BizOp Blogs

Be A Super Entrepreneur And You’ll Close The Sale

June 25th, 2008 | Author: Jack

At retail, they call it the final foot before closing the sale. The consumer is alone on a shopping aisle. Just 12 inches away from the product on the shelf, and anything will help close the sale.

In travel, agents have a far greater advantage – you can close the sale with even a minor incentive. It can be an extra tour. A cabin or room upgrade. Wine with dinner on a tour. Even a special car service to the airport to start the trip.

In this environment, a consumer really wants the vacation this year. So agents really have to be entrepreneurs in closing the sale.
Price is not usually a place you want to move. Sometimes you can’t discount. But you can offer special value that catches the client at the right moment.

This is what closes bookings and makes great agents.

At our Cruise-A-Thons, industry experts and executives of resorts, cruise lines and tour operators tell agents to stay positive, stay in touch with clients and service them.

Your knowledge is what makes you special. You know the tours. You know the ships. You have had fam trips to the resorts. Or you have taken the tours.

Your client is waiting to be sold. Take money out of the equation, replace it with pure value and watch your bookings grow.
Travel providers have never been more promotional than they are now. Many are offering incentive payments to agents to sell their cabins, rooms and tours. They are also seeking more bookings from you.

Be creative and catch your clients off guard.

Be in constant touch with them regarding special opportunities – great special cruises or hard to find resorts with great deals.

Think of the last time you bought or leased a new car. What happened to close the sale for a specific brand at a particular dealership? Continue reading.