Column: Some agents need to relearn how to sell vacations

08/8/2010 | Travel Research Online

Columnist Larry Norman, CTC, MCC, a consultant to thousands of home-based travel agents, explains how many cruise sellers might be concerned by policy revisions related to rebating by several cruise lines. Norman suggests that some travel agents need to relearn proven sales techniques. "With many of the major leisure suppliers taking a much more active role in shutting down rampant discounting, agencies and agents need to become much more skilled in their prospecting for new clients and then apply all the proven sales closing skills to close the sale," he writes.

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