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REMEMBER: When it comes to the ’secondary’ market there is great concern for new owners, reps and developers regarding the ‘retail’ price Vs existing ‘resale’ inventory prices on the market as well as the future value (selling/renting) of an owner’s ‘time’ when or if they need or decide to sell (or rent).
Because of the ‘information-age’ the Internet is riddled with inventory and a significant number of prospects sold today are likely to get online within the rescission period and in the blink of an eye read information, opinions, find inventory and prices and then compare that to what they recently acquired (and learned or didn’t learn during the sales presentation).
I have no ‘hard-data’ but I believe a significant percentage of all ‘kicks’ these days come from new owners doing just that!
So here are a couple of rules to follow!
First of all, stop using (if you still are, and I’m sure most aren’t) that ‘line’: “And Mark and Sally, when you’re done vacationing, unlike all those worthless rent receipts from the hotels, you can sell your TS and get all your money back…”
That little statement not only plants the ‘greed’ seed in the sales guest’s mind, but too many ‘closers’ have a tendency to use it as shtick and keep focusing on ‘making-money’ and not what they should be closing on: Vacations, family experiences, travel, etc.
Secondly, unless your developer has a super-dooper ‘resale’ program in place be honest about the reselling (and renting) universe. Remind each guest that they likely never purchased anything they’ve ever owned (boats, cars, airplanes, computers, motor-cycles, motorhomes, etc.) for the purpose of ‘reselling’ (or renting) and that there is no such thing as a guaranteed future ‘market’ (aka: a buyer).
All of this of course also plays into the prospects primary reason for ‘owning’ their vacations such as exchanging or using their ‘home’ resort/destination as a 2nd or vacation home and that is, as mentioned, where the focus should be!
Naturally, some TS owners do successfully sell (and rent) their ‘time’ and that success or lack-thereof depends, in part, on the accommodations, the time of year, the resort (and amenities) and destination, the competitiveness (prices) of alternative accommodations in each region, etc.
It is also true that if someone becomes an owner ‘today’, uses their vacation plan over the next 7-10 holidays and then do sell and only get a fraction of what they paid, well, that, too, isn’t a bad place to be if described in the terms of “averaging down” (as some investors do with stocks).
But the bottom line is to cover the secondary market completely, thoroughly and honestly and since they’ll likely spend the money anyway on ‘lodging’ (a 100% loss), by being an owner they’ll at least have a shot at recovering ’some’ money!
By being straight forward with each sales guest in this manner, these ‘issues’ have a greater chance of being buried and not come back and ‘bite’ on the backend (‘kicks’) and the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Billy Joel – Honesty
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