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: Our industry offers many selling challenges on a daily basis because timeshare reps meet sales guests from all walks of life. The more astute timeshare reps will hone their skills and not treat (‘sell’) every prospect in a cookie cutter manner!
Take, for example, that small but very successful business owner who is attending the presentation and who started her business on a shoestring and built it from the ground up into a million dollar per year operation (and still growing).
In this case the rep should know that this business owner had many obstacles to overcome building her business, including purchasing services, products or goods, etc. for her company and she has been dealing with some really good ‘sellers’, likely on a weekly or monthly basis for years.
Now (we’ll call her) Helen is sitting at the little round table and has pretty much been sold on the ‘deal’ but because she is confident, financially secure, etc. and doesn’t purchase on a whim (aka: emotions) the rep better understand that now part of Helen’s ‘job’ is that of being a professional ‘buyer’ and she needs to be dealt with as one.
But a T/O is called in and good old ‘Slick Janet’ (the closer) comes over, reads the table, determines the ‘deal’ is there and thinks a nose-bleed drop within minutes will close that sale. Then, right before everyone’s eyes, what was a deal crashes, burns and is unrecoverable.
In this case, and regardless of any other questions the front-end reps uses to justify calling in the ‘closer’, that T/O needs to be informed and impressed by Helen’s business background (credentials) and it is a good idea to inform the T/O that Helen is very accustomed to purchasing all sorts of goods and services, etc. for her company.
That should be the signal for the T/O that he/she is dealing with a ‘pro’ when it comes to purchasing (just about anything) and the closer should sit down with Helen and instead of ‘slamming’ down drops, etc., spend more time recapping the benefits and features of Helen becoming an owner. Then the rep should only introduce ‘pricing/plan’ options that best suit Helen, her lifestyle and business.
The moral to the story is that people are often as different as night and day and the savvy TS Pros, both front and back-end reps, who understand this and handle their prospects in such a manner will laugh all the way to the bank.
TODAY’S VIDEO: Freddie King – Ain’t Nobody’s Business
(To view ALL of the Morning Meeting sales tips and videos, click here.)