Continuing on my list of resolutions inspired by Travel Pulse, this week, it’s all about being proactive. Earlier this week, I read an article about a local shopping center that is in the process of reinventing itself (might be paywalled). The thing was that this upscale center was only eight years old and they were already reinventing. Their reason was to combat the increase of e-commerce. Sound familiar?

We have been battling the Internet for 25 years in the travel industry. I think we can all agree that we can do it better, but the consumer may not want that. So to remain relevant, we need to make sure we are adapting as we move along. Gone are the days of a Yellow Pages ad…

From earliest childhood, we are taught to listen to stories. We develop a real, active interest in the lead character of a tale. No doubt some people tell stories better than others. But the one story you should spend time writing and polishing is your own. Why are you in travel? What do you do? How do you do it? Have you ever had a really special moment traveling? What was it? Is that why you are a travel agent? Did you travel with your parents? Why do you think people should travel?

The process of thinking through your own story, of putting it together in a narrative form, will help you to better articulate and express your…

If perception is reality, salespeople have a major obstacle to overcome. Right or wrong, salespeople have apparently earned themselves a less-than-glowing reputation over the years. Many people, in fact, still consider salespeople to be less than honorable, or simply people between “real jobs.”

Frankly, I cast much of the blame on sales managers and sales trainers...especially those who have never actually “carried the bag.” I take offense with a manager or trainer telling me it is my duty to “overcome” people’s objections or to sell people “up,” or to recite any phrase designed to take advantage of an individual’s lack of knowledge, experience, or decision-making ability.

There will always be people in the world who are out to make a fast buck at the expense of others…