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 prospects show up to the welcome center they will often, within the first 10-20 minutes, ‘leak’ all over the place, telling their rep why they can’t and/or won’t buy today. Yet what they are ‘hinting’ at are the very reasons why they should be buying ‘if’ the rep catches and then focuses in on those ‘clues’ and/or ‘hints’!
Take for example the young honeymooning couple, married for the first time, who are apartment renters and just started their new jobs. Those are ‘clues’ and seasoned TS reps (and closers) already know the young love-birds will puke (at the end) weeping that:
“Golly gee. This is all so exciting! We love it and we’re going to do it but we just got married, spent thousands on the wedding/honeymoon, need to purchase the first love-nest, start the family and blah, blah and blah…
Or, what about the husband and wife in their late 60’s who have no kids and never traveled before? Or the couple in their 40/50’s and the wife is an Attorney and the husband is an accountant and they have all the kids in school?
Back to that honeymoon couple for a moment (and as an example). Instead of just sharing all the wonders of timeshare ownership during the presentation (not to be confused with ‘closing’) the rep also needs to spend time talking about the importance of their new lives together…
That would include the advantages of renewing that marital commitment they just made to each other every year. To take time to themselves, get away from the rate race and reignite their ‘love’. That ‘today’ there is nothing more important to them than ‘them’ and, as it should be, that ‘love’ and bond is what they both must insure, protect and commit to guarantee for the rest of their lives.
In the ‘honeymoon’ example alone there are so many ‘hot-buttons’ (heart strings) to explore, which most newlywed couples will embrace, that if the rep does so during the presentation then at the end of the presentation it will all come down, as it should, to the money.
And that is true of most all prospects, because they provide the clues upfront on how to sell ’em. The difference between a Super Star rep and all the ‘rest’ in the ‘biz’ is that the savvy TS Pro will use those clues/hints during the presentation to everyone’s advantage and then laugh all the way to the bank.
TODAY’S VIDEO: Comedy By Chonda Pierce – Honeymoon Package (This is hilarious; don’t miss it!)
(To view ALL of the Morning Meeting sales tips and videos, click here.)