Column: Closing the sale requires little effort, with the right mind-set

02/12/2013 | Travel Research Online

Travel agents who present themselves as consultants rather than salespeople will find that closing a sale becomes a foregone conclusion initiated by clients themselves, without need for added pressure from the agent, Richard Earls writes. "In an appropriately structured relationship, we are not selling anything, so there is no sale to close. In the relationship paradigm, there is no pressure to buy other than the pressure of the consequences of not buying," Earls writes.

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