January 1, 2017
04. Blog Posts
I recently asked a seasoned travel professional what he thought the difference was between an average salesman and a special sales professional.
His answer was quick and was shared without hesitation. He said, “Professionals ask for the business. Amateurs don’t.”
Contrary to a popular belief, asking to be of service has nothing to do with aggressive or manipulative behavior.) The question is, “Do you want to sell by accident or do you want to position yourself as a leader in your field?”
The choice is yours but here are a few facts that might influence your decision:
There are a number of people who are going to think you are being pushy no matter what you do or say.
- Some people are going to tell you to “buzz-off.”
- Some people are going to threaten to call the cops.
- Some people are lazy and although they are looking at you straight in the eye, they don’t have clue what you just said to them or asked them to do.
- Some people will be reluctant to do business with you but they will agree just the same.
- Some people will be glad you asked … others will take offense.
- Some people won’t wait for you to ask and they will demand you to take their money.
- Some people are looking for someone like you who knows what they are talking about.
- Some people are shy and are depending on you to make the first move.
- Some people just don’t know what to ask, what to say, or what to do.
- Some people are really glad that you came upon the scene.
There are many people who need your expertise and who appreciate and are grateful for your contributions. The truth is that most people will not.
This is what makes the travel industry so challenging. We are all involved in a competitive game. It takes all kinds. As long as you are not a crook, thug, or a dishonest ex-con, you have nothing to apologize for if all you are trying to do is to help people make better travel-related decisions.
Stick to your knitting. Go out there and mix with the people. And keep asking for the business. You are a professional and true professionals ask for the business.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “AamWaterways” in the Subject Box. You will also receive a link to the recorded version.
For information on Mike’s 6-Week Online Selling Course, email Mike at email@example.com with the words “sales course” in the subject box.
I want to start Blogging again more regularly.
By definition a Blog consists of the personal thoughts and opinions of the writer, and in this case, that would be me. I have both: Thoughts & Opinions.
But that being said and understood, I do need your help if my thoughts and opinions are to in some way, shape or form benefit you, my reader. So, please email me topics that you feel warrant a third party’s thoughts and opinions. firstname.lastname@example.org
Today I want you to think about the word “useful.”
I believe that by just thinking about this word your contribution to your prospects and clients is bound to improve. By following your thoughts and becoming “more” useful your life will immediately change for the good.
Question: Are you useful? Are there opportunities for you to be more useful?
Think about it. I am certain your performance and the way you approach prospects and clients will begin to change just by addressing these two questions.
How you can become more useful is something you will have to arrive at. I don’t know what you are doing now so I can’t intelligently recommend a training program.
I do know that if you are just a middle-person, a taker, or somebody who feels it is okay to simply skate through life without “bringing something to the party,” your days as an entrepreneur are just about to come to an end
Now it is your turn. Email me topics I can respond to. I want to help you. email@example.com
PS. Free Webinar this Thursday: Talking Groups with Stuart Cohen (REGISTER)
PPS. My 4th Annual Training Cruise: January 9-14, 2017. DETAILS (be sure to write “cruise” in subject box.)
February 22, 2016
01. Selling Skills
Yesterday’s Daytona 500 was won by Denny Hamlin.
I have been highlighting the fact for years that winning often comes as a result of tying together a bunch of “little” things together over an extended period of time.
Such was the case in Daytona yesterday. Look at the margin of victory. Remember those cars were traveling over 200 mph at the time this photo was taken.
After numerous pit stops, fender-benders and many hours of driving it all came down to a very small differential. Yet, one driver drank milk while the other started counting the days until next year.
You don’t have to be twice as good as your competition ladies and gentlemen. You just have to be a little better … a little bit faster … a little bit more creative. I suggest you take a copy of this photo-finish and tape it where you can see it daily. The next time somebody asks you what the secret to your success is, you can simply show them this picture.
The prize we play for once a year is called The Guernsey Goblet. It has a figure of a cow on the top of a 13-inch trophy and might be considered ugly as sin. The tournament consists of four men representing two college fraternities from The University of Massachusetts circa 1970. For the record, Theta Chi is represented once and TEP has three positions to date. Well, not exactly.
This is where the story unfolds and where I deliver a sales message that might just change your life forever… for the good.
You see, what I have is a plaque in need of some engraving. (Not with Theta Chi – my affiliation)
I recently found time to address this item on my “to-do list” and as most people would do, I turned to the Internet, the world’s most impersonal source of information. I Googled my zip code along with the word “engraving” and to no surprise, I was looking down the barrel of a dozen engraving “specialists.”
I assumed every company on the list had some sort of engraving equipment, and I new that two lines of engraving on a single plate would not send any engraver into a euphoric state once having explained my letter count. I expected the price to be what it was, and unless it was an outrageously absurd quote, I was willing to pay it to get the job. After all, it was The Guernsey Goblet.
I began making phone calls, and to no surprise I began to get voice mail. Some messages were what I call a “tad terse” in that they did not solicit a welcoming feeling. Most were simply “uninviting.” But here comes the message, and I hope you hear it loud and clear.
The first engraver who greeted me like a valued customer, and made me feel like I was not bothering them was about to get the opportunity to “name their price.” You see I had a problem needing fixing. I was not overly concerned about price. I was not interested to learn what engraving degree they earned in college. I could not have cared less about their last twenty engraving jobs. All I cared about was (1) if they were interested in hearing about my problem, and (2) if they could fix it.
My interpretation of the answer to these two questions would be the only sales job required.
Don’t get me wrong. Are there people who just care about price? Absolutely. Do some buyers get their nickers in a twist over credentials and an impressive “Who’s Who List” of clients? I am sure of it. But please do not under estimate the power of trust and interest when coupled to a little skill. It is my belief that this represents the bulk of the buying public.
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