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: There are studies by government and private entities that conclusively prove that when it comes to acquiring goods, services or products most consumers prefer an ‘immediate’ gain or gratification when purchasing nearly anything.
For example, when a consumer purchases a new/used car, a computer, an expensive camera, a 3D, HD TV with THX mode and antiglare screen, etc. the buyer does so, in part, because they not only take physical possession they also get to start using their new toys out the chute, thus satisfying those desires (and expense).
The same is true when a person visits a travel agent and although they pay in advance for a ‘vacation’ at some future date they also usually walk out with the tickets, the reservations, the schedule and a couple of high glossy HD photos or brochures in their hot little hands. That, too, satisfies their desire for an immediate gain and gratification.
In the TS ‘biz’, however, after a new owner signs on the dotted line and has spent and/or committed to a ‘bundle’ of money, about all they have in their possession is a packet of documents written in ‘legalese’, maybe a DVD or a photo of their home resort and in most cases that first ‘vacation’ may be down the road a year (or longer).
As such, the immediate gain or gratification of becoming a TS vacationer begins to erode and the new owner’s exhilaration can often disappear as fast as a ‘heat-merchant’ does when yesterday’s ‘buyer’ returns to ‘kick’.
That is why it is critical to instill in the minds of each new owner that like an auto, life, medical or home insurance policy the benefits of TS ownership include a feature that will be with them for many years to come (24/7/365). And like those policies, the security and rewards are always there at their disposal when they have the need (in this case, to vacation).
Adding that repertoire during the presentation, and especially in the ‘button-up’ phase, will illustrate and satisfy the new owner’s need for an immediate gain and gratification, justify their expense and create a sense of security. By including that aspect of ‘ownership’ during each presentation the savvy TS Pro will sell more ‘deals’ and laugh all the way to the bank.
TODAY’S VIDEO: Joachim de Posada – Don’t Eat the Marshmallow Yet (some hilarious videos of kids included)
(To view ALL of the Morning Meeting sales tips and videos, click here.)