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knowledge WTM seminar
ttglive.com
Sales training tips
Savvy ways to
increase sales
More than 250 Co-op agents gathered at WTM for a fun
Training session sponsor
sales training session organised by TTG and sponsored
by Secrets & Dreams Resorts. Robin Searle joined them
A
reunion between Guy and beat the credit crunch included being savvy
Madonna isn’t looking very likely, about how you present a package so
and it’s pretty doubtful that Brad potential customers see it as accessible and
and Jennifer will be getting back affordable, and giving a level of service
together anytime soon. which is superior to your rivals.
But from a sales point of view, revisiting As one agent in the session commented:
an old flame or two might not be such a bad “Anything your customer doesn’t expect is
thing. superior service.”
That was just one of the tips that 250 Bob and Jeremy’s final tip was creating
Co-op agents were given during a WTM an aggressive sales and marketing plan to
seminar organised by TTG and sponsored by make sure your business is
Secrets & Dreams Resorts. well-placed when
During the session, entitled Double your the economy
Sales, Bob Morrell and Jeremy Blake from starts to look up. They cited the example of chocolate giant
Reality Training handed out advice on Cadbury, which invested in advertising and
everything from body language to beating marketing during the Second World War,
the credit crunch. and promptly overtook its rivals to become
And while they didn’t exactly encourage the number one brand when the war and
you to go through your address book and chocolate rationing ended.
dig out your ex, they said that agents “It’s not just about marketing,”
could boost their business by added Jeremy. “You need to
making sure they revisited old make sure you know what offers
leads and got in touch with and deals are available so you
former customers. Bob challenges an can promote the right product
“You need to reactivate agent to come up and make more sales.”
dormant clients and old with a killer question
leads,” Bob explained. Killer questions
“At some point in the Once you’ve got your
past they either booked potential customers
or showed an interest into the shop or on
in booking, and it’s a the phone, there are
hell of a lot easier to a number of killer
close a sale with a dor- questions and
mant client or an old techniques that can
lead than it is having help seal the deal.
to start from scratch.” Bob and Jeremy
Other top tips to explained that a killer
46 21.11.2008
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