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REMEMBER: As unbelievable as it may sound, there are still sale centers using the survey sheets from yesteryear that don’t probe, in depth, how vacationers make their travel arrangements and reservations.
But even the ones with the question; (e.g.) Do you book your travel through a travel agent, online or ‘other’, the prospect’s response is barely acknowledged as the rep moves on to the next question. In fact, this is the point, before it ‘bites’ the rep on the back end, to probe, in depth, those sales guests who book ‘online’!
Rest assured, the more comfortable a prospect is with the online world the more likely they’ll get online within that rescission period and may come across content that will cause them to ultimately cancel their contract.
Take the time with each sales guest to understand (by listening well) their online travel and/or reservation processes. Then spend a few minutes acknowledging how convenient the Internet is for travelers, but that everyone needs to use caution because according to the FBI, the FTC, etc., fraud, misrepresentations and basic travel clubs and timeshare scams are prevalent and running unchecked like a wildfire in the online universe.
The more the savvy TS Pro explores each prospect’s use of the Internet and the sooner that usage is out ‘on-the-table and dealt with accordingly, the more the Pro will be laughing all the way to the bank.
TODAY’S VIDEO: George Carlin – on the safety lecture one gets on a plane ride…
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