Dear Tourism Partner,

This time around we give you some real answers to the most important sales questions!

But you might say "I'm not in sales, I don't need any answers to sales questions, I run an accommodation establishment, tour operation or car rental company".

Right. You are not a sales person working for a company selling fridges to Eskimos, but you are still in sales.

Every contact you have with your prospects or clients is a sales contact. Your are selling your rooms, tours or rental cars and you are selling yourself, your ideas, your requests. Every interaction with another person, whether it's via email, telephone or face to face, is a sales call.

So, think again before you say "I'm not in sales" and read on because you have nothing to lose by doing so.

Our first sales question is one which I can not answer. Why? Because it's about you!

• Do I love what I do?
• Do I love my product?
• Do I love my company?
• Do I love my customers?
• Do I love to interact with people?

These questions have to be answered honestly as they directly affect your productivity, your attitude, your income, your success, and your fulfilment - not to mention your longevity at the rather harsh market place.

If you don't love what you do, you're doing no one a favour by doing what you do. Your attitude and morale will be negative, you will be complaining about everything, and you'll be blaming everyone else and their dog for your unhappiness and inadequacy.

Now lets dive into questions I actually can answer.

And to spice it up a little, lets add the words PREPARE, ENGAGE, GET COMMITED to this formula.

So what's left to do?

Develop a strategy, develop an approach, and develop the ability to engage your clients in a way that grabs their interest - so you don't have to worry about a system. Build a structure, not a system. Build a strategy - not a system.

The process of approach, strategy, and structure is driven by philosophy. Your philosophy will determine your structure. How you think about, feel about and live in practice will reflect in your philosophy.

A desirable sales philosophy is:

1. I give value first.
2. I help other people.
3. I strive to do my best at what I love.
4. I establish long-term relationships with everyone.
5. I have fun - and I have fun every day.

Don't make statements. The person who asks question has control! Ask the right questions and you never need to make a statement!

Telling is selling.
Asking is buying.

People don't like to be sold, but they love to buy.

Phone control is not important, it's critical. Control of the phone leads to control of the sale. Control of the sale leads to control of your wallet. Your wallet!

The good part is that price objection indicates buyer interest.

Asking "How much is it?" is THE BIGGEST buying signal. Telling me, "your price is too high," is THE SECOND BIGGEST buying signal. The problem is that you are so anxious to make the sale, you're willing to compromise the price just to "get the sale".

Prevent a HUGE strategic disadvantage and do not give your price before you get asked for it. Why? If the customer is really interested he never gets a chance to ask "How much is it?".

PRICE ANSWER THAT ELIMINATES "YOUR PRICE IS TOO HIGH":
If the customer asks how much it is, reply by asking permission to ask a question first (a qualifying question). Then ask a series of quick questions that lead to price offering that assures purchase.

Define need, desire, and status first. And then be CERTAIN your customer perceives value. Why give the price without seeing how high the interest level is? Once you know your customer's interest level, you must establish the value of the product before you ask for the sale and have a solid reason for the price. Then say, "Our prices are fair and firm" and don't forget to ask for the sale in the same breath.

How do I know? No one knows that except for you. I can only tell you it's a delicate combination of the prospect's buying signals and your gut feeling.

How to ask and what to ask are easier to define than when to ask. Since the "ask" is a critical part of the sale, you'd better be prepared with a number of options for the how and what part.

IMPORTANT NOTE: Here is what NEVER to ask: "What will it take for me to get your business?" That’s an insult question. Great sales people figure out what it takes, and then do it.

MORE IMPORTANT NOTE: Many (sales) people are "ask reluctant". Let's refer to them as "sales-chickens". The worst that can happen when you ask is that your prospect says "no" - which to any good salesperson means "not yet!" Big deal.

So, how do you ask for the sale?

1. Ask - What's the risk?
When you ask the prospect what risks are associated in doing business with you, real objections surface - or - Well, when would you like to start not risking?"

2. Ask - What's preventing it?
Is there anything preventing you from doing business with us? What's in the way? What are the obstacles?

3. Ask - Is that the only reason?
In other words, "if it wasn't for (objection) then we could move forward?

4. Ask for an indirect commitment.
How many rooms will you need? Where would you like to drop of the car? Have you any special catering requests?

5. Ask with humour.
"I finally figured out what it will take to get your booking - all you have to say is yes!"

MOST IMPORTANT NOTE: Ask for the sale when the mood is right. The worst possible place is in the prospect's office. Best place is a business breakfast, lunch or dinner. Next best is your office. Next best is a trade show.

FINAL ANSWER: The key is to ask for the sale in a sincere, friendly manner. Don't push or use high pressure. The rule of thumb is: ask early, and ask often. The best way to master the skill is - practice in front of someone who can say "Yes".

The inspiration of above article comes from being in sales myself for over 18 years and Jeffrey Gitomer's "Little Red Book of Sales Answers" which I can recommend to anyone who deals in sales, marketing, customer relations and front desk.

My promise to you - its worth every cent a thousand times over.