Host Agency & Consortia
Stuart Cohen | April 15, 2013 11:45 PM ET
Why Didn’t They Buy Travel From You?
Ever wonder why some sales get away? You should. Understanding why we lose sales is critical to winning more. Let’s stop blaming somebody or something else (like losing it to the “web”) and focus instead on identifying why we did wrong and how we can do better next time. It’s all about awareness and change. Ask yourself these questions the next time one gets away.
You gave them something that was not wanted: In our eagerness to include more, we run the risk of presenting new obstacles. Did you include a product or experience that was not requested originally? Was it something you thought they should have? This may have pushed your clients away, despite the good will. The solution? Before giving them a surprise, take a poll. Start off by asking, “What if ...“ You might just be surprised to learn that what’s good for some may not be good for all!
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