This article
originally appeared in the June issue of AGENTatHOME magazine. Subscribe
here to receive your free copy each month.
During a recent
shopping trip, I was on my way to the dressing room when a salesperson stopped
me and said, "When you try on those shorts, come out and show me — I want
to make sure they fit you correctly."
I was caught off
guard, but I complied. She had an air of authority — and truthfully, sometimes
I could use a hand in situations like this.
She approved the
fit, and as we chatted, she pulled a few more items for me. Most fit well,
other than one top that made her shake her head "no." There was no
over-explaining or pressure, simply clarity.
In-the-Know Advice
At checkout, she
whispered that I should come back in two weeks; a new shipment would be
arriving, along with a "secret" sale. So many good things, all at
once: expert advice, insider access and a feeling of being in the inner circle
— I was elated.
But as I left with
my four shopping bags, I felt a brief sense of loss. The salesperson seemed
genuinely invested in my well-being. She had made the entire experience easier
and more enjoyable. Wouldn’t it be swell to have her by my side to guide more
of life’s little decisions?
Sales 101, Be
Damned
There’s an adage
that "people want to buy, but they don’t want to be sold to." And I
get it; no one wants to feel pressured. But clients do want perspective. They
want someone who can cut through the noise, make savvy recommendations and,
sometimes, say, "This is the right choice — go for it."
When selling is
done well (low-pressure, informed and rooted in authentic understanding), it
doesn’t feel like selling. What it does feel like? A valuable service.
Luxury travel
advisors, take note: If your clients trust your expertise, you should feel
empowered to guide them forward — and close the deal.
Be the Filter That
Brings Clarity
A week in the
Maldives, Barbados or Miami? An adventure trip to Iceland? A classic Italian
vacation? These aren’t just travel options; they’re choices waiting for a
filter.
And you should be
that filter.
It’s not enough to
simply present client with options; you have to interpret them, provide
recommendations and offer tailored advice. Better yet, map out a long-term
vision that satisfies your client’s travel wish list, factoring in things such
as the weather, seasonal costs and their family members’ stages in life (think:
mobility for older clients and maturity levels for younger kids).
Make Them Miss You
When You’re Gone
When I left that
store, I was wildly pleased with the decisions the salesperson and I had made
together — and I also felt her absence. How great would it be if, after every
meeting or call, your clients felt a similar tinge of angst at having to face
the rest of the day without your knowledge and level-headed presence?
Be that person!
And be unabashed about employing a more subtle, artful sales strategy. After
all, the most effective advisors don’t avoid selling; they elevate the process,
making it intuitive and indispensable.
For the latest travel news, updates and deals, subscribe to the daily TravelPulse newsletter.
Topics From This Article to Explore
