What is it that separates top cruise specialists from their competition? More importantly, what can you start doing today to become one? After working with hundreds of Travel Agents, Home Based Cruise-Only Consultants, and professional sales people throughout North America, I’ve identifi ed 5 top secrets that all successful cruise specialists share.
Nothing happens in business until someone sells something! Either you sell the customer on YES or he/she sells you on a NO. However, the old way of selling really doesn’t work anymore. It went out with commission caps, and the invention of something called the Internet. We must now change the way we sell or we won’t make enough to meet our quotas, much less reach our goals and dreams. We must understand how to maintain our value as professionals in the face of such rapidly changing times.
Enjoy my personal list below and ask yourself how many of these strategies are you practicing in your business, or could be practicing, to move you into that elite group.
Secret #1
Top Cruise Specialists possess a Foundation of Product Knowledge that is invaluable to everyone that knows them. They are experts in their fi eld(s) and tell the world in a way that keeps their clients coming back for more. Trust is key to these elite individuals, as they are not a website or a commodity. They cannot be replaced. They never stop learning or reading. They create worth! Their knowledge was meant to be shared and distributed. These students of business realize that the more they give, the more they get in return. For example, are you an NCL Specialist Plus? If not, you should be, and if you are, you should advertise via a press release to announce your expertise in your local market.
Secret #2
Top Cruise Specialists know they have to BE DISTINCT OR BE EXTINCT! I personally call it Brand “U” Marketing. They know how to create a positive experience when selling and are rewarded with loyal referring clients, versus sales agents focused on selling only the bottom line. They leverage their R.O.A. (Return on Attention) showing the love, where others only get time. Friendship = Salesmanship.
Secret #3
Top Cruise Specialists are Customer Service Professionals. Compassion is another key trait that helps defi ne their sense of success. They have the human ability to “BE HUMAN”. The real pros know the pay off of customer satisfaction versus gross sales or profi t. Elite sales people understand buyer’s habits and know that they do not want to be ‘sold’. To quote a professional coach, “To make a sale, you must join them on their buying path.”
Secret #4
Top Cruise Specialists are Positive, Passionate and Professional. Nothing new here! Attitude is not just everything, it’s the only thing! Solution oriented. Action oriented. People oriented. Their enthusiasm begets success. And the new breed of salespeople – they rely on truth and product knowledge to enhance their sales skills.
Secret #5
Top Cruise Specialists are CLIA designated and members of professional Cruise and Travel marketing organizations like OSSN. No secret here. Walk the talk with fellow members of our trade to increase your knowledge, expand your network, and share your compassion.Through my personal observations I feel that these core strategies are the foundation for any successful cruise selling consultant. Implement them today and you will be successful! Please watch for the March issue of the NCL Insider, and read my column where I go into more detail on these specifi c strategies.
I value your feedback at any time and would love to hear about your own “Personal Professional Secrets to Success” to share with others.
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