Steps, processes and characteristics of tourism product sales

Steps, processes and characteristics of tourism product sales

Selling tourism products is a systematic and procedural work. Only by making good preparations in the early stage, operating in the middle and improving in the later stage can the final sales target be successfully completed.

(A) the sales steps of tourism products

The sales promotion of tourism salesmen should be carried out according to certain steps, and every step of the sales promotion process deserves attention. Step-by-step promotion steps and different promotion methods are necessary conditions for achieving good performance. There are seven main promotion steps:

1. Lock potential customers.

Tourism salesmen should first look for sales targets, that is, customers. Salespeople can look for potential customers through various channels, such as looking for potential clues from upstream travel suppliers and downstream travel agents, looking for clues from potential customers' industry organizations, looking for clues from telephone books, looking for clues from newspapers, magazines, radio and television, internet and other media, looking for clues from foreign government agencies and so on.

After having potential customers, the sales staff must also screen out worthless clues and find and lock valuable customers.

2. Preparation before the visit

The salesmen of tourism enterprises should make necessary preparations before visiting customers, including knowing as much as possible the characteristics and nature of the customers' needs, the situation of their institutions, the buying style, the main decision makers and so on. Sales staff should also consider choosing appropriate interview methods for customers, such as telephone interview and home visit. It is also important to determine the time of the visit. If the customer is on a business trip, meeting or busy with work, it is not appropriate to visit at home.

Step 3 get close to customers

In order to avoid eating, the sales staff of tourism enterprises approach customers. Close the door? Need to give customers a good one? First impression? , including the appropriate dress, is it appropriate? Opening remarks? Appropriate conversation content, strive for? Moisturize things silently? Successfully accepted by customers.

4. Explain and demonstrate

Tourism products are basically intangible products, and tourism salesmen can't provide on-site physical display to customers, so they need to rely on explanations, pictures and other demonstrations to attract customers. Sales staff of tourism enterprises can learn from the following three ways when explaining and demonstrating:

(1) fixation method

The salesman memorized the text in advance, followed the script when explaining, and assisted the explanation and demonstration with pictures and materials.

(2) Formula method

Sales staff first discuss with customers, and then divide customers into several types according to their characteristics, and adopt established explanation and demonstration methods for different types of customers.

(3) Demand satisfaction method

Tourism salesmen listen to customers' opinions, grasp the key points of customers' real needs and solve the main problems of customers' doubts, and find the best selling points suitable for different customers' needs to sell.

Five strategies can be adopted to influence customers: impress customers by emphasizing the advantages of the tourism products provided by our company in terms of quality, brand, price and service, persuade customers by professional knowledge, maintain customers by establishing good relations with customers, impress customers by appropriate services, and win customers by establishing a good personal image.

Step 5 respond to objections

When sales staff of tourism enterprises sell products to customers, customers usually raise objections whether they are interested or not. Some customers have even made a purchase decision, and they also choose tourism products, services, prices and so on? Trouble? In order to ask the sales staff to provide more concessions. Therefore, salespeople should be good at handling all kinds of objections. First of all, we must have some understanding and confidence in the tourism products provided by this enterprise; Secondly, take the customer's objection as? Normal? Even objections can be regarded as another reflection of customers' interest in tourism products; Third, don't directly refute it. It's better to list the phenomena and let the customers draw their own conclusions.

Step 6 make a deal

The sales staff of tourism enterprises should be good at grasping the opportunity and transforming the customer's desire to buy into the actual purchase behavior. Some experienced salesmen often have a good grasp? Temperature? Once the time is ripe, they will always use positive questions to induce customers to clinch a deal. For example, if an enterprise wants to organize a group tour, the salesman will ask: When did your company set the departure time for the tour group? Time or? What time? .

7. Customer tracking

After the salesperson signs the contract with the customer on behalf of the tourism enterprise within the scope of authorization, it does not mean the end of the promotion work. Sales staff should pass the relevant information to customers, inform their affiliated enterprises of the transaction, and let all departments of Qixin work together to prepare for customer service. What do modern tourism enterprises pay special attention to? Repeat customers? Therefore, the end of a transaction also means the beginning of a new transaction. Therefore, the salesperson should track whether the customer is satisfied after the transaction is concluded.

;