ASTA Business Builder: Increase Your Sales By Understanding Communication Styles

Do you recognize any of these clients?

• Client “D” is often in a hurry and wants to get to the bottom line. They may book a trip without listening to your advice. Then they call you back the next day and want to change it.
• Client “I” is very chatty. They want to talk about your family and theirs. They seem disorganized and sometime wait till the last minute to decide and book.
• Client “S” is calm and organized. They often plan to travel with family or friends. They seem to like routine and may not be open to new ideas. They get upset if there are changes.
• Client “C” is very detail oriented. They not only read the fine print, but they also ask you questions about it. They may want to know all the options and pros and cons before booking.

​Typically, some of these clients irritate you more than others. The good news is that there are proven techniques to be successful with each style.
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The DiSC® assessment will help you understand and adapt to different clients’ styles. It will also help you understand your strengths and how to leverage them. Tips for selling to each style, including how each style likes to interact during the booking process, will be discussed.

This session will be led by Sally Sparhawk, a member of our RM ASTA Chapter Board. She is an experienced and energetic presenter. Come prepared to have fun, learn about yourself and others AND learn time-tested techniques for connecting with your clients and increasing your sales.