What is the sales process of the travel company? I don't know exactly how to do it, thank you.

Selling tourism products is a systematic and procedural work. Only in the early preparation, intermediate operation, late improvement and other links, and finally achieve the sales target.

The bid can 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 sales promotion steps and methods vary from person to person.

Necessary conditions for good performance. There are seven main steps in promotion, as shown in the figure.

1. Lock potential customers.

Tourism salesmen should first look for sales targets, that is, customers. Salespeople can find potential customers through various channels, such as upstream travel suppliers and downstream travel.

Look for potential clues from middlemen, industry organizations of potential customers, telephone books, newspapers and magazines, radio and television, internet and other media.

Clues, 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

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 purchasing trend, etc.

, main decision makers, etc. 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, such as being in a hurry.

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

When approaching customers, the marketing staff of tourism enterprises need to leave a good "first impression" to customers in order to avoid being rejected, including proper dress and proper "opening"

White ",appropriate conversation content, and strive for" moistening things quietly "to be 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. travel

Enterprise sales staff can learn from the following three ways when explaining the demonstration:

(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 should listen to customers' opinions, grasp the key points of customers' real needs and solve the main problems of customers' doubts, and find out the requirements suitable for different customers respectively.

Seek the best selling point to promote sales.

Five strategies can be adopted to influence customers: emphasizing the advantages of the tourism products provided by the enterprise in terms of quality, brand, price and service.

Impress customers, convince customers through professional knowledge, maintain customers through establishing good relations with customers, impress customers through appropriate services and establish a good personal image.

Win customers.

Step 5 respond to objections

When marketing personnel of tourism enterprises sell to customers, under normal circumstances, whether customers are interested or not, they will raise objections, and some customers have even made a purchase decision.

Pick the "faults" of tourism products, services, prices, etc., so as to ask the sales staff to provide more concessions. Therefore, salespeople should be good at handling all kinds of objections. first

Understand and have confidence in the tourism products provided by the enterprise; Secondly, the customer's objection is regarded as "normal" and can even be regarded as the customer's right.

Another refraction of 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 salespeople often have a good grasp.

"Wait", once the time is ripe, they will always use affirmative inquiries to induce customers to clinch a deal. For example, if an enterprise wants to organize a group tour, the salesman will ask, "Does your company take part in the tour?"

Is the departure time of the tour group set at XXX or XXX? "。

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 and put the transaction

Inform the company and let all departments of Qixin prepare for customer service together. Modern tourism enterprises pay special attention to the competition for "repeat customers", so they reach a deal.

It also means the starting point of new transactions. Therefore, the salesperson should track whether the customer is satisfied after the transaction is concluded.