After a recent meeting with Flight Centre Travel Group, I found myself reflecting on my time with the company over 10 years ago.
That period was a turning point in my career, pushing me into corporate travel and teaching me invaluable lessons about sales, leadership, and resilience. It was an experience that truly shaped who I am today that I thought I would share.
I didn’t start my career aiming to be a Business Development Manager (BDM).
In fact, when I first applied to Flight Centre, I went for a team leader position in a retail store. At the time, I was working for Virgin Australia International (or V-Australia, as it was known back then), and with my contract coming to an end, I was looking for a change. I didn’t have much experience in either role, but I knew I had to try something new. During my interview, the recruiter had other ideas. She thought I’d be a better fit as a BDM, and before I knew it, I had a meeting lined up with the Head of Sales for Queensland.
That meeting was nerve-wracking to say the least. I'd done a bit of formal sales work previously - cold calling for a smaller tourism company and random sales jobs during my overseas travels but I didn't have any #training in #sales or any #selling #techniques so to speak.
During the interview, the Sales Leader placed her phone on the table and asked, “Sell me this phone.” I was caught off guard and did the best I could, nervously spouting off the phone’s features—“It’s great, small, fits perfectly in your hand, it’s half price…” Not at all the way that I #sell today in fact it's the opposite, and I would use this as a bad example in my training these days! But to my surprise, she laughed and appreciated my confidence, and I landed the job.
In the early days at Flight Centre, I didn’t fit the mould of the typical salesperson or a 'Flighty' really. I didn't have that “peacock” energy. I was more like a dove or a duck out of water.
I wasn’t extroverted, except maybe after a few Friday night drinks, and I didn’t have that stereotypical “salesy” vibe. But I quickly realised that being true to myself was one of my greatest strengths.
Photo of me working at FCBT.
In my first year at Flight Centre, I worked relentlessly. I didn’t stop when the office closed at 5pm. I’d head out for a drink with colleagues, but even on the way home, my mind was still in work mode. I’d take note of business names on buildings, billboards, and jot down any lead I could find. On weekends, I’d read magazines and build a pipeline of leads—particularly in the mining sector, which was booming at the time. I wasn’t just relying on traditional methods; I was always thinking outside the box.
That effort paid off. At the end of my first year, I was named the top BDM globally for Flight Centre Business Travel, an achievement that had only been done as a novice twice before. One of those times was by the same woman who had hired me, so it was a thrill to show her she made the right choice. But more importantly, I proved to myself that hard work and determination can take you further than you ever expect.
In my second year, I became 2IC to my Team Leader and placed third globally. And by my third year, I was leading a team of eight BDMs as a Team Leader for Queensland myself.
It wasn’t about just hitting targets; it was about finding innovative ways to prospect, being passionate and genuine during calls, and always believing in what I was selling.
Flight Centre Global Gathering.
The key to sales, in my experience, isn’t about being pushy or aggressive. It’s about listening first and foremost, asking the right questions, then helping people solve their problems through story telling.
If you approach sales with the mindset of helping rather than selling, everything changes. And when you’re passionate about what you do—like I am about travel and tourism—there’s no “selling” involved. It’s just about having genuine conversations and showing people how you can make their lives easier.
Looking back, my time at Flight Centre wasn’t just about learning how to sell; it was about learning how to lead, how to think outside the box, and how to stay true to myself in a world that often pushes you to conform. It’s funny how one experience can shape your career in ways you never imagined, and I’m grateful for everything those years taught me.
Over time, I've developed my own sales technique which I call “Sell like a fox,” inspired by the Fennec fox. It’s a method I now teach to others who want to succeed in the travel industry.
Want to find out why I chose the Fennec Fox? Contact me for a FREE discussion and start your sales career in travel now.
info@dbslearning.com or 0431 256 994
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