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REMEMBER: There are reps, in this era, still including the future inflationary costs of accommodations by stating that (e.g.) ‘…lodging rates have increased dramatically in the last few years and will continue to rise…’
I’ve paraphrased that declaration but the fact of the matter is that from most sales guests’ perspectives nothing could be further from the truth because unless the prospect is living under a rock there is no shortage at all of deeply discounted rentals advertised, spanning all classes of accommodations.
Today, selling the inflationary aspect of ownership is not what it once was. When too much emphasis is placed on those future ‘increasing’ nightly/weekly rates, the subject is not only too often falling on deaf ears, the topic also allows the prospect to have the mindset of ‘…if it gets that expensive we’ll just stop….’
Until times change it is best to stick with the ‘known’ and ‘now’ rates. If the prospects want to extrapolate future inflation that is just fine, but it is the savvy TS Pro who sticks with the basic ciphering techniques of Jethro Bodine about them ‘thar’ rates down the road who will be laughing all the way to the bank!
TODAY’S VIDEO: John Denver – Sweet Surrender (in memory of John Denver, who died Oct. 12, 1997, thirteen years ago)
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