Create a Sales-Driven Environment -- Now

By Bob Stalbaum For more than 15 years, I have used industry conferences, trade media and other forums to try to convince travel agency owners and managers that one of the quickest, easiest and least expensive ways for them to increase their sales and profits is to simply “create a sales-driven environmen

By: By Bob Stalbaum

For more than 15 years, I have used industry conferences, trade media and other forums to try to convince travel agency owners and managers that one of the quickest, easiest and least expensive ways for them to increase their sales and profits is to simply “create a sales-driven environment” within their agencies. Over the years, hundreds of smart agency owners have heeded my advice and watched their sales increase dramatically. Unfortunately, far too many others while perhaps agreeing philosophically with what I have to say haven’t embraced this strategy or implemented it within their operations. The result is that dozens of sales that could be closed each week aren’t. With the slowdown in business resulting from the war, the fear of SARS and our less-than-robust economy, this is the perfect time for every agent, owner and manager to become “sales-driven.” We no longer have the excuse that we don’t have the time to do it. More importantly, we just cannot afford to waste any of the precious sales opportunities that do come our way. On June 6, I will be presenting a sales seminar at the TravelAge West Trade Show in Las Vegas. It will show you, step by step, how to create a sales-driven environment within your agency. If you use the information I’ll be sharing, you should see a minimum of a 20 percent increase in sales within 60 days. That is not marketing “hype.” It’s a simple statement of fact, now backed by over 17 years of actual experience in implementing this program in agencies all over the country. (A recent sales training at a 14-person leisure call center of one of the industry’s “megas” resulted in a 100 percent increase in sales.) My TravelAge West seminar will provide a detailed overview of the training that I actually present (at significant expense to the agency owner) in travel agencies across the country each week. (When I present the training in-house on a fee-paid basis, I actually guarantee those results in writing. While you’ll be hearing the seminar for free, the only thing that will stop you from achieving those same results is the lack of conviction to return to your offices and try it. For owners, I will be offering nine actionable tips designed to help you create this new culture. I’ll also explain, in detail, your role in the sales process. For front-line agents, I will be presenting my 10-point sales model. It’s a totally systematized process designed to take you right from the greeting through to building lifelong relationships with clients. I hope you will attend! n
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