Selling involves people and with them comes a package of emotions and feelings that cannot be overlooked. Managing those feelings and emotions is certainly an art.

1. The Art of Selling

2. Selling Involves
PEOPLE
(Package of Emotions and Feelings)
Selling involves people and with them comes a package of
emotions and feelings that cannot be overlooked. Managing
those feelings and emotions is certainly an art.

3. A Successful Sales Person Needs
• Domain Knowledge
• Proficiency in Skills
• Right Attitude
To be a successful sales person, one needs to have adequate
knowledge of the domain, be proficient in the skills required and
have the right attitude. All the three are equally important
though we tend to underestimate the importance of having the
right attitude to be successful.

4. The Basic Sales Cycle
• Needs Analysis
• Recommendation
• Preparing the Close
• Closing
• Repeat/Referral Business

5. Knowing the Product
Knowledge of product is extremely important for
any sales person. We need to know everything
about the product or service we are selling - its
features, advantages and the specific benefits that
the client is likely to get from the product or
service.

6. Understanding customers’
objections
Sales people face many road blocks in terms of
objections by clients. Having prior knowledge
about your clients will help you to prepare
convincing explanations providing missing
information. Removing such misunderstandings will
take you one stop closer to clinch the deal.

7. Listening – An essential skill-set
Sales people need to be good listeners as they can
sell the right product only when they understand
what customers require. This can be done only
when they are patient and willing to listen to their
customers.
“Ability to provide Value Proposition”

8. Questioning – Right Questions to
Prospect
Asking right questions to the prospect ensures that
the sales person is in control of the conversation.
He or she can lead the conversation to stimulate
the thoughts of the customers and encourage them
to voice out their thoughts, apprehensions or
problems.

9. Identifying Buying Signals
Based on the buying signals that the prospect gives,
a sales person can plan his next move or question.
Therefore, he or she needs to be sharp and smart
enough to identify these buying signals.

10. Negotiating and Closing skills
Closing a sale is as important as identifying a
prospect. Therefore, successful sales people are
those who are very proficient in closing skills.
They know exactly what to ask and seek
confirmation of the deal. They need to be good
negotiators to create a win-win situation for
both the customer and themselves.

11. Travel Agents – Enablers of
Dreams
• The first goal as a Travel agent is to understand that
you are the enablers of dream.
• People save money or make money to enjoy a
fantastic experience called ‘A Holiday’.
• They may call it a shopping vacation or a golf
vacation or a trek to the Everest Base Camp.
“This makes the Travel agent the real enabler of dreams”

12. Profiling Clients for enabling
dreams
1: Solo Traveller- Men / Women/ LGBT
2: Couple- Young/ Middle age/Old without Kids
3: Couple – With kids (infants/ toddlers/ teens/ adults)
4: Group trips – with any of the above
5: Pilgrimage – with any of the above

13. Gauging buying capacity/aspirations
1: Some lower income families still save money to see
Switzerland.
2: Some couples save money to see the Taj Mahal.
3: Many couples want their children to see Disney
Land.
“So this aspect needs tact and good combination of
experience. It’s difficult to be right all the time.”

14. Choosing Hotels based on location &
features
• Exotic Locations i.e. beaches, snow resorts
• Hotels best suited for Shopping holidays or Business
hotels
• Travel arrangements for Holy / Historic sites
This is the must-know knowledge so that a Travel Agent
can deploy his final charm to the “Seat of Power”.
Seat of Power refers to the person(s) who calls the final
shot on the decision of the holiday.

15. Situation One
A young rich couple comes to buy a weekend getaway
from Dubai. The man seems like the active one, asking
all the questions. Then TA (Travel Agent) shows them
The Taj Mahal. The girl seems interested. The TA says,
‘This is the eternal symbol of love. You can always go to
Paris or Greece, but you would go to The Taj Mahal just
once in your life-time.’ The girl wants it, and the man
can’t refuse Eternal Love!

16. Situation Two
A middle-aged couple wants to go on a holiday with
their two children, the elder is 9 and the younger is 5.
While talking to the Parents about a regular beach
holiday to Goa, the TA shows the kids a brochure of
African Safari. The kids force parents to see animals.
Ultimately they buy a zoo holiday in Singapore, twice
the cost of their regular beach holiday.

17. Attributes Important for Sales
People
• Confidence
• Persistent and Determined
• Maintaining Long-term Relationships with Clients
• Friendly Personality
• Accountability
• Receptive and Willing to Change

18. Questions?
Email us at: info@tboacademy.com

19. Thank you…