with Barbara Scrocco, Mississauga-based travel consultant (and top producer) with Travelonly

How long have you been in the business? Since 2004.  I actually work in partnership with my husband, Robert Rizzo, who is a full-time teacher. Before Travelonly I was self-employed in sales management consulting. 

Do you have a specialty? I do a lot of destination weddings and large group bookings such as our annual March Break Cruise with at least 600 clients.

Where do your clients come from?  They are all referral.

What was your best FAM? The Freedom of the Seas inaugural was a wonderful experience.

What drives you crazy? Poor customer service – and telephone representatives who do not have a smile in their voice. 

What was your largest individual sale? Most recently, a package I put together for a couple who is visiting Italy this summer.  The husband loves Italian cuisine and we have customized a vacation around the various food and wine regions of Northern Italy.  It’s a two week itinerary costing just over $20,000.

Do you have a magic sentence to close the sale? It depends – I don’t have a standard closing because it’s based on my feel for the client. 

Do you have any time management strategies? Yes!  I live by my to do list, I always prioritize my daily activities. And I make 5 to 10 proactive calls a day, contacting clients to see if they have any travel plans in mind.

What do you do to keep your clients loyal? We don’t just send our clients off, we always send them a bon voyage gift, and I love to follow up with them after their return!

What’s the best piece of advice you ever received? You can achieve great things – especially if you are committed, passionate about what you do and focused.

If you had to spend six months in a destination, which one would you pick? Italy.  I would love to spend time exploring  the various  regions…. I love the culture, the history and more importantly the food!

If you weren’t doing this, what would you be doing? Sales management consulting and coaching.  I love client interaction and working with sales professionals.

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