Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: In the real world of selling any ‘large-ticket’ item prospects often develop a mental conflict and all sorts of ‘notions’ come to mind, including the fear of making an incorrect decision (‘saying yes’) or rationalizing why they should or should not purchase at all.
One example of the rationalization for not purchasing is best expressed in the fable “The Fox and the Grapes (by Aesop ca. 620-546 BCE) whereby the Fox sees some grapes hanging from a tree but can’t figure out a way to get to them. He then surmises the grapes are likely sour anyway and not worthy of the effort.
In Timeshare Land that means a whole bunch of sales guests, like the Fox, preview something they can afford, need, want and will use but those ‘notions/conflicts’ kick in and they start looking for ways (aka: excuses) not to become owners.
In our business, ‘psychology’ plays a big part in the outcome of each sales presentation (and the rescission phase, too). That is where the (now) new owner will go through a good dose of ‘post-purchase-rationalization’ (aka ‘buyers-remorse’).
Because that is true, when it begins to look like a ‘deal’ is near during the sales presentation every rep needs to ‘back-off’ a tad and have their prospects roll up their sleeves and actually ‘work’ at seeking a way to want and justify their purchase.
That is not to be confused with a ‘take-away’ but instead is a ‘slow down the Yeah-sign-us-up’ process. Spend more time with the prospects so that they fully explore all their options, justify their acquisition, convince themselves they are making the right decision, eliminate ‘conflicting’ notions (dissonance), etc. By allowing them do to so the savvy TS Pro will laugh all the way to the bank!
TODAY’S VIDEO: Jimmy Durante – Did You Ever Have the Feeling
(To view ALL of the Morning Meeting sales tips and videos, click here.)