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Let’s Talk Business with Richard Coles

July 6, 2017 Headline News, Training No Comments Email Email

“Attitude creates reality. How you view a situation can have an enormous impact on how you live. Some people see setbacks as absolute devastation, whereas others view them as opportunities. At the end of the day, the choice is really up to you”SALES TIPS:

6 Common Characteristics of Successful Sales People in Travel

They focus on building relationships 

It’s something as simple as this. Would you buy a product or service from an absolute stranger walking up to you? Despite the product being a winner, you would still hesitate, and you have every reason to. The fact is – it is rarely the product or service we are skeptical of. More often, it is the person we are dealing with that becomes the reason for our decision making.

They offer solutions over products and services

70% of people make purchasing decisions to solve problems. 30% make decisions to gain something. A great sales rep does not sell products and services, he sells solutions. They learn early that selling is not about them or their quota, but it is about the customer. A competent sales person always helps to fill the need of clients with their products.

They go beyond the standard presentation

After a presentation, 63% of attendees remember stories. Only 5% remember statistics.

For a great sales person, every presentation is customized so it fits the buyer’s specific needs and wants. Once they know about what the client’s expectations are, they tweak their pitch accordingly.

They do not use jargon

One of the best ways to shoo customers away and alienate them can be by using industry standard jargons or buzzwords while making a pitch or a conversation. Great sales people do not use jargon, they use simple language and they ensure that their buyers are not left confused.

They know the true definition of a deal

A great sales person knows that a deal is not really a deal until it is signed, sealed and delivered. Therefore, they put themselves in their customer’s shoes and aim at giving them what they want.

They always follow up

80% of sales require 5 follow-up calls after the meeting. 44% of sales people give up after 1 follow-up. A simple follow up can open closed doors and lead to potential meetings. Customers who buy for the second time are more likely to become regular customers.

91% of customers say they’d give referrals. Only 11% of sales people ask for referrals.

Building such a rapport can also open doors for referrals as a satisfied prospect is likely to recommend a good business to his networks.

Achieving your goals isn’t something that just happens

Story: In a study done at Harvard University more than 40 years ago, researchers polled the graduating class to find out how many students had clearly written specific goals and a plan for achieving them.  This being a class of highly intelligent people at one of the world’s most renowned universities, you’d expect the answer to be most of them, right?

Not even close.  In fact, only 3 percent of the class had taken the time to write down their goals. Now here comes the interesting part.  Some 20 years later, researchers polled this same group of graduates to see how they had fared in life.  It turned out that the 3 percent who had written down their goals had accumulated more wealth than the other 97 percent of their class combined!  Researchers reported that these people also seemed healthier and happier than their classmates.

“Put in writing what you want and focus on it daily”?  Well, it may not be easy, but over the years it works”

Story: Bear in Bushes             

Two guys were camping in the woods.  As they sat by the fire, they heard something in the brush.  They noticed a bear coming down.  They say to each other, “We got to go!”  One takes off running and the other sits down to put on his shoes. The one who is running notices that his friend is not running by his side.  He runs back and notices that his friend is lacing up his sneakers.  He says, “What are you doing that for, we have to outrun this bear?”  His friend says, “I don’t have to outrun the bear, I just have to outrun you!”

Point:  Take time out to prepare yourself to beat competition.

Story: I’m sure you heard of procrastinating (delay or postpone action; put off doing something) but I came across a great portmanteau word on a Brisbane café napkin today that said “procaffinating – the tendency to not start anything until you’ve had your first coffee. Order one now”!


See you next week.

“Recognize and rely on your strengths. This will give you confidence and help you carry out your plan.”

Richard Coles, Owner of Coles International Training & Consulting researches, develops and delivers real world learning and organizational solutions to clients’ needs and problems around the world. One area of specialization is Customer Service initiatives and leadership. Richard was in the airline business for over 30 years in prominent roles and worked for the best, KLM, QF and Emirates, so understands the travel industry well. To discuss your 2017 training needs, challenges, goals and strategy, visit and email Richard on:

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