Ready to win £50 in Titan Rewards?
Answer three questions via the quiz below before 12 June to get yourself in the running! You can also complete an optional challenge – to write and share your own agenda – to hone your sales skills further should you wish. Good luck!
The competition closes at midnight on 12 June 2026.
This video is part of the TTG Smarter Selling Series in partnership with Titan Travel, a collection of six bitesize videos designed to enhance your sales selling skills:
- Tuesday 21 April – Episode 1: How and when to communicate your value
- Tuesday 28 April – Episode 2: How to make connection convert
- Tuesday 5 May – Episode 3: Your killer questions for initial conversations
- Tuesday 12 May – Episode 4: How to set the agenda, and why
- Tuesday 19 May – Episode 5: How and when to address the "B" word (budget!)
- Tuesday 26 May – Episode 6: What are the do's and don'ts of powerful proposals?
Each episode comes with a quiz and an opportunity to win £50 in Titan Rewards, with one lucky agent who's completed all six quizzes being entered into a prize draw for £300 in Titan Rewards (these can be spent at 250 retailers, including Marks & Spencer, Argos, Dunelm and Odeon). So make sure you watch all the videos and complete all the quizzes for a chance to bag the biggest prize!
Who is Helen Roberts?
Helen is a leadership and sales coach. She is passionate about helping businesses build high-performing teams empowered to drive their sales strategy, deliver exceptional customer experiences and exceed their targets.
Her career at Kuoni spanned 20 years, starting as a personal travel expert and progressing to sales director, where she led the retail strategy for eight years. She developed and executed a highly successful sales and service blueprint, creating an award-winning customer experience through the development of an innovative sales and service philosophy and exceptional team engagement. This blueprint empowered the team to go above and beyond, showcase their personalities, and truly wow customers. She has since helped numerous businesses achieve similar success, also working with them to implement new sales processes and service models.
After a hugely fulfilling career, driven by a deep desire to help others, she has taken all of her insights, along with her passion for people engagement and exceptional customer service, into developing new leadership and sales coaching programmes. She now coaches founders, directors and sales leaders to maximise performance and deliver results consistently through empowering, inspiring and engaging their teams.
Video transcript
Pippa Jacks: Hello, welcome to episode four of the TTG Smarter Selling Series with me, Pippa from TTG, and Helen Roberts, our leadership and sales coach expert. Hi, Helen. We’re excited for episode four. We’re talking today about setting the agenda. What do you mean by that?
Helen Roberts: Well, shall I take us out of travel? Shall I take you to Wagamama’s? Only a silly little example, really, but in my good one in Brighton, you go in and immediately they’ll ask you, "Have you been here before?" And if you haven’t, they’ll then introduce you to some of the sort of unique things that they do at Wagamama’s. They talk to you about the plant-based menu. There’s that "secret shelf" under the table, so they tell you about that. They explain…
Pippa Jacks: I don’t know about the secret shelf…
Helen Roberts: There you go! If that’s all you learn, my job’s done. And they talk to you about the large sort of consulting tables where you’re sat with other sort of people. And they tell you your food comes out at different times. So, in a way, what does that do? It sort of sets expectations, builds a bit of trust, maybe a bit of anticipation. It really communicates a bit of control and a bit of structure. And that’s what we’re looking to do with an agenda. It’s essentially talking about what you do and how you work, and actually weaving in a bit of that elevator pitch too.
Pippa Jacks: Oh, so why would this be a better approach than, I guess, being led by the customer's own pace and process?
Helen Roberts: Yeah, so that can be sometimes quite dangerous because then you get into transactional selling mode and quite possibly into a price-led conversation a bit sooner. So this is about you, again, just drawing a line, communicating your value, and really setting out a structure and a bit of empowerment for the customer – that they need to be involved too. We’re going to be working together on this; I’m going to need your feedback. So it’s about establishing a partnership as well as that trust, credibility, and exuding confidence on your part. You’ve done this before, and you’ve done it lots of times, and that’s why you’ve got this process.
Pippa Jacks: Quite right. That makes sense. So, talk us through what sort of language you might use then and how you’d actually set that scene?
Helen Roberts: Yeah, you might say something like, “Oh, thanks ever so much for your enquiry. I’m Helen, I’m a Tenerife expert, I’ve been there several times, so you’ve come to the right place; I’m going to sort of look after you. What I love to do with my clients is I love to take the time to really get to know you, ask you loads of questions about what you and the family love so that I can really tailor something that’s right for you. How does that sound?”
Pippa Jacks: You then get them to actually verbally agree and sign up to your terms of engagement.
Helen Roberts: It’s almost a lovely way for you to just – it just stops you getting into that nuts and bolts, “how many nights”, you know, so that it almost sets the tone for you then to have a really deep discovery conversation.
Pippa Jacks: Great. Nice and short, but I think we’re going to have a challenge that really taps into that as well. So, the challenge for episode four is to work out what you’d like to say about your agenda, how it is that you like to work, and what the customers should expect from you and what you expect from them, and share that with us. Actually use it in a conversation, tell us how it goes, we’d love to hear how you get on.
Helen Roberts: Yeah, absolutely. Good luck.
Pippa Jacks: Good luck, and we’ll see you for episode five.
Amy Ford: Hi everyone, I’m Amy from Titan. I’m going to talk to you about how setting that agenda is really important for a customer and is going to help you sell more Titan. So most Titan customers really care about having that easy, no-stress experience. So ensuring you’re really setting yourself up as that person who’s going to look out for them throughout is really key. When you go through that agenda, you’re going to be telling the customer that you’re going to be taking care of everything for them from that moment on. You really want to show your value and show why they came to you in the first place.
With Titan, we genuinely can take care of everything for them from start to finish. We’re going to pick them up from their front door and take them to the airport, meaning they can sit back, relax, and not worry about the stress of that journey. We’re going to take them on that fully escorted tour with an expert tour manager that will be with them throughout. All of our itineraries are carefully planned to let them experience the highlights of that destination, but also get a layer deeper into the culture with our expert local guides. This means your customer can truly sit back and relax knowing that the experience is fully taken care of for them and they can truly experience what that destination has to offer.
And of course, once their tour is finished, we will pick them back up and take them home in a luxury vehicle. So Titan really truly looks after your customers from door to door. Thanks so much for watching episode four. Make sure you come back next week to watch episode five.
Competition terms and conditions:
- Applicable to travel agents in the UK and Ireland only. By entering this competition you agree to the TTG competition terms and conditions.
