February 11, 2011 — Paradise is in the eyes of the beholder so the following true story that was sent in recently (in response to an earlier piece I wrote) could apply anywhere TS sales are taking place as unsuspecting ‘sales-guests’, after the ‘invite’, are lining up this morning at the reception area of TS sales centers around the world.
Recently a man and woman from Quebec, Canada were visiting Mexico for the very first time and while strolling down the street an old beat up VW Micro bus rolled up and a scruffy looking male who goes by the name of Jugo jumped out, insisting to the couple, “You come see my hotel; she is best in all of Mexico! Next time you stay my hotel…”
The long story short is that Jugo the OPC was able to lure the highly suspicious couple into the van, and off to the ‘hotel’ (resort) they were swept. And in the blink of an eye the two French Canadians, one sporting a small symbol on her forehead indicating she was ‘married’, found themselves attending a full blown Timeshare sales presentation.
Five hours later, with two Mexican blankets, a Mexican marionette and a couple other trinkets in hand—and toting a a set of ‘docs’—the couple prepared to leave. To the surprise of the sales manager, the newly married couple had become timeshare ‘members’ at a RTU (right to use) project for the next 25 years.
Now for seasoned industry sales personnel reading this, that feat would seem to deserve not only an ‘atta-boy’ but perhaps a SPIFF or maybe a couple point ‘bump’ on that particular ‘deal’ on the next paycheck…
But alas, no such ‘rewards’ were forthcoming let alone any acknowledgement during the next morning meeting for Scott (a F/B pro) or Jugo, both of whom did one hell of a job.
In fact, two days later he was rewarded for that discounted $28,000 (USD) 4 week all-cash ‘studio’ deal (w/35% down and a $1,000 closing cost on the ‘table’), by being put on ‘overage’ when he was about 5 minutes late for the morning meeting due to a transportation issue. He didn’t even get ‘out’ that day.
This situation and ‘management-style’, however, is not isolated in our industry and never has been. The fact of the matter is that too many TS sales centers are run by sales managers who couldn’t get hired to run the corporate grave-yard shift at their local fast food restaurant and have no place ‘running’ a sales center in our industry.
However, that ‘buck’ really stops at the desk of blinded VPG-driven developers, especially those (the majority) who’ve never sold a week in their lives and are absolutely clueless when it comes to ‘bringing it all together’. And as long as those (mostly) pitiful VPG’s are hit, as ‘they’ see it: “No hay problemo…”
Of course I’m not talking about all managers or developers, but the ones that I am referencing (and you know who you are) mostly don’t see or acknowledge the known and costly problems with their ‘marketing’ practices either. But I’ll leave that for another Day In Paradise!
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