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REMEMBER: One true mark of a timeshare sales Pro is to raise and then eliminate certain negative sales-guest’s perceptions during the presentation so that those notions don’t become an obstacle during the closing sequence.
One such notion held by many prospects is that the developer is making a ‘killing’ selling the same ‘space’ multiple times. But what the prospect also needs to consider is the ‘killing’ the hotel/motel owner is making.
To do so, a good starting point is demonstrating that the average bare-bones hotel/motel room is about 350 square feet of (‘vacation lifestyle’) space and goes for about $100 per night (excluding taxes), which means their ‘landlord is charging them a nightly rental rate of $.29 per sq. ft.
Then let your prospect know that for each additional square foot of ‘space’ they rent from the motel/hotel their nightly rate naturally increases and ‘if’ that no-frills hotel/motel room was (e.g.) 1,200 sq. ft their nightly rate would come in around $350.00 ($2,450 per week)!
At the end of the prospect’s day it is always about the ‘bang-for-their-buck’. By comparing what the hotel/motel owner charges for ‘like’ (only) square footage versus what the vacation owner gets (plus all the extra amenities) for their money, the Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Emilio Estefan – Pennies in My Pocket (Soundtrack from Miami Vice)
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