Six Tips for Successful Cruise Sales

by  and  rew Sheivachman
Six Tips for Successful Cruise Sales

No matter the size of your business, the sales process is critical to qualifying new clients and ensuring they  book with you again.

Bob Becker, senior vice president of consumer research for Norwegian Cruise Line, advised attendees at the recent CruiseOne and Cruises Inc. National Conference to focus on the simplest facets of selling. The conference was held aboard the Norwegian Breakaway.

Becker said his own sales training has been responsible for more than $10 billion in sales, across several categories, over the course of his career with Norwegian, Carnival Cruise Lines and Renaissance Cruise Lines.

“This is for all kinds of sales, not just cruises,” Becker pointed out.

Following are Becker’s sales tips—in his own words.

#1 Understand the sales process
“What is sales?,” Becker asked.

“[It’s] helping people buy what they need. Does anyone have a bedroom at home with no windows? Then why are you selling an inside guarantee to a family of five? What they need is a family suite. You should come to work with the goal to help.”

#2 Don’t confuse sales with customer service
“If all you did was customer service, you’d have a lot of friends but not a lot of business. Cruising is confusing; the lines make it difficult for consumers. Make it un-confusing for your guest.”

#3 Take control
“You are in charge. You need to take over right away; whether you call the guest or they call you, you have to be in control. Ask open-ended questions, so it is about what your guests want and not price.”

#4 There is no loyalty
“What happens in Wave Season is that you do so much volume you get sloppy and skip the whole courtship in the middle of the sales process. If you don’t call your guests every 60 business days, you will lose the booking.

“Stay in touch with your guest. Today it is so easy with Facebook and Instagram. There is no loyalty. Think of who your biggest competition is, and whether they are contacting your guest with notes or on the internet.”

#5 Be self-reflexive
“When you have a bad month, look back and look for what you’ve been missing. If you are an 8-hour-a-day employee, you need to make 100 calls a day. You will get 60 no responses and 40 opportunities.

“You need to know CRM, basically your database on steroids.  Queue up all the people who didn’t book last year. Communicate on Instagram and Facebook, with no sales messages.”

#6 Stay passionate
“Love the product, love the business you’re in and have product knowledge. Know the ports; you need to know what to do on the ship and off the ship. Then you are earning your money.

“Then in come the repeat bookings and the referrals. If you don’t know the product, how can you differentiate yourself? Also: Always be smiling. We’re selling cruises, not coffins.”

  1
  0
Tip of the Day
Remember that we are in an amazing business and you help people fulfill their dreams. Sometimes we just need to look around again to remind ourselves that we are in the mansions of industries with really fun and exciting products to sell.
 
Scott Koepf, TMR Columnist 
Daily Top List

Top Three Travel Destinations For Fall

1. Havana, Cuba

2. Lisbon, Portugal

3. Madrid, Spain

Source: Elite Daily

TMR Recommendations
Top Stories
Low-Cost Airline XL Airways Will Now Offer Flights from New York to Tel Aviv
Low-Cost Airline XL Airways Will Now Offer Flights from New York to Tel Aviv

Fares include one checked bag, one hot meal on each flight, and wireless entertainment.

Booking Flights Direct Doesn’t Delight Passengers, Study Finds
Booking Flights Direct Doesn’t Delight Passengers, Study Finds

New study finds that booking direct flights through airline websites made passengers less than happy.

Peter Greenberg: Hotels Imitating Airlines Is “the Road to Disaster”
Peter Greenberg: Hotels Imitating Airlines Is “the Road to Disaster”

With four airlines now owning a majority of the market, hotels seem to be heading in the same direction, Greenberg, the travel editor at CBS News, told a meeting of the New York chapter of Hospitality Sales & Marketing Association International.

After Damage Done by Irma, US State Department Issues Cuba Travel Advisory
After Damage Done by Irma, US State Department Issues Cuba Travel Advisory

Though major roads are now open in Havana, conditions on the island still merit caution following damage from Hurricane Irma.

U.S. Airlines Brace for Impact from Continued Hurricane Disruptions
U.S. Airlines Brace for Impact from Continued Hurricane Disruptions

Harvey, Irma, and more storms have forced airlines to lower expectations for 2017 as some consider passing on losses to consumers.

More Than 20 Injured in Possible London Tube Terrorism Attack
More Than 20 Injured in Possible London Tube Terrorism Attack

Fire erupts during morning commute from what police think was a homemade bomb.

News Briefs
Advertiser's Voice
Advertiser's Voice: Imagine Bliss