The first part of today’s lesson involves the most important reason why most professional sales people are not more successful. Regardless of the industry, the geographic location of your company, or the size of your average order, this single shortcoming is responsible for damaging more sales careers.

Ask any professional sales person what he or she feels is their biggest roadblock and it will sound like the words follow-up. If you’re looking for just two words to help guide you to more profitable sales without hesitation or apology, they are the words "follow" and "up."

Over the years, sales people have earned the reputation of saying whatever needs to be said to close a sale. Not unlike today’s politicians, sales people say and do what is required…

The Spring Travel Agent Forum will take center stage in less than two months at the Paris Las Vegas Hotel & Casino, and will welcome more than 1,000 independent travel agents at every level in their career, seeking continuing education, supplier networking, and destination experiences to support their professional growth. The Forum, which will be held from March 26 – 29, is the industry’s largest event of its kind, and will house hundreds of travel suppliers from across the globe, affording delegates the chance to shop destinations, commissionable vacation packages, and various business resources to support their business needs.

For the first time ever, the Forum will offer a supplemental One-to-One Meeting Showcase, providing pre-determined mutual interest meetings among select suppliers and an audience of hosted travel agents, who have been carefully vetted based on their potential business contribution and overall sales volume. These hosted agents will individually represent a minimum of $800,000 in annual business, with clientele bookings spanning the globe. Supplier participation will cover the full gamut of commissionable vacation offerings, both from a product and geographic standpoint…

by Mike Marchev
Thursday January 19, 2017

Don’t worry about what others think!

Today’s article is being printed a few weeks after your New Year's Celebration, but I think my message still holds water.

As I have on almost every previous New Year’s Day, I saw a TV news segment that once again caught my attention. There stood a bunch of half-naked people freezing their privates off while most of them successfully dodged another heart attack. Some were older than others. Some a tad more buff. Most of them should have shunned the TV…