6 Sales Tips From Jacob and Edwin

6 Sales Tips From Jacob and Edwin

The difference between making the sale and not making the sale is not necessarily about being more knowledgeable than the next travel agent, or having a 10% cheaper offer, or presenting more options. The difference is in the little things that end up adding up. Let’s get into what that looks like. Here are 6 sales tips from Jacob and Edwin.

1. Make a good first impression

There was a study done where interviewers were asked if they liked the candidate or not. Within the first minute of interaction, they had an answer. The interviewers were asked again 45 minutes later and most of the answers were still the same. That is a testament to the importance of a good first impression. Be instantly likeable, and the chances of your client continuing to like you increase significantly.

2. Smile and have a positive demeanor

No one wants to work with a Debbie Downer or a Negative Nancy. Planning a trip is exciting and your client will want you to share their enthusiasm! If you don’t smile or if you don’t have a generally positive demeanor, your client will be turned off and may get the impression that you don’t care about them. By smiling and being positive, you’ll be more pleasant to work with and thus provide a more enjoyable customer experience.

3. Have the perfect handshake

The emphasis on having the perfect handshake may be cliche, but it is true that it’s important. Psychologically speaking, a good handshake will instantly help the customer to feel more personable with you. Don’t have a floppy handshake, which may make the customer think you don’t care. Don’t have a domineering handshake either, which may make the customer feel uncomfortable. A friendly and firm handshake is the way to go!

4. Make and maintain eye contact

Keeping eye contact, like having the perfect handshake, may be a cliche. But again, it’s important! For some people it can be challenging or uncomfortable to make eye contact, which is understandable. If it’s any consolation, you don’t need to stare into the depths of anyone’s souls – and that isn’t what we’re suggesting. We just encourage you to maintain eye contact with your client to show that you are present and that you care. Looking anywhere but at them can make you come off as aloof and impersonal, which is the opposite of what you want.

5. Use your client’s name

Saying your client’s name at the beginning of and throughout a conversation does two things. First, it affirms that you know their name, which shows you care. And second, it establishes a more personal connection. That’s what this is all about – it’s about your relationship with the client. Something as simple as saying their name can help solidify that.

6. Make your client feel important

If you’ve read the book How to Win Friends and Influence People by Dale Carnegie, then you’re familiar with this concept already. In the book there’s a line that says imagine everyone has the letters MMFI written on their forehead… with MMFI standing for “Make Me Feel Important.” That’s what everybody wants – to feel important. You can make your client feel important by simply listening to them, complimenting them, and finding common ground. People love to talk about themselves, so ask them questions and genuinely try to get to know them. Your conversations may segue into topics that have nothing to do with travel or with the trip that you are trying to plan for them – but that’s okay, that’s actually a good thing. You’ll leave your client with a positive feeling after a good conversation and they will be more than happy to book with you.

These 6 sales tips from Jacob and Edwin will set you up for success as a travel agent! Check out more lessons on Sales and Customer Service in our Travel Agent Academy.