Transcript Effective Sales Presentations

DEVELOPING A
SUCCESSFUL SALES
PRESENTATION
GENERAL TIPS
• Know who you are speaking to
• Research – internet, in-market representatives
• Company profiles
• Regional product offered
• Types of tours offered
• Are they not in the region but doing similar tours elsewhere?
• Tailor your presentation to each company
GENERAL TOOLS
• Business Cards
• Sample Itineraries
• Images (thumb drive, computer, tablet, photos, brochures)
• Make an appointment, be on time
• Make a Notebook of Appointments
• Create a lead sheet
• Include a place for a business card to be stapled or glued to the sheet
• A place to take notes
• Follow up Follow up Follow up
TRADE SHOWS
• Pre-Show - Do your homework!
• What tour operator is in the region you need to contact?
• Are they coming to the show? Who is in the booth with you?
• Make appointments with tour operators ahead of time
• Research & study profiles of the companies the booth you
may be meeting with
• Appointments may be in a group format
•
Keep your product presentation brief - 30 Seconds
•
Booth should be set up to be conducive to business meetings – tables, chairs
– no music or loud distractions
•
There will be distractions so a concise message is best
• Collaboration – important to work with those in the booth with you
OFFICE SALES CALL
• Appointment Tips:
• Start Appointment with general short conversation
• Be Respectful of their time
• Ask questions about their company
• Show them you have done your research
• Tailor your presentation to their needs
• “Ask for their order” – ask to include your destination in
their program
• Overcoming objections
• What is that they need to include your product?
OFFICE SALES CALL CONT…
• General Tools/Tips:
• Good Quality Photos – quality vs. quantity
• Map
• Gateways – how to get to you
• Explain your story, why is it special?
• Festivals, events, annual celebrations
• Unique opportunities – experience, food etc
• How your product can be connected with programs/products the
company already represents– Suggested Itineraries
• Talk to not just the Product Manager but train the Reservations agents
once your product is placed
• More details in a packet of information or thumb drive
• Follow Up
B2B – PRESCHEDULED APPOINTMENTS
Combination of a Trade Show & Sales Call
• Usually 12-15 minutes for appointment
• Combine tools from Trade Show format and
Sales Call format
• Do your research on what product the
company offers, read their company profile
• Map – show Gateways – how to get there
• Itineraries – how to fit your product into their
package
• Explain your story, why is it special?
• Festivals, events, annual celebrations
• Unique opportunities – experience, food
• Ask to be placed in their program
• Follow up
MEDIA
PRESENTATIONS
• Be brief and concise – 30 seconds to
make an impression
• Do your homework – Vet them first:
• Who do they write for?
• Who is the audience?
• Type of media?
• TV, Radio, online, print
• What’s new & unique
• Have short story ideas ready to go
• Do their job for them
HOSTING MEDIA
Hosting Writers &
Media
•
Must be pre-qualified,
know that an article or
feature is planned
•
Have high-resolution,
quality photos & video
with photo rights ready
•
Invite them to your
destination
• Be ready to provide
travel assistance: air,
lodging, meals
• Follow up
MARY MOTSENBOCKER
6420 S. QUEBEC STREET
ENGLEWOOD, COLORADO 80111
E: [email protected] | T: 303-850-9358