In my previous article I looked at personal attitude. Equally important, however, is your attitude to your business and your readiness to "think outside the box" so that you may not only survive but also thrive.
No doubt your company gives you excellent support both in terms of product and leads. Even so there is so much more you can do to make your business successful.
At the time of writing, the news is not good. Some of our industry’s well established companies have announced staff cut backs and the Trades Union Congress (TUC) stating that training cuts will damage the UK workforce.
There is a rather well known tale of two sisters and one orange. Both sisters wanted the orange and were squabbling over who would get it. What could they do?
When a customer walks into an agency, phones a homeworker or emails you there is normally a desire to purchase a holiday, cruise or other travel product. What is happening with the ones that get away? Were they serious? Did we offer the right thing? Somewhere along the line there isn't a meeting of minds. We haven't understood what is motivating that particular client.
Over the last couple of years or so we have been looking at the business of selling to customers of what we called “The Sales Conversation”. Just to remind you, a sales conversation is not the same as an ordinary conversation. Unlike an ordinary conversation which can go in any direction and has no real purpose, a sales conversation has an objective – that of making a sale – and it has a structure.