Secret Step

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: A timeshare rep just concluded the presentation and the two prospects sitting at the table are so ‘in-to-it’ they have all four elbows on the table and just as the rep starts to lay out the ‘numbers’ both sales guests eagerly and enthusiastically blurt out (e.g.) “…OMG, we love it! How Much…?”

Not sure what to do the rep continues (e.g.) ‘…and two weeks a year in a 1 bedroom is $28,000.00…. We require a 30% down payment of $8,400.00…. The balance of $19,600.00 can be financed over 5 years @14% which will make the payments about $456.00 per month…. Then, you have your annual maintenance fee of $650 per week…. plus when you make exchanges they’ll run you $200 per week…’

A seasoned Pro, however, would respond somewhat differently (e.g.): ‘I can see you are both really excited about traveling this way. Let me ask you both, do you really like what I shared with you today? (‘Yes’) If you were owners, would you travel often? (YES, YES, YES). ‘Great! If we have a TS plan that is totally and comfortably affordable would you become owners today?’ (YES, YES, YES AND YES!).

But then, out come the same sobering pesky little details: ‘Great! …and two weeks a year in a one bedroom is $28,000.00…. We require a 30% down payment of $8,400.00…. The balance of $19,600.00 can be financed over 5 years @14% which will make the payments about $456.00 per month…. Then, you have your annual maintenance fee of $650 per week…. plus when you make exchanges they’ll run you $200 per week…’

In either scenario the enthusiastic (or otherwise) sales guest just got smacked up-side their heads with a whole lot to absorb (aka: ‘think about) and this is the point where the next words the rep is likely not going to hear are ‘Great, let’s do it…’!

And that is because, most often, the prospects now have up to nine (9) ‘new’ decisions to make including but not limited to: The purchase price, the down payment, the monthly payments, the interest rate, the annual MF’s and exchange fees, will they really travel that much, is there a less costly way to travel, will MF’s and exchange fees increase…

In short, they now must justify the cold-hard dollars and cents and they must do so ‘today’!

But there is one simple secret step that must be taken every time just before laying out the ‘numbers’. By doing so in a precise manner and by following this proven technique every single time the savvy TS Pro will laugh all the way to the bank!

However to discover that secret and immediately increase your earnings you’ll have to e-mail Morning Meeting for the technique.

In the subject box write: ‘Secret Step’ and include your position (front end rep, closer, PD, DOS, SM, Developer) and first name. e-mail: info@insidethegate.com

TODAY’S VIDEO: Basel, Switzerland’s Top Secret Drum Corps at the Edinburgh Military Tattoo, 2006 (You’ve never seen anything like it!)