Get your day off to the right start with your own MORNING MEETING. A Timeshare Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: Have you ever noticed that the longer spaghetti sauce, B-B-Q ribs or chili takes to prepare and simmer the more mouth watering and delicious they taste?
On the other hand, if you pry open a can of the spaghetti or just reach for the freezer and take out a box with some nice pictures on the front and ‘nuke’ the cuisine, the dining experience will surely leave a lot to be desired.
When on tour (or off-site showing the photos, etc.) the model is the meat and potatoes of the deal and like a fantastic sauce the timeshare rep needs to let their sales guests simmer in the pot while the rep points out and demonstrates as many features as possible so the prospects not only see themselves ‘living the dream’ but also develop a perceived (and real) value of the accommodations.
That is why it is never a bad idea, once the sales guests have previewed the entire model and all the amenities that were demonstrated by the rep, to then outright ask the prospect what they think the nightly rental rate would be for that exact ‘unit’.
There are several reasons why this is wise and the sales guests’ answers will provide a clue as to how much attention they have been paying as well as their understanding and judgment, etc. as it pertains to ‘market’ value of the accommodations.
But there is another equally important reason for the rep to ask this question. That is for the rep to judge how well he/she demonstrated the ‘lifestyle’ while in the model, and if the prospect responds with (e.g.) “$80 a night”– oops! Something is terribly wrong.
The objective during the ‘tour’ is to build on the value of the accommodations and vacationing lifestyle they provide as well as to get the prospects to acknowledge their ‘cost’ perception. But make no mistake about it, it is very bad idea for the rep to tell or even hint at the rental rate/value (e.g. $175/$275/$375 per night).
The timeshare rep has one shot and one shot only to really make the prospects want those (and similar) accommodations. The higher the sales guests believe ‘Da Nightly’ is, the closer the savvy Timeshare Pro is to making another sale and laughing all the way to the bank.
TODAY’S VIDEO: Jimmy Kimmel Asks Kids How Much NBA Players Make
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