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Education resource for the group travel supplier


Wednesday, 18 December 2013 14:08

And here we are!

As 2013 comes to an end, it brings the promise of an exciting future. And as we all plan for our future, we need to ask ourselves, “How can we be more productive overall?” 

At Group Travel Supplier, that is exactly what we plan to do. 

Published in Kasie's Blog

In all of this social networking, transformation that affects the sales process is happening. It’s a transformation of the buyer, the buying process, the buying committee, and the resulting necessary transformation of the modern sales professional.

Published in Sales

Most doctors firmly believe that certain types of regular screening tests and checkups are essential and help save lives. And most of us, no matter how much we despise devoting an hour or more to getting poked and prodded, dutifully go for an annual checkup each year. After all, our health is vital to our overall well-being and happiness. Annual checkups can play a vital role in your professional health as well—especially with regard to client and customer relationships, which are the lifeblood of every business.

Here are ten questions you should ask yourself when you are considering the health of your client relationships:

1. Do you have access? If there were such a figure as a “client relationship doctor,” Lloyds Banking Group Chairman Sir Winfried Bischoff would be the archetype. The former Schroders CEO and Citigroup chairman is a renowned trusted advisor who has calmly and wisely guided hundreds of CEOs through bet-the-company transactions and deals. Last year Sobel asked Sir Win, “How do you know when a relationship is not going well?” His first response was, “If it’s taking a very long time to set up a meeting, that’s usually a bad sign!”

2. Do you and your client trust each other to do things without extensive documentation, checks, and controls? Trust is the essential foundation of every long-term relationship. It’s the feeling that the other person will come through for you. It’s the belief that they will meet your expectations. It’s the confidence that they will demonstrate integrity, deliver competently, and focus on your agenda, not theirs.

3. Does your client openly share information with you? In a healthy, trusting relationship, there is transparency. Does your client give you access to their plans and proposals? Do they freely share information with you, within the constraints of confidentiality?

4. Does your client confide in you and bounce ideas and decisions off you? Does your client ever call you up to run a new idea or potential proposal by you and get your opinion? Or do they make important decisions and then call you afterwards? It’s not reasonable to expect them to discuss everything with you. However, if they have an issue in your domain, and the relationship is a strong one, they will most likely draw you in before reaching their final conclusions.

5. Are you the first person the client calls when they need something in your area of expertise? If the client views you as interchangeable with other suppliers, then you’re a vendor, and you’ll be subjected to constant price pressure as the client continually shops around.

6. Are you treated with respect—like an important advisor? This is hard to quantify, but you usually will know in your gut if this is the case.

7. Is working with this client a satisfying, rewarding experience for you and your team? Some clients just drain you. They are overly demanding, they check up on your every move, and they basically drive you crazy. Sometimes, you’re also stuck with a client who is too low in the organization to really appreciate the impact you have. This is not a healthy relationship! Life is too short—if you can’t fix a situation like this quickly, you should get out and double-down on more promising clients.

8. Is the relationship economically rewarding for you? You could have a great personal relationship with a client, but for a variety of reasons be losing money on the work! Sometimes, weak profitability is your fault—you have underestimated the scope of the work or underpriced it. But sometimes it’s a sign of a client who knows the cost of everything and the value of nothing.

9. Are you having an impact and helping to improve your client’s business? In the best relationships, you have a clear and positive impact on the client’s organization. You help the client improve their business.

10. Is your client referring you to friends, colleagues, and other organizations that could use your expertise? Active word-of-mouth referrals, arguably, are the ultimate sign of a good relationship. A testimonial is one thing—it’s passive—but an active referral is a sign of a very different level of satisfaction and delight with your services.

Just as you shouldn’t make assumptions about or neglect your own health, you shouldn’t do so when it comes to the health of your client relationships. Each year, go through this checklist and rate each of your relationships. Are you weak, average, or strong on each of these ten points? Better yet, rate yourself and then ask these same questions to your client. Then, compare the answers. Through quality communication and thoughtful Power Questions, you can strengthen your client relationships and add value to them at the same time.

Source: Andrew Sobel is the most widely published author in the world on client loyalty and the capabilities required to build trusted business relationships.

Published in Sales
Wednesday, 15 August 2012 21:10

Strategies to Improve Sales Effectiveness

In a typical scenario in a company, the sales department tends to strive hard to achieve both customer satisfaction as well as the sales. In such a scenario, the term "sales effectiveness" is of the utmost importance. It is important to acknowledge the fact that one has to be prompt and extremely fast in closing the sale otherwise it gets lost. What you require are strategies, which are proved to be effective in closing the deal and increase your effectiveness to a great extent. Here are a few strategies, which have worked well in the past and are known to have affected sales effectiveness in a very positive fashion.

Know Your Customer
It is imperative that you know your customer well. This knowledge will not come in a day's time and may take a while before you master it. If you approach a customer when he is in the best of his moods, chances are that you might be able to strike a deal. This will affect the sales effectiveness for you.

Follow and Nurture the Leads Generated
The leads generated are of the utmost importance as also to develop and nurture them. Time is of the essence and if you fail in closing the sale deal then the customer will ask your competitor to do so. Hence, it is imperative for you to take care of the leads generated also as promptly as you receive them.

Use Prime Selling Time
In order to increase your sales effectiveness, make sure that you use prime time. By this term, we mean the time when potential customer is able to spend maximum time with you and does not have other pressing assignments waiting to be completed.

Establish a Dialogue
Establishing a rapport is imperative in closing the sale. This will help you to form a mental bond or connect with the customer so that you are able to find out as to why the customer is not buying the product or services from you.

The strategies enumerated above are to increase sales effectiveness. This can be done in your practical life and believe us when we say that your existing customers can bring in a huge number of customers without you having to toil even a wee bit. All you need to do is to take care while you are in the process of closing the sale. Once this is done, you tend to set in action a process wherein your commitment towards the work and effect of the product will take precedence. Your work will prove to be sole attraction for more customers to join you and this increase your sales effectiveness.

Source: Elia Winson writes about sales performance.

Published in Sales
Thursday, 09 August 2012 09:19

A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you.

Published in Sales

Whether closing down business, asking someone on a date, or taking what you want in life by force, key personality traits are required to reign supreme. Sales is an attitude. It is a psychological tug-of-war, and, to come out on the winning end, you have to have a healthy stockpile of wits, charm, and swagger in your bag of tricks.

Published in Sales

Can you imagine if you could lower your marketing costs while increasing your sales? Profitable hospitality and tourism professionals know that staff training to enhance customer service and staff attitude is one of the best returns on investments you can make.

Published in Sales

Do you know who the top three sales people are in your organization? The challenge that arises with people not knowing who the top sales people in their organizations are is that they are wasting one of the top resources they have in their business. The sales people who are performing well are clearly doing something right, and if the other sales people follow their lead, they, too, can become top performers.

Published in Sales
Thursday, 28 June 2012 13:38

‘How Can I Help You?’

A prospective customer says, “Tell me about your firm. What’s different or special about you?”

Published in Sales
Wednesday, 20 June 2012 11:59

Take the Time to Fit Customers' Needs

Companies can kill two birds with one stone when their sales reps customize customer's needs and make a long-term sale in one phone call.

Published in Sales
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