THE KEY TO STRONGER SALES…..IS IN THE SELLING BEHAVIOUR!
Here at Select Representation we prefer to call ourselves an extension of our travel partners (hotels + destination management companies) sales & marketing teams. Yes – it’s true to say that we are an independent consultancy specialising in sales and marketing for the travel industry BUT the success of any strong partnership can’t work without close relationships with its clients. Our speciality lies within travel, however, it’s important to note that specific requirements for success in sales can differ depending on the industry, product, or service being sold. Despite all, we know that most successful sales people tend to able to combine key behavioural traits with industry-specific knowledge and expertise.
What makes a good sales person?
A good sales person generally possesses a combination of skills, traits, and behaviours that contribute to their success in building relationships, understanding customer needs, and very importantly closing deals. Here are some key characteristics that we feel make a great sales person:
Effective Communication Skills: The ability to articulate ideas clearly, listen actively, and adapt communication style to connect with different types of customers is crucial. Good sales people can convey complex information in a simple and persuasive manner. When dealing with people from other parts of the world we feel it’s very important to keep correspondence simple, short and sweet…..without lots of extra words that can complicate matters.
Empathy: Understanding and empathizing with customers’ needs and concerns helps build trust and rapport. Empathetic sales people are better able to tailor their approach to address specific customer pain points.
Product Knowledge: A thorough understanding of the product or service being sold is essential. This includes knowledge of features, benefits, and how the product solves customers’ problems. For this reason, it’s vital that all our staff visit and experience the hotels and destinations firsthand…as nothing can beat the real experience. Seeing is believing!
Confidence: A confident demeanor instills trust in customers. Confidence is not only about believing in the product but also in the ability to meet customers’ needs and overcome objections. Confidence often comes with experience (see above point).
Resilience: Rejection is part of sales, and a good sales person must be resilient in the face of challenges. They learn from setbacks, adapt their approach, and persist in the pursuit of their goals. If a potential sales opportunity doesn’t work today…..that does not mean it won’t work tomorrow. The message here is simple…..never give up!
Superb Time Management: Prioritizing tasks and managing time efficiently is crucial in sales. Good sales people focus on high-value activities that contribute to closing deals rather than getting bogged down by unproductive tasks. So often we come across the ‘tick box’ people who just meet for the sake of meeting. The key to great time management…. is taking action when and where necessary. Don’t delay…..take action.
Adaptability: The ability to adapt to different situations, customer personalities, and market changes is important. A good sales person is flexible and can adjust their approach to meet the unique needs of each customer.
Integrity: Building trust is paramount in sales, and integrity is a key component. Honest and ethical behaviour fosters long-term relationships with customers and contributes to a positive reputation. This is how we roll at Select Representation.
Goal Oriented: Successful sales people are motivated by goals and targets. They set realistic objectives, develop strategies to achieve them, and stay focused on results. Here at Select Representation we like to treat our target ‘like a game’. When we say game, we actually mean a friendly competition amongst the team to see how successful we can be.
Continuous Learning: The sales landscape is constantly evolving, and good sales people stay informed about industry trends, competitor offerings, and new sales techniques. They invest in their own professional development. It’s important to not stand still and try to move with the ever evolving times.
Team Player: Collaboration with colleagues, marketing, and other departments is often necessary in sales. A good sales person works well with others to create a positive and cohesive team environment. It really is no good if you don’t communicate with the relevant people around you.
Problem Solving Skills: Sales often involves overcoming objections and finding creative solutions to customer challenges. The ability to think on your feet and provide solutions is a valuable asset. We hate to delay when answering and will always do our best to take action in a timely manner. If something is not possible, then we will tell you. There’s nothing worse than someone going silent because they don’t know how to respond.
About us?
Select Representation is an experienced travel sales & marketing representation company offering a practical & cost-effective option for hotels and destination management companies (DMC’s), wanting to expand their business from the UK, Ireland, Belgium, Luxembourg, Netherlands, Norway, Denmark, Finland, Sweden and Iceland. Select Representation is a founding member of GTRA – Global Travel Representation Alliance.