Planning
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REMEMBER: All prospects pretty much fall into two basic categories when it comes to making plans. Either they plan just about everything in their lives or they pretty much shoot from the hip and basically live for the moment!
True, there are those in the grey areas, but during the sales presentation it is never a bad idea to ask each sales guest which category they fall into because their beliefs and actual practices should be instrumental in the way a timeshare ownership plan needs to be presented to them in order to fit how they conduct their lives as opposed to insisting they change what works (for them) and adhering to an alternative, new or different process.
If, for example, a sales guest is a true planner and the rep is making everything sound too simple (such as reservations, etc.), that guest, with a history of knowing the difficulty of planning, may not likely believe the ease the rep is suggesting.
On the other hand, a sales guest who lives for the moment surely will not be overly interested or enthused about a complicated process of requesting ‘x’ points to be used for ‘x’ time at ‘x’ resort with a required (e.g.) 100-day advance reservation request.
“Use what talents you possess; the woods would be very silent if no birds sang except those that sang best.” ~Henry van Dyke
This is not to suggest concealing relevant information to either prospect is called for, but instead to recognize the importance of their personality and lifestyle and by doing so to then adjust the presentation to accommodate their behavioral patterns. By doing this the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Lyle Lovett – If I Had a Boat
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