My Advice To You: “Get Out There!”
The title of today’s message needs a bit of clarification, but it is absolutely imperative that I share these thoughts with you. This is a true story. This is a story that I had internalized...
Selling Is a Contact Sport
Our profession has an old saying, “Selling is a contact sport.” This means that to sell something, you must meet with the prospect. You have to put your face in front of people before you can...
Overcome Public Opinion When It Comes To Sales
Over the years, the sales practice has appropriately earned a pretty poor reputation. To grasp the scope of the negative predicament salespeople have created for themselves, try this exercise: Put this book down, walk over...
Persistence Pays Dividends
Persistence Pays Dividends Although there may not be any “do-overs” or mulligans in business these days, there is certainly time and rationale for “Do-Agains.” Let me explain. I recently sent out a blast email promoting...
Three Huge Suggestions
Three “Huge” Suggestions You don’t have to agree with me today, but I am about to share some advice that could position you as a true professional in the eyes of prospects and clients. Here...
Presentations
Making Effective Presentations Requires Preparation Today I decided to change gears and address an area that is pertinent to those agencies pursuing the corporate travel market. I cannot think of a better way to position...
Marketing Is Not For The Lazy
Why is building a profitable business so difficult? This is an easy question to answer. It became glaringly obvious to me over the years that most people are still not practicing the simple art of...
Ask For The Business
Professionals ask for the business. Amateurs do not. Professionals know they will often be refused. Amateurs avoid the possibility. Professionals move on. Amateurs move over. The choice is yours. Are you a professional … or...
Travel Professionals: It Is Time To Walk Your Talk!
BY MIKE MARCHEV The first step in customer service is making your callers feel welcome. After 35 years of working with entrepreneurs and small companies, I have come to identify and endorse a common trait...
You Do The Math … 2 + 2 + 4.
“Two plus two equals four. Mike you’re a genius. Why didn’t I think of that?” After over 25 years of speaking and attempting to motivate every size, shape and category of travel professional group, I...