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Consulting, Speaking & Training
Travel Agency Consortia, Franchises & Agency Organizations
SELLING SKILLS
MASTERING THE ART OF COLLABORATIVE SELLING (all employees)
At last! A sales text for front line travel counselors and customer contact personnel that is relevant, contemporary, educational and even fun to read. A user friendly book that will be an essential tool for the travel counselor."
The Canadian Institute of Travel Counselors
Based the newly published book by Dr. Robert W. Joselyn, CTC, this presentation offers a new, exciting and dynamic approach to an issue that goes to the core of travel agency and agency employee success. JTA brings together its years of experience in the agency business and as consultants and trainers into a down to earth, practical and ethical approach to sales that even the most reluctant front line counselor can embrace. Based on making sales through customer satisfaction this approach to selling also embraces the evolving world of service fees and exploding internet information sources. The novice sales counselor will absorb a wealth of knowledge. The experienced sales counselor will find their sales approach renewed and revitalized.
This topic can be addressed in a hour session or expanded into a full day training program based on the level of information covered and amount of interaction desired.
SELLING WITH THE INTERNET - SELLING AGAINST THE INTERNET (all employees)
The internet is a friend. The internet is a foe. The internet is an efficiency and effectiveness-enhancing partner. The internet is a dreaded agency business competitor. The internet enables you to add value. The internet reduces all it touches to price competitive commodities. -It's all true!
When it comes to the travel agency business the internet is about as a two- faced an acquaintance as one could possibly imagine. Agency owners and front-line counselors are experiencing a genuine angst associated with the basic and conflicting instinct to simultaneously embrace and slander this new technological kid on the block. This presentation suggests that having a split personality is not only psychologically O.K., it's likely the best business course of action.
This presentation will explore:
- the opportunity the internet provides for better service, expanded sales, employee education and operational efficiency.
- the nature of internet competition - it's strengths and weaknesses.
- how to best compete (and win the competition) with internet buying alternatives.
Attendees will leave the program with far less apprehension and concern about their future and the Internet. They will embrace its potential for travel agency profitability while better understanding how to reinvent their own business and service offering to ride the wave instead of being swamped by it.
This new and exciting one hour presentation is for all employees.
RINGING UP SALES ON THE TELEPHONE (all employees)
--- focuses on two key areas: handling inbound inquiries and converting them to sales, and developing an outbound telemarketing program to produce business. The program includes:
- answering the phone- setting a positive image for yourself and your agency
- handling inquiries-building rapport quickly and moving the client to the next step
- communications skills
- how to get your message across
- how to listen for the real needs
- using your voice to increase sales
- developing a script for outbound calls
- making rejection impersonal
- building repeat business on the telephone
This one to two hour program is for any agent, manager or owner interested in making greater use of telephone selling in both inbound and outbound situations. It also adds a powerful boost to improving your customer contact message and customer service.
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