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REMEMBER: Over the years, going back a couple of generations, most sales reps have (rightfully) focused on the exchange aspect of the ‘biz’. But way back in the dark ages, before RCI etc. were even on the block, the reps of the era pretty much sold owning TS as a vacation (2nd) home and quite frankly that worked rather well.
But then came the need for the exchange system (no need to go into the ‘whys’ today) and as a result the primary focus of the sales presentation evolved, over time, toward being more slanted towards that aspect of ownership than purchasing and using a vacation (2nd) home.
In today’s market however, with the ever increasing abundance of ‘extended-stay’ vacation accommodations, discounted rentals, timeshare ‘resale’ inventory, etc., it is not a bad idea, when appropriate, to again focus more on the 2nd (vacation) home aspect. The exchange feature and benefits should be treated as a secondary benefit and feature on a sort of “available when/if needed” basis.
When a prospect is ‘on tour’ at a resort/project and destination that they really enjoy, presenting (selling) the affordability of owning (e.g.) a month each year in a 2 or 3-Bedroom ‘Casa’ as a vacation home (Vs outright full ownership) will actually increase the real and perceived value of the timeshare plan itself.
By doing so and then adding some icing on that cake with the exchange program, the savvy TS Pro will sell more deals and be laughing all the way to the bank.
TODAY’S VIDEO: The Shapeshifters — Back to Basics
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