By Terri Maldonado, ACC, MCC

In the 1980s, Nancy Reagan led an effort to teach people to “Just Say No.” That was about drugs. This is about business.
I propose that those of us engaged in the sales of travel unite and begin our own campaign, a twofold one. We begin saying “no” when appropriate and we invite our family, friends and clients to do the same.
I am not afraid to hear the word, whether it is a response to a sales effort, a recruiting call or a major proposal to my company. In fact, sometimes I want to hear “no” so that I can get on with my life.
Have you ever given a prospective client a carefully researched and prepared quote for the vacation of their dreams and then had them evaporate on you? I suppose we should feel flattered that folks can’t tell us no. Or, perhaps they believe we will hound them if they tell us no.
Are you hounding your clients? Some super sales training in days of old encouraged us to do that. Sorry, but I just can’t do it. In fact, when someone uses that technique on me, it just makes me dig in my heels and stick to my original decision.
Courtesy reigns in my sales routine. And, starting right now, I am going to show others the courtesy of saying “no” when I can’t do something, don’t want to do something or just plain decide not to do something. And, whenever I make a sales call of any kind, I’m going to specifically ask my prospective customer to let me know if they change their mind or decide not to pursue my offer. In effect, I’m going to give them permission to tell me “no” and not worry about being exposed to my persuasive powers.
Here’s how I’m going to word my follow up E-mail:
“Hi Mr. Traveler: A few days ago I sent you a quote on the vacation you requested. I haven’t heard from you and wondered if you had changed your mind or needed more information. Won’t you take just a moment of your time to let me know? Even a simple “no” is ok with me. It’s the not knowing that makes me wonder if you feel I haven’t handled things to your satisfaction.”
I call this the inspirational guilt message because it is specifically designed to get the client to respond. Still, I know the campaign has to begin with my own habits. And, I vow to begin immediately.
Here I go: “NO!”