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: When most reps learn about their prospect’s vacation lifestyle it normally begins during the survey phase when asking a sales guest how often they vacation, where would they like to vacation in the future and so forth.
That approach is necessary, fine and dandy but the big question that isn’t usually asked and/or explored properly and in more detail are the accommodations the prospects normally select for their holiday adventure…
Most survey questions include (e.g.) “…do you stay in motel, hotel rooms, condos…” and statistically speaking the ‘rep’ already knows (or should) that the majority of prospects have and continue to stay in motel/hotel rooms.
The problem occurs when the prospects says (e.g.) “…usually a hotel/motel…”; or “…we have a vacation home…” and/or “…whatever bargain we can find…”, “…a package deal…” and so on and then most reps will simply check off the appropriate response on the survey sheet and move on to the next question.
What a rep should do however, regardless of the prospect’s answer, is to pause and then ask their sales guest why they choose that option and then remain silent and let the prospect provide their reasoning.
This process allows the sales guest to reveal more about themselves, about their ‘accommodation’ preferences, their budgets, etc. which in turn allows the savvy timeshare Pro to focus on that ‘use’, ‘reasoning’ and ‘justification’ aspect (accommodation size, etc.) of the presentation and laugh all the way to the bank.
TODAY’S VIDEO: Loudon Wainwright – Motel Blues
(To view ALL of the Morning Meeting sales tips and videos, click here.)