Personalization and the Home-Based Travel Agent

Personalization is the latest “hot trend” in travel by Kelly Monaghan Personalization is hot. So expect to hear this trendy new buzzword a lot in 2016. The basic idea of “personalization” is that if you (and in this context “you” typically means some big corporate travel supplier or mega website) can get a handle on who…

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Understanding Features, Functions, and Benefits

Understanding features, functions, and benefits by Kelly Monaghan Features, Functions, Benefits are key to selling travel One of the keys to successful selling is understanding the difference among features, functions, benefits and how they relate to needs. Let’s start off with some working definitions. Needs A need is something for which a prospect or customer…

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Travel Sales Technique: The Ben Franklin Close

Using the Ben Franklin Close as a travel sales technique by Kelly Monaghan Travel sales techniques abound. Those of us in sales who are old enough to remember when cars had fins are probably old enough to remember the venerable Ben Franklin Close. It’s something of a technical term used by salespeople. But tastes change,…

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Know Your Clients and Make More Sales

Know your clients, sell more travel by Kelly Monaghan Pity the poor storefront agency doing millions of dollars of business. That may seem like an odd statement, but consider this: The “traditional” travel agency, that relies on perfect strangers walking in off the street to make its living, suffers a very real disadvantage. On the…

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Feel Felt Found – Overcoming Customer Concerns

‘Feel Felt Found’ – help in addressing customer concerns   by Kelly Monaghan One of the most important skills anyone in sales can master is dealing with customer concerns (sometimes referred to as “objections”). I tell you how to do this in my home study course. In fact, I provide a complete mini-course in sales…

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8 Ways To Blow It When Selling Travel [Infographic]

by Kelly Monaghan Selling travel is not hocus-pocus A lot of those slick host agency offers try to get you to part with your hard-earned cash by convincing you that all you have to do to make money as a travel agent is “share your love of travel.” Hey, being passionate about what you sell…

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