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REMEMBER: A good part of the TS sales presentation is all about ‘Sun & Fun’ and painting the travel and vacationing lifestyle picture. But at the end of the day this is ‘business’, and getting too chummy with a sales guest is something that should be avoided.
Some reps overdo the need to be perceived as a ‘friend’ and get involved in excessive chitchat and way off topic (and stay there too long). In the prospect’s mind this takes them off of the ‘business’ end of the presentation and many will come to believe they can put off a buying decision ‘today’ because (e.g.) they’re now talking with their next door neighbor.
Naturally the rep needs to be friendly and cordial at all times because the prospect will be investing a significant amount of money. However the sales guest also needs to know and have the confidence that they are dealing with a true professional and when they understand that aspect of the presentation the savvy TS Pro will be laughing all the way to the bank.
TODAY’S VIDEO: Bachman Turner Overdrive – Takin’ Care of Business
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