What Would The World’s Greatest Travel Consultant Do?
Travel Research Online by Richard Earls
I don't like most game
shows. I'm a high-functioning introvert, but the bright lights, noise and
screaming frighten me. With one exception. I really enjoy
Jeopardy. When I happen to
catch it on television during an evening of channel surfing, I like playing
along at least for a minute or two. In the no-stress environment of my living
room, I am really good. Especially when I discount categories like “Broadway Musicals."
I really like about
though, is the format. Alex Trebec gives you the answer and the object is to
provide the correct question – forcing me to think backwards. That little bit
of a twist on my mental hardwiring engages an ability to dig a bit deeper
for each challenge.
Jeopardy teaches us to think differently.
backwards makes the mind focus on the outcome first, and only secondarily on
the process. Limitations, objections, obstacles all take on secondary
importance to the result. The process becomes more clear the better defined the
desired end result.
thinking backwards is a good way to achieve results. I heard not long ago about
an employee for a metal drill bit company who realized his company was in all
reality NOT selling drill bits. What the company's customers really wanted were
holes. The employee suggested that the company start thinking about how to make
better holes. Two years later the company launched its first laser drill.
think backwards about your career as a travel consultant. Let's don't start
with how you do your job, or prospect for clients or educate yourself. That's
starting with the process. Instead, let's start with the end result.
the world's greatest travel consultant. How would the world's greatest travel
consultant do the things you do each day? I'm pretty sure when you entered our
profession, the end result you envisioned was you in the role of the world's
greatest travel consultant. No one gets into business thinking “someday I'm going to be so
me in thinking backwards for a moment. Let's start with the image of the
world's greatest travel consultant.
would the world's greatest travel consultant choose, and interact with, their
How would the world's greatest travel consultant deal with a
difficult client? How would the world's greatest travel consultant think about
time management, sales and marketing? How would the world's greatest travel
counselor dress? What would their web site look like? How would the world's
greatest travel counselor train on an ongoing basis? How would the world's
greatest travel counselor speak to their clients, deliver presentations and
is an interesting experiment. As you go through your routine today, ask
yourself about each task “would the world's greatest travel consultant do this?"
make that important phone call to the client ask yourself “How would the world's greatest
travel consultant make this call? What would they say? How would they sound?
What kind of result would they expect." Then, resolve to make the
phone call just as you imagine the world's greatest travel consultant might.
Projecting yourself into the role of the end result might just help you better
realize how to achieve the result.
travel consultant you want to be and become that image. Reclaim the vision you
have of the travel industry and your role as a part of it.
less places you and your career, maybe even the whole of the profession, in
Earls is the Publisher of
, an online travel industry resource dedicated to enhancing the
professional lives of travel agents.
Richard Earls is the Publisher of Travel Research Online, an online travel industry resource dedicated to enhancing the professional lives of travel agents.