The Open Door
Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: In the world of professional selling, which is rapidly becoming a lost ‘art’, the timeshare sales center is one of the last bastions remaining where some of the most basic and fundamental sales principles are still adhered to and every rep out there can thank their developers and management for that haven!
Yet, too often in the busy day to day activities of ‘running’ as many prospects through as fast as possible, one of the biggest mistakes made is the failure, beginning with the initial handshake, to “ABC” (Always be closing).
And ‘closing’ is not just the process of ‘going’ for the money, as is often incorrectly taught in our business, but starts with and should be cultivated, in depth, during the ‘discovery’ process.
This is so crucial that any lack of attention to this critical selling step will nearly guarantee failure more often than not.
Real ‘discovery’ (that is, to “ABC”) is the ‘door’ to establishing rapport with each sales guest, to become conversational, to get everyone relaxed (and yes, that, too, is ’selling’ smart) and then learn about and listen to the prospect prior to ever starting the ‘pitch’ (aka: formal sales presentation).
In fact, the more ‘discovery’ and the more a TS rep follows the “ABC” rule, then when it comes to the actual ‘close’, from the sales guest’s way of thinking, there will only be one thing to decide, which is the financial commitment. By sticking with this process the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: The Jackson 5 – ABC
(To view ALL of the Morning Meeting sales tips and videos, click here.)
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