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    Joel and

    Throughout his life, Joel M. Abels, Travel Trade's editor and publisher, made it his mission to keep travel agents from going it alone in business... (more)

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    Travel Agent Professional April 2012

     

    feb 2012 Issue

     

    Issue

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    America's Vacation Center/Avoya Travel

     

     

     
     

    Sherry Laskin

     

    By Les-Lee Roland
    Owner of The Package Deal
     

    Turing Negatives Into Positives

    Now, let's be honest. There is a word that we
    all are skirting around: "No!"

    It can also be heard as, "Not interested." We sometimes are so in fear of hearing this word, we're afraid to offer something that WE feel may cause someone to say "No."

    First, we have to dissect the word. It's only two letters, not even worth any great points in Scrabble. Yet, anyone in sales finds their confidence going down the drain at the mere utterance of the word.

    So, how does this intro fit in with all the positive hype of selling cruises, tours, or vacations? Not everyone you approach will give you the sale. But you should learn from every response you get, either good or bad. You must learn how to change a negative into a positive.

    It's been said that you should never accept "no" until you have heard it three times. A perfect example are telemarketers. We've all gotten their phone calls, usually around dinner time — when they assume the decision makers are there together. You try to say you are not interested, and they keep on talking, adding more info, because they have not heard you say the word — three times.

    This essay is not all doom and gloom. It's just to help you better understand how to handle the situation, while still maintaining a good relationship with your clients. Also, it's to give you some examples on how you turn a no into a yes.

    1 Don't waste your time on people who do not qualify. Take time to plan on who you will contact. Concentrate on the demographics, info that is readily available for you through many sources.
    If you qualify your clients and understand their schedules and needs, you won't set yourself up to hear a "No."

    2 Price is the number one obstacle in closing the sale. Sometimes, selecting how you quote the price causes people to react differently.
    If you walk through a grocery store, you see examples of it everywhere. Cans of soup are advertised as two for one dollar Of course, it just means each can is 50 cents, but people think they are getting a deal by buying two cans. The wording is always important.
    Justify the rate. You can quote the rate as a total, including all taxes, or you can quote the rate as a daily cost. It's one area where you can make the decision. Sometimes it just sounds better to say the cruise — including all the food, entertainment, sun and ports — is only $75 a day per person.
    The cruise lines that bundle wine with meals, shore excursions and gratuities into the price are easy to quote. Tell the client that the rate includes over $600 in extras. Once it is explained, they have a better understanding.
    I was checking out a rate for air tickets for my clients — Tampa to London. I was actually quoted $524 roundtrip — an incredible deal! I almost thought I would join them. Then the res agent said the taxes were an additional $500 — for a total of $1,024. Now I had a different reaction, but she went on to say, "Everyone has to pay the taxes." The client said it sounded fair to her and purchased the package.

    3 Payment plans. Set up a schedule for your clients. It's more paperwork, but you get the sale. Monthly payments, bimonthly, whatever it takes. Just set the rules, and the penalty for cancellation.

    4 Pay attention to celebrations for your clients. A birthday, a family reunion, retirement, an anniversary. People tend to spend a little more for these occasions. That's where keeping a good database is paramount to your growing business. 
    It is to your advantage to contact the client at least six months to a year in advance of the special date to offer a special getaway. Plant the seed. What's the worst thing the client can say — "No, not this year?"

    5 Ask for business. Ask your clients if they are not interested or able to take advantage of the October rates, do they know anyone who you should contact? 
    6 On all your E-mail blasts, or mailers, include the line "Please share this offer with your friends." You may be surprised how that one line stimulates referrals. And referrals are the best endorsement you can receive. You should also do this with your Web site — ask your clients to send the link to their friends.
    And always acknowledge the referring person. Send a thank you note, or a gift card, or a gift certificate for a dollar amount of their next booking. When I sent out a gift card to my client for a referral, she couldn't wait to send me more people.

