Learn how to sell or fail
Elite conference report from Jerez: Travel agents are in a sales industry and if they do not learn how to sell, they will be left behind, delegates were told.
In an entertaining presentation, Beachcomber Tours UK sales manager Sarah Archer used videos to portray how life had changed for agents and warned they needed to move with the times.
“Direct sell tour operators are a big threat to traditional travel agents and tour operators because they are offering the same product for a lower price, so how do you beat them?,” she asked.
“You face up to the challenge. You must sell and get sales training for your staff. Use your experience and high level of customer service. Learn how to judge your clients’ body language and what to say to make a sale.
“You cannot sit back and rely on customer loyalty because people want the best price and will think nothing of taking advantage of your knowledge and going elsewhere to get the holiday cheaper.”
Archer said Marks and Spencer was a prime example of a company that sold at a higher price than its competitors.
“Their food is at least 25 per cent more expensive than most other supermarkets, but their total food sales and profits are up.
“Everyone passes themselves off as experts on line but agents must show they are the real experts.
“To survive in the future you will need service, knowledge, experience and sales skills.”
Report by Jeremy Skidmore (http://www.jeremyskidmore.com/)
Jeremy Skidmore
Vegas’s Billion-Dollar Secrets – What They Don’t Want Tourists to Know
Visit Florida’s New CEO Bryan Griffin Shares His Vision for State Tourism with Graham
Chicago’s Tourism Renaissance: Graham Interviews Kristin Reynolds of Choose Chicago
Graham Talks with Cassandra McCauley of MMGY NextFactor About the Latest Industry Research
Destination International’s Andreas Weissenborn: Research, Advocacy, and Destination Impact
Graham and Don Welsh Discuss the Success of Destinations International’s Annual Conference
Graham and CEO Andre Kiwitz on Ventura Travel’s UK Move and Recruitment for the Role
Brett Laiken and Graham Discuss Florida’s Tourism Momentum and Global Appeal
Graham and Elliot Ferguson on Positioning DC as a Cultural and Inclusive Global Destination
Graham Talks to Fraser Last About His England-to-Ireland Trek for Mental Health Awareness
Kathy Nelson Tells Graham About the Honour of Hosting the World Cup and Kansas City’s Future
Graham McKenzie on Sir Richie Richardson’s Dual Passion for Golf and His Homeland, Antigua
ADS PRO 
CCS Insight: eSIMs ready to take the travel world by storm
Germany new European Entry/Exit System limited to a single airport on October 12, 2025
Airlines suspend Madagascar services following unrest and army revolt
Qatar Airways offers flexible payment options for European travellers
Air Mauritius reduces frequencies to Europe and Asia for the holiday season