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REMEMBER: Here’s a shocker: When a sales guest first comes to a timeshare presentation they’ll fall into one of three likely categories.
One, they ‘think’ they know all about timesharing. Two, they’ve heard of or know something about timeshares. Three, they know absolutely nothing whatsoever about timesharing.
Not that a TS rep can (or should) do this, but what would the likely answer be from any of those three types of prospects if, after a brief ‘Meet and Greet’, the rep blurted out: “So Rex and Karen, would you like to become timeshare owners today?” (and then remained absolutely silent until the prospect responds)
Of the few possible answers a prospect could come up with, the least likely one would be a flat out cold-hearted ‘No’.
Most prospects who come to a presentation are not prepared to say ‘No’ out the chute and, quite frankly, at the end of the presentation if a rep then told their sales guest that they (e.g.) just won the developer’s annual lottery and will receive a two-week timeshare plan to use each year and did not have to pay one penny (including MF’s etc.) for the TS, it would be a safe bet to suggest that most prospects would take the rep up on the offer.
That said, about 20% (give or take) of all sales guests simply can’t afford to become an owner. Then, about another 20% simply have no use for a timeshare plan whatsoever, which means that for every 10 ‘tours’ a rep ‘Meets & Greets’, 6 of ’em will like, can use, afford and will become an owner if the rep (and closer) do their jobs correctly.
Those numbers are pretty close to being on-the-mark, and the other 40% equals the No’s.
That said, there are some TS Pros, albeit few, who are constantly writing in the 40-60% closing range and that is the target that all reps in this industry should strive for because by doing their jobs correctly and hitting those percentages their whole world will change almost overnight and they, too, will then laugh all the way to the bank.
TODAY’S VIDEO: The Beatles – Hello Goodby (You Say Yes, I Say No)
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