    7 Understand that not everyone will just throw their credit card at you and say "sign me up." Be prepared for a 10% positive response. When you reach that goal, try for 20%, and keep growing.
    Most important, never show anger or disgust that they didn't book. There may be situations that are not visible to you. You have to learn to keep positive and let the client know that you are always there for future vacation plans.

    8 Get endorsements. Ask your clients for comments you can use on your Web site about their trips. Ask for pictures. So when someone says they are not sure about visiting a certain country, you can use your clients' feedback.
    Lastly, when you hear the "No" word three times, just let it go. If you could not turn a negative into a positive, just tell your client that you will keep them in the loop about other opportunities, and don't give up on them.

    Sticks and Stones may break your bones, but
    "NO"
    will never hurt you.
    Comments
    Leisure Pops

     

    Kenny G.

     

    Great Deal! Don't miss out!

     

    Sunshine Travel is pleased to announce 2012 China Leisure Tour Packages for any of following destinations (Beijing, Shanghai, Hangzhou & Guilin)

     

    7 Days/6 Nights Tour Package is for

    $299 (per person double)
    Guaranteed departure based on 2 passengers on any of date you choose.

     

    Package service includes:

    • Private round trip airport/hotel transfers with guide & vehicle service. 6 nights high-end resort hotel accommodation with daily buffet breakfast. Morning Tai-Chi class lessons.
    • Optional daily sightseeing tour transfer with guide & vehicle service. (Entry ticket to site visit & lunch is not included and optional.) 

    Please visit our web for detail info: www.chinaasiatour.com
     
    Auto

    

    Auto Europe Car Rental Recommendations Before
    You Leave For Europe (part 3)

    April 19, 2012: Auto Europe, a leader in worldwide car rental services, has compiled a set of recommendations that should be on your checklist for your next trip to Europe. These travel tips cover aspects for before, after and during your car rental experience. Below is the final set of suggestions for being prepared once you have arrived back from your trip. (continue)

     

    Auto Europe Car Rental Recommendations Before
    You Leave For Europe (part 2)

    Auto Europe, a leader in worldwide car rental services, has compiled a set of recommendations that should be on your checklist for your next trip to Europe. These travel tips cover aspects for before, after and during your car rental experience. Below is the second set of suggestions for being prepared once you have arrived at the car rental location. (continue)

     

    Auto Europe Car Rental Recommendations Before

    You Leave For Europe

    Auto Europe, a leader in worldwide car rental services, is compiling a set of recommendations that should be on your checklist for your next trip to Europe. These travel tips cover aspects for before, after and during your car rental experience. Below are the first suggestions on being prepared before you rent a car. (continue)

     

    Auto Europe: New mandatory ruling for automobiles in France

    Auto Europe, a leader in worldwide car rental services, is prepared to service their clients with the new ruling in France requiring mandatory breathalyzers in all passenger vehicles. (continue)

     

    Host Agencies

    Amadeus and Expedia sign multi-year agreement in North America

    MADRID, April 19, 2012 – Amadeus, a leading travel technology provider and transaction processor for the global travel and tourism industry, and Expedia, Inc. (NASDAQ: EXPE), the world's largest online travel company, today announced they have signed a multi-year content and technology agreement for North America. (continue)

     

    Sales Tip #11:

    Build Your Professional Brand
    Create a Lasting Impression
    with These 3 Tips

    One of the best ways to maintain a customer database full of people who want to hear from you, book with you and send referrals to you is to build a strong and professional brand. Each travel agent has their own personal brand, and it's important to make sure that you take advantage of yours!: (continue)

     

    Travelsavers And Network Of Entrepreneurs Selling Travel (Nest)
    Introduce New Customer Loyalty Program

    April 2012: Travel Club, a new complimentary customer loyalty program for clients of TRAVELSAVERS and NEST travel professionals has just launched. The benefits of the program are two fold: (continue)

