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REMEMBER: Long after the basic ‘survey-sheet’ has been completed and the sales guests’ desired future vacation destinations were discussed, that little tidbit of information and cravings have usually escaped the prospects’ minds as they are now nearly overwhelmed with ‘ownership’ information.
It is never a bad idea, before the ‘money’ is laid out, to not only recap the ‘basic’ ownership plan but to also include one or more of those sought-after destinations that the prospects said they’d like to visit.
“And Bob, when you take Mary to Greece she’ll enjoy four weeks in Athens or maybe on one of the Greek islands of Crete, Mykonos or Santorini. And Mary, when you take Bob deep sea fishing in Mexico, maybe you’ll surprise him and also sign up for the next Bisbee Black & Blue Marlin Tournament in Cabo, or instead go deep sea fishing in Acapulco, Mazatlan or anywhere in Mexico that pleases you. Either way, you’ll both have wonderful villas to suit your every need.”
By putting Mary and Bob back into their dreams before laying out the money, by demonstrating that the worldwide ownership system is theirs for their personal use, enjoyment and desired travel needs, etc. the perceived value will increase and money will be more justified. By doing this the savvy TS Pro will be laughing all the way to the bank.
TODAY’S VIDEO: Anthony Quinn & Alan Bates – Zorba the Greek, “Teach Me to Dance”
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