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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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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Marketing Travel to Age-Appropriate Groups [Infographic]

Marketing travel to targeted groups boosts sales By Sally Bahner A new study from the Shullman Research Center, which typically reports on spending habits of the affluent, may help agents with marketing travel by matching clients with domestic and international destinations based on their age group. Or at least point them in the right direction when…

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Hotel Occupancy To Rise in 2015

Hotel Occupancy is looking up By Kelly Monaghan According to a recent report by PKF Hospitality Research, 2015 is shaping up to be a good year for U.S. hotels, with hotel occupancy rising even though hotel rates will also go up. And that means it will also be a good year for travel agents booking…

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Travel to Cuba: What Travel Agents Need to Know [Video]

by Sally Bahner Ever since President Barack Obama announced the thawing of travel restrictions to Cuba in January, the travel industry has been abuzz about the possibilities. For many people, the most exciting news is that those much-lusted-after Cuban cigars are now legal. But what about travel to Cuba? Not so fast. Although there are…

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Travel Hacks For Your Clients (and You)

`By Kelly Monaghan Seems like a whole cottage industry has grown up around the idea of “hacks” – clever little ideas that are quick and easy to implement and that solve a nagging annoyance or just make life a little easier. Here are some I’ve come across that you might want to share with your…

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The Travel Business Is Booming

By Kelly Monaghan The travel business is looking better and better. Hard on the heels of the State of the Union comes the State of the Travel Industry, courtesy of U.S. Travel Association President Roger Dow. Apparently it will be an annual thing going forward. First, some background. USTA is a lobbying organization based in…

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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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Small Group Tours: Why Thinking Small Makes Big Sense

By Kelly Monaghan When it comes to groups, travel agents like to think big. “Wow! If I could only put 100 people on a cruise…” But like the classic ad from Volkswagen (© VW) reminds us, there are a number of reasons to think small, especially when it comes to escorted tours. Let’s count the…

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