     

    American Marketing Group

    Launches Family Lifestyle Campaign

    April 2012: American Marketing Group continues to expand upon its award-winning lifestyle direct mail program with a new family-themed campaign, available to licensed travel professionals of TRAVELSAVERS and NEST (continue)

     

    Steven Thompson, CEO
    Of Johns Hopkins Medicine International, Will Address "Well-Being And Medical Travel Conference"

    March 28, 2012 (Oyster Bay, NY) – It was announced today that Steven J. Thompson, MBA, Chief Executive Officer for Johns Hopkins Medicine International, will address the constituents at the "Well-Being and Medical Travel Conference 2012." (wellbeingtravelconference). (continue)

     

    Patient Travelers Give Candid Recaps at "Well-Being & Medica Travel Conference 2012"

    A specially assembled panel of patient travelers will candidly discuss their experiences in traveling abroad for medical and dental procedures at the upcoming "Well-Being and Medical Travel Conference 2012." (continue)

     

    Trafalgar and Virgin Atlantic Host
    The Sales and Service Team of American Marketing Group's

    Trafalgar and Virgin Atlantic recently hosted American Marketing Group's sales and service team on a four day FAM in London. The whirlwind tour of the world-class city incorporated all of the most renowned sites. (continue)

     

    "Best of the Best Globe Award"

    Avoya Travel™/American Express® has been awarded an American Express Vacations 2011 'Best of the Best Globe Award'... (continue)

     

    "Well-Being & Medica Travel Conference 2012" GIVEAWAY

    Any one who registers by April 15 will be entered to win an ultra-pampering personal spa package at the Centre for Well-Being at the 5-star Phoenician luxury resort. A $300 value, the prize-winning package includes a choice of two 50-minute spa services...(continue)


    20% Growth for ExpediaCruiseShipCenters

    Expedia CruiseShipCenters has entered its 25th year in business in good stride with 2011 sales figures showing a remarkable 20% growth over the previous year! (continue)

     

    "Well-Being & Medica Travel Conference 2012"

    The "Well-Being and Medical Travel Conference 2012" -- which will take place on June 20-21, 2012 at The Phoenician luxury resort in Scottsdale, Arizona... (continue)


    Sandals honored Avoya Travel/ American Express

    'Best of the Best, Western' for the company's dedication to outstanding customer service and creating exceptional vacation experiences for Sandals Resorts' guests. (continue)

     

    NCL Honors Avoya Travel With Top Travel Award

    Avoya Travel™/American Express®, one of the leading travel companies in North America and beyond, today announced that Norwegian Cruise Line has presented the company with its 2011 'Home-Based Agency of the Year' award. (continue)

     

    OASIS Reports Record
    Growth in 2011

    OASIS, www.OasisAgent.com, a leader in the development of programs for home based independent travel agents, reports another year of record growth. (continue)

     

    TRAVELSAVERS Partner Services &
    Analog Analytics Team Up to Provide

    TRAVELSAVERS Partner Services, a new American Marketing Group company, has won the account as the exclusive travel provider for Analog Analytics' Bigger Better Deal™ solution. (continue)

     

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    Joel M. Abels • Rusty Pickett • Scott Koepf• Cruising • Airline • Europe • Hotels • Luxury Cruising • Paull Tickner • Mitchel J. Schlesinger • Sherry Laskin • Les-Lee Roland • Mary Brutscher • Sue Shapiro

    Royal Caribbean • Travel Industry • Travel Social Media • Travel Technology • Travel Trade News • Vacation • Home Based Trade • Home Based Travel Agent •

    Professional Travel Agent • Travel Agent • Travel Agent Professional • Independent travel agents • Tour Groups •

    Host Travel Agenices • Cruises

     
    This website is dedicated to the memory of Joel M. Abels
    "HE CREATED A VOICE, NOT JUST AN ECHO"

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