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
