26. Why Tailoring Your Sales Approach Is Key For Business Success
This conversation is centered around the one word that makes people shudder...sales! As travel advisors, we love to plan travel, but don't want the stigma of being someone who sells for a living. However, that’s exactly what it is.
Learn the importance of sales messaging and why it should be tailored to your potential client's demographic and psychographics. Confidently knowing what you are selling as well as perfecting your messaging are both key to successful sales. Messaging that resonates with an older demographic, such as saving for a multi-generational trip, may not have the same effect on a younger demographic.
Listen now as we dissect how you can adjust your process, verbiage, and general approach to individualized clients so that you are tapping into their value system and creating credibility from the very beginning!
Today we will cover:
- (01:27) Demographics versus psychographics
- (06:29) Why you’re not closing the sale
- (07:30) Baby boomers, Millennials, Gen Z’ers
- (16:35) Tailoring your business process to your ideal client
- (26:15) Comparing your expectations to social media
- (32:35) Consultative seller versus a salesperson
- (39:50) Having confidence in what your offer
- (44:20) Leveling up as a travel advisor
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