Urgency = Change
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REMEMBER: Too often it is only during the closing sequence of the timeshare presentation, usually in the form of a price drop, limited/special inventory, etc., when the sales rep/closer attempts to provide the prospect a reason(s) why they need to act ‘today’.
‘First Visit Incentives’ are fine and necessary but the real urgency should be instilled and firmly rooted in the prospect’s mind during the presentation, and that can best be accomplished by creating the desire of the sales guest(s) to ‘want’ to change their vacationing and travel lifestyle, and do so now!
At some point during the presentation a good way to find out if that ‘want’ has been created is with a question followed by a 3rd party type of story. But before you share that story with a sales guest, first outright ask the prospect why they think most people chose to become owners?
Listen carefully to what they say and then agree with those reasons and add: “Most of our owners tell us that their first reason for becoming owners now, from this day forward, is that by doing so they guarantee the quality of their vacationing experiences and lifestyles with their loved ones, and that security is very reassuring to them.”
Then ask your sales guest(s) if having such peace of mind is important to them and when they agree, and most will, you’ll be laughing all the way to the bank!
TODAY’S VIDEO: Foreigner – Urgent
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