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REMEMBER: In today’s sales center there is no shortage of prospects who’ve attended multiple presentations, including existing timeshare owners and other sales quests who have been exposed many times to that today only ploy. Quite frankly most don’t buy that ploy, because if the sales presentation was stellar, and the guest likes, would use and can afford ‘time’ then many more would jump at the opportunity to save some money today when the drop is laid out on the table.
Drops come in all sorts of sizes and variations, from money to ‘extras’, etc. but the problem is that seldom is there a solid commitment from the prospect just prior to the ‘drop’ being introduced.
One good way to test the sales guest’s commitment (after it is all down to the money and before the ‘drop’) is to ask any one of several questions. One of those might be:
“Paula and Wayne, since you both agree that you really like what you have previewed today and can see yourselves traveling and benefiting from owning your vacations, would it be a fair statement to make that if you decided to take advantage of our offer and I could save you, say, oh, $100, that it would be appreciated?” (And then shut up and don’t breath a word).
You’ll notice that by this question you aren’t saying you can save them any money, you aren’t yet asking for a decision to purchase today and the only objective is to ‘test’ how much the prospect is going to be motivated by a ‘money’ drop (or an ‘add-on’ such as a ‘perk’).
If they answer the question by saying something like ‘not really’ and/or that the $100 is ‘chump change’, etc. then there is a serious problem because NOBODY walks away from a $100 savings when they have the opportunity to keep that money in their pocket.
Never be in a rush to drop a price (or add ‘time’ perks). Take your time and get this sort of ‘pre-drop’ commitment first, and by doing this every single time the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Alabama – I’m In A Hurry And Don’t Know Why
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