-by TS Newshound
April 21, 2010– I’ve been in the sales profession all of my working life. In that time, let’s say 40 years, I’ve come to understand that marketing or advertising is the key most of the time for a company and its sales people’s successes. That is especially true in these trying times.
Now the company must keep the cost per sales or even customers at a certain amount to keep the doors open. An example would be selling something with a profit of $10,000 after all costs are paid, paying $15,000 to sell that product. They would soon be out of business.
So having said all of the above, why do some timeshare companies still believe, “THE ONLY BAD TOUR, IS ONE THAT DOESN’T SHOW UP”, one could have the best product out there, most flexible, most user friendly, etc. And if you are showing it to people who can’t afford to pay attention what good is it to them, none.
If you offer a $200,000 Rolls Royce to some one for $10,000 and they have no way of getting the $10k it’s just “spinning wheels”…
Now if these “ups” cost the company $150 per, that’s a great price to pay, rather than $400 others pay, but those others are selling 20% to 25% of the folks they talk to, and the first company is only selling 10% to 14%, do the math!
And the poor sales person is “hauling” these NQ tours, so when they do luck out and get one with money they are so beat up they just sell the lowest price they have, because this same company says to them if your APG/VPG whatever, is below such and such you’re fired. The sales person has no control over who they talk to, and this same company has a rule… NO NQ’s, PERIOD…
So what to do, nothing except quit, because upper management in this one company’s case came from “campground” selling, and with them the only bad tour was the one who didn’t show up, that’s their history and point of reference.
It’s really a shame that a company with a great product doesn’t go after the upper end market, by touring the upper end customer… What a waste!!
TS Newshound, the standard byline for this column, is an inclusive nom de plume for anyone who wants to contribute to the Hot Cuppa Joe section. The “who” depends on who feels like writing or sharing information and therefore can change without notice. If you have something you’d like to contribute under that nom de plume, email [email protected]