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Selling Fun
- Prepare yourself prior to starting sales day. Meditate, drink coffee, and eat. Have water and a snack. Leave your personal baggage at the door, do not take into work with you. You are on stage. Be focused on your clients, your work area, your tools to be successful
- Know your Product: Before you can sell anything you have to know what you are selling. We just happen to sell Fun activities and Tours on Maui in the state of Hawaii. There are over 400 tours.
- Know and experience the tours by going on them, watching videos on the Vendor’s website, reading trip advisor, yelp and word of mouth.
- Know and experience the tours by going on them, watching videos on the Vendor’s website, reading trip advisor, yelp and word of mouth.
- Know what clientele the tour caters to and details of tour. Age Limits, weight limits, back or neck issues, beach loading, dock loading, accessibility guidelines for a tour, length of tour, amenities, food and beverages served, parking, dress guidelines, cancellation policy, weather policy, check in times, departure times, directions to.
- Greet your Client: Greet your client with a smile and a hello whether in person or over the phone. Introduce yourself and ask for their name. Use their name. Briefly tell your client what you do, and what you can do for them.
- Discover who your Client is and what they want and need: You are the sales person, the expert, the guide to your client getting what they came for and at least one thing more. Ask questions, How long are you here for, how many in your party, have you been to Maui before, are you going to neighbor islands, have you already done any tours and what is on your schedule, do you have a car, what age and weight, etc. Look in their hands, what brochures have they reached for. Listen and Observe. Answer the question they asked, offer suggestions.
- Make the sale and plan the itinerary: Tell the guest about the best tour for them, check availability and book it. Use a planner or scheduler to jot down what the guest is going to do. Start booking the tours with the vendors. Use command sentences, “I am going to check on availability”, “they have Tuesday am or Wednesday pm, and which do you prefer”. Do not ask permission. Give them a pen and planner to write down what they are doing and to take notes. Enter each tour in computer and book as you go. Tell the guest you will go over details after you book all their excursions (don’t stop and cash out as you go, because they will think they are done) plan dinners, tell them where to shop and local site seeing areas.
- Cash out and go over parameters and directions: Make sure you get the guest where they need to be by going over their tickets, directions, what time to leave, non-refundable if you do not cancel 48 priors to tour, weight parameters. Clear and precise. Avoid opportunities later when a guest does not make it due to getting lost, being too heavy, too young, not physically able etc. Collect payment and have guest sign tickets, vouchers, and credit card or room charge slips. Attach each ticket to the proper brochure. Spend as much time getting them there as you did selling the tour.
- Thank your client ask for feedback and ask for referrals. You want to see the client again, be excited for them and their choices, ask them to come back and share their experience and give them your card and ask for referrals. Smile and thank them. Look them in the eye and smile.
