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REMEMBER: For decades TS reps have been asking their sales guests, during the survey phase, to name their dream vacation destinations, and as they respond the rep checks off the ‘usual’ suspects (Hawaii, Caribbean, Orlando….) sometimes commenting that (e.g.) “Oh, Australia is a fascinating place…” And from there it is on to the next question.
However, there is a much better way to ask that question that will literally force the prospect to think and, more importantly, reveal much more about themselves and their true ‘dream vacations’ if the question is asked in the following manner.
“Roy and Martha, let me ask you a question. If time and money were no object and you knew for sure you could only take one vacation anywhere in the world, stay as long as you’d like and enjoy the lifestyle that best suits you, where would you go for that perfect vacation?” (And then don’t breathe a word, and don’t name any destinations whatsoever).
Asking the prospect to disclose their ‘perfect-dream-vacation’ in this manner puts them on the spot and their answer(s), including any details (and/or the lack thereof) they offer will, first and foremost, let the rep know just how important vacationing is to the prospect.
Once they have detailed that ‘perfect–dream-vacation’ then it is time to ask the sales guests to name ‘other’ destinations they’d like to explore.
Then, later during the presentation while explaining the exchange system (or coming back to the ‘home-resort’), the rep can connect those ‘dots’ and suggest that (e.g.) “And Martha, when you take Roy on that ‘perfect-dream-vacation’ to Cancun here are a couple resorts that fit the-bill…” (and then show all the amenities, resort features, etc.)
Now the rep has Martha and Roy looking at and thinking about ‘their’ dream vacation in the lifestyle they’ve chosen and all elbows should be planted squarely on the little round table.
Then, the rep should add that one of the greatest benefits of being ‘owners’ is that Roy and Martha will be able to enjoy their ‘dream vacation’ (e.g.) as often as they like and in the future, should their desires change, they’ll have at their disposal ‘like (lifestyle)’ experiences (aka: more ‘perfect-dream-vacations’) anywhere else in the world they ever decide to explore.
Then the rep should name some of those other destinations the prospects mentioned during the survey phase such as (e.g.) ‘Hawaii, Vegas…’. By doing so they will be totally in the picture and the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Fleetwood Mac – Dreams
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