It’s a busy time in the travel industry…time for creating demand for travel from our traveler base. So how do we create demand?

For new travelers, we need to find out what challenges they are having. No challenges, no sale. How do we do this without “Negative Selling?”

On a sales call, 90-95% of potential travelers believe they are satisfied with their current supplier. This is called their “Satisfaction Stage.” This leaves only 5-10% of potential travelers looking to change or add additional suppliers - this is known as the “Shopping Stage.”

We need to ask questions that provide us with information. These questions may alert the client to the fact that they have a challenge, yet you are not “Negative Selling.” This is an art form as opposed to a science. We need to get the traveler out of the “Satisfaction Stage.”

Fear is a larger motivator than gain. In other words, fear of losing something has been measured to be two times the motivator than that of gain. We want to be the “go to” salesperson when the traveler realizes they have a challenge and be there to present them with a solution.

Now is the time to talk to our traveler base and find out how their past vacation was and what were the pluses and the challenges. Then educate them on solutions to these challenges. Example: Traveler is a train buff and just returned from a train vacation via Amtrak and was most displeased with the train portion of their vacation. Why not then offer them the opportunity to fly to the touring area and utilize the train as an excursion? Mayflower Tours has a Trains across Colorado tour whereby we offer five train excursions. This could be a better experience for your traveler.

It is a busy time yet always an opportunity time. Happy selling!