Da Silva Takes The Helm At Trafalgar USA As Wiseman Brings ‘Consultative Selling’ To The Industry
经过谢丽尔·罗森(Cheryl Rosen)/
本周旅行公司(TTC)的嗡嗡声肯定是关于咨询销售过程的。因此,梅利莎·达·席尔瓦(Melissa da Silva)议程的第一件事是与特拉法加(Trafalgar)最好的客户,总部位于美国的旅行社开会,或者我们应该说咨询,这也就不足为奇了。
作为保罗·怀斯曼(Paul Wiseman)在TTC工作了20年后跌倒da Silva on Monday will take the helm of two TTC companies, Trafalgar USA and Brendan Vacations. Wiseman will stay on full-time through July before beginning his own consulting business, with TTC as his first client.
怀斯曼(Wiseman)将专注于协商销售过程或CSP,该计划在其他行业中广泛使用,但在旅游业相对较新。他向他的核心宗旨解释说TMR在昨天的一次采访中,是要在销售过程中将注意力转移到客户的需求上,始终强调潜在客户想要和需求的需求,而不是潜在客户所需的东西。
在接下来的几个月里,怀斯曼将珩磨the program – which in theory, of course, sounds remarkably similar to what the best travel agents instinctively do – and tailoring it to meet the specific needs of travel industry players, he said. But TTC is no stranger to the program, what with Wiseman’s enthusiasm for it over the past months. And da Silva is taking a page from the CSP handbook as she describes her agenda as she heads into the corner office on June 6.
她告诉她说:“首先,在整个六月,我们都有许多顾问委员会会议,因此这是我与旅行伙伴共度美好时光的机会,并了解我们如何共同努力。”TMR. “From there we move into product launches for 2018, where one of our focuses will be on the emotional part of travel, what it is that helps people connect to travel. It’s not always rational; it’s about the memories and the growth experiences, the things that make us come back year after year. We want to make sure when we talk to our partners that that’s first and foremost.”
就像她从TTC家族内部所做的那样,在过去的四年中,她担任了以千禧一代为中心的Contiki品牌的总裁,Da Silva很高兴能进入Trafalgar的“横幅一年”,“没有什么都没有破坏。我已经能够与团队中的每个人坐在一起,了解有效的事情以及我们可以在哪里加倍的情况。”
“梅利莎(Melissa)超级聪明,我相信她会想出一些我从未想过的好主意,”美国TTC美国总裁理查德·劳德(Richard Launder)说。他指出,“让带宽能够从内部填补职位”的优势,他说,跨品牌的合作是使用诸如contiki(da Silva and Wiseman都开始的)品牌的能力,作为人们的孵化器想法,很棒,可以说明一种特殊的力量,使我们所有人都感到自豪。”
协商销售过程
Wiseman, meanwhile, has been “having conversations” with Launder and Gavin Tollman for some time about launching his own tailored version of CSP. “We’ve been using external companies to work with the CSP concept; we like to take external ideas and bring them to the industry. And with me understanding the company so well we’ve been talking for many months about this. We’re having a fantastic year at Trafalgar and Brendan, and it’s time for me to look at the next chapter and bring my passion for training and learning to the travel industry, to our retail partners, and to help TTC add value to our retail partners.”
该协商销售计划于三年前在Contiki推出。“这是一种与我们的合作伙伴合作的新方式,是一种不同的销售方式。我们一直在继续发展它,在过去的12个月中,全球都将其推出,”怀斯曼说。“理查德一直是冠军。我坚持下去;我相信它;我是它的巨大拥护者。如果您提出正确的问题,结束销售要容易得多。
怀斯曼(Wiseman)将CSP归功于CSP,帮助推动Trafalgar USA的销售额增加到2015年的“高双位数”。“这是一个完全的思维方式。确切了解客户需求的内容使每个人,组织的各个层面,无论是代理合作伙伴,消费者还是财团合作伙伴。”
也开始在康蒂基(Contiki)的职业生涯的洗衣说,他“能够为梅利莎(Melissa)这个机会经营我们在美国最大的品牌而感到非常兴奋。”
Wiseman, meanwhile, offered up the following advice for da Silva as she takes over his role: “We all know that the travel industry is a relationship business, so my first piece of advice would be to focus on relationships. My second would be to remain focused on the CSP concept of putting the customer first. And the final one would be to remember that a job like president is a marathon and not a sprint. Stay healthy, be well, and pace yourself.”
同时,达·席尔瓦(Da Silva)似乎准备好了。她说:“我很高兴能把我的脚放在桌子下。”