BFL
Get your day off to the right start with your own MORNING MEETING. No shouting; no throwing of chairs; no name calling; no finger pointing.
Just a Sales Tip of the Day, a daily blast of music and some attitude for your enjoyment! M-F. No weekends, and I don’t do roomfill…
REMEMBER: If it is true that our eyes are likened to a window of our soul (and heart) then watch those words, hands and body movements too– and not just your sales guest’s but yours as well!
Accept it or not we live in a world of mistrust of most everything from governments to corporations and just about anything in-between. And when any of us are being ’sold’ something we’re always looking for those obvious warning signs that we are dealing with a bald faced liar (BFL).
In the TS sales universe lying is often a two-way street in that a sales guest may (e.g.) innocently understate their annual income all the while a zealous sales rep tells a prospect, and actually believes it, that becoming a TS owner will ward off evil spirits.
And although I, too, could argue and document to a prospect that becoming a TS owner and partaking in certain activities while vacationing at timeshare resorts in tropical destinations is a sure fire way to get rid of hemorrhoids, I would likely be perceived as a BFL and lose the sale.
What prospects want to see and hear is an enthusiastic but calm and methodical sales presentation delivered by a rep who is not only knowledgeable, confident (not ‘cocky’) and reassuring but is also comprehensive when responding to sales questions, concerns or doubts.
If a prospects asks ‘Is it easy to sell my timeshare?’ and they are told ‘Not a problem….’ while noticing the rep’s eyes are drifting away and/or he/she tugs at an ear, scratches their arm, leg or face and then moves off to another topic, the sale will most likely be lost then and there.
Every time a prospect perceives a rep is a BFL that is the very ‘out’ (reinforcement) they are looking for and they’ve just been handed the proverbial silver platter yet another reason not to become an owner ‘today’.
So respond to any and all questions to the full satisfaction of each prospect and be mindful of your eye contact, your body movements, scratching and tugging and especially that fidgeting of the legs thing. By remaining calm, confident and in control of yourself you’ll laugh all the way to the bank.
TODAY’S VIDEO: Steve Martin teaches Rick Moranis to dance the Merengue
(To view ALL of the Morning Meeting sales tips and videos, click here.)
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