of russet potatoes on sale for about the same price. With a little frying oil they could whip up nearly 40 servings (‘orders’) of the spuds.
Consumers have been conditioned since childhood to purchase all sorts of ‘stuff’ to (basically) make them ‘feel-good’, and in the case of the FF’s, without so much as blinking an eye, they’ll gleefully pay a nearly 4,000% markup (each time) for the convenience (of fast food) and to fill their tummies, etc.
Obviously that is not a lot of money. But on the other side of the spectrum a very limited number of consumers will purchase the “expensive Vacheron Costantin’s Tour de l’Ile” wrist watch that comes in at a cool “$1.5 Million” and although the % markup on this mostly man-made timepiece is too complex, for this exercise, to calculate, I’m quite confident its markup is significant, too.
In either case (and everywhere in between) when consumers are thoroughly convinced they are getting a ‘good-deal’ they’ll be inclined to purchase. In the TS sales presentation that ‘good-deal’ is not created by some whimsical price drop or added bonuses, etc., but first and foremost by demonstrating the quality and vacationing lifestyle our industry provides travelers. When that is fully accomplished during each presentation, the Pro will be laughing all the way to the bank.
TODAY’S VIDEO: Marilyn Monroe – Diamonds Are A Girl’s Best Friend
(To view ALL of the Morning Meeting sales tips and videos, click here.)