Seven Tips For Selling Cruises
byDaniel McCarthy/
Get to know your client; stay informed about the products; and don’t just sell one segment, sell it all. That’s the advice that executives from five different coastal, luxury, expedition and river cruise companies shared with travel professionals gathered at the Javits Center last week for the New York Times’ annual travel industry conference.
In a panel moderated by CLIA vice president of trade relations Charles Sylvia, executives from CroisiEurope, Ponant Yacht Cruises and Expeditions, American Cruise Line, Azamara Club Cruises and Paul Gaugin Cruises offered up some thoughts on what makes their top agents so successful. Here’s what they had to say.
1.出售到客户的兴趣s.
“您客户的利益是什么?有些人已经在欧洲巡航,其中一些已经进入食物或葡萄酒或建筑。今年10月是伟大战争的百年周年纪念日,所以我们一直在编制比利时完全专注于这种特殊兴趣。[这样做是一种伸手可局的方法,过滤客户,看看他们的具体兴趣是什么以及他们想要旅行的原因。“
- 销售副总裁,美国和加拿大,Croisieurope - 诺罗拉Iannone
Ponant's Loire Princesse.
2. Go在家庭上.
“When you go on a fam, isn’t it true that your knowledge about that ship, that tour, that resort or hotel has increased? Your confidence level is transferred to the client when you’re taking about it because you have that direct knowledge. You need more of that direct knowledge.”
- Azamara Club Cruises的总裁兼首席执行官 - 哈里策划
3. Get educated.
“You can’t be out on cruises every week, it’s impossible, you wouldn’t make any money. You need to depend on the small ship cruise collections here to train you, educate you and give you all the tools you need…Ask, we’ll help you, that’s what we’re here for. We have a great travel agent portal and if you need something, we’re going to help you. That’s what our top agents do. That’s what makes our travel agents successful.”
—Susan Schultz, director of sales, American Cruise Line
ACL's American Constellation.
4. Find the right fit for your client.
“这个词顾问有意义。您所拥有的知识确实是您的权力,这是客人将在购买中使用的东西。你会帮助他们做出正确的购买决定,而不是为了卖东西而销售东西,但是因为它是正确的合适。“
- Azamara Club Cruises的总裁兼首席执行官 - 哈里策划
Azamara Journey.
5.卖群体.
“对我们所有人来说,我们不是在寻找巨大的群体。因此,一群10人或15人是令人难以置信的,对于我们的产品而言,它是令人惊叹的。这可能是一对夫妇决定他们将在船上庆祝他们的第30周年纪念日,突然他们决定带他们的朋友,现在代理商有一个团体。集团业务在成功和移动到一个新的水平时非常重要。“
-Sandy Stevens,Paul Gaugin Cruises的销售和客人关系副总裁
6. Consider charters.
“你可以踢出一个档次的一个地区是看一个宪章,因为那里有巨大的机会。几个小组宪章,因为它们具有共同的兴趣或共同目的;有宗教团体或葡萄酒爱好者。所有人都是一个或他人的社区的一部分。“
-Navin Sawhney,CEO美国,Ponant游艇游轮和探险
7. Ta凯斯长期view with clients.
“We all go to our financial advisors or lawyers to discuss our 10-year plans. As agents, why aren’t you discussing the 10-year plan for travel with your clients? Talk about where you want to go this year and then where you want to go after that. Then say,’Let’s look at 5 years from now and then let’s plan 10 years from now. Let’s figure out a map to do that. If you do that, you’re going to retain that person and you’re going to get referrals from them.”
- 销售和客人关系副总裁 - 斯迪史蒂文斯,保罗·纳金巡航
保罗纳金。