Research Your Destination

Even if you’ve never been to your intended destination, you need to become an expert on it.

• Begin by memorizing all of your trip’s pertinent details, including the cost, payment-due dates, what’s included in the package and what customers are responsible for providing. If you are the one who scheduled the trip, you are likely the one who will be putting together the one-page handout that lists this information. If not, getting this handout and becoming familiar with it will be one of your first responsibilities.

• Become an expert on not just the diving, but on the destination itself. Scour the Internet, books, magazines and brochures for information on the diving, the country, its history and culture. Talk to other dive professionals — either from your store or someone else’s — who’ve visited the destination before.

You should also plan on taking time to educate your fellow staff members on what you learn. Make it easier for them to help you sell the trip by giving them more ammunition to sell with.

Become your trip’s premiere salesperson »

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