Sell Tourism Products and Services-HAYLEY BLUNDEN

You will show how you show initiative to make follow up contact with prospective purchasers

Initiative to make follow up contact with prospective purchasers.• Give them a call(follow up with regular calls at key

stages to keep them informed as to progress).• Ask if they would like to try out completely

different options.• Ask them questions• Send regular emails• Check that they have received exactly what they

agreed on.

You will demonstrate ability to identify & suggest alternative products & services when the customer’s desired products are unavailable.

• Suggest to clients up-sells or add on’s.• Recommend other products/services that are

similar or just as good, for the same price or lesser value.

• Apologies for the inconvenience and give them a complimentary service or product.

• Let them no straight away when the product or service becomes available and in stock.

• Get a contact number of the client. Find out when the next stock is available, and if you cant get the product anymore, recommend another business/ company that they can get the same product or service from.

You will demonstrate how to develop a rapport with the client and sell suitable products & services.Building a rapport is the most important step when dealing with clients to sell them products and services. For some people building a rapport comes naturally, but if you are having some trouble building a rapport it is important to;• Listen- Listen to what the other person has to say and look for

shared experiences and circumstances. This will allow you to have more to talk about.

• Asking them questions and getting them to talk about themselves. Avoid talking about yourself and avoid asking direct questions about the other person. Ask questions such as ‘past experiences’, ‘the weather’, ‘where they like to travel’, ‘do they have any kids’ etc. Including humour while talking can create harmony.

• Try to maintain eye contact for most of the time you are talking and listening(60%). Also its important to be caution of your body language and other non-verbal signals you are sending.

• Show empathy towards your client. Demonstrate that you can see the other persons point of view. And try to find as many similarities between you and your client and being on the same ‘wavelength’.

• Use the persons name when talking back to them.• Smile.• Find links between common experiences(find common ground).• Ask open questions so you get a more detailed answer back

instead of just a yes or a no.• Use feedback to summarise, reflect and clarify back to the

other person what you think they have said.  This gives opportunity for any misunderstandings to be rectified quickly.

• Always be honest. (e.g. admit if you don’t understand something they have said or if you have made a mistake).

• Talk to the person as if they're a close friend whom you completely trust, and who completely trusts you.

• Use mirroring.• Keeping a good posture.Following these steps when building a rapport with a client will make the client feel safe and in good hands. They will be able trust you as you will know what is it they are interested in and what suitable services and products they would like and is more likely to come back.