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: Socrates (c 469 BC-399 BC, the Greek Athenian philosopher credited as one of the founders of Western philosophy) seems to have responded to a ‘follower’ who asserted Socrates ‘knew it all’ (paraphrasing here) with, “The only true wisdom is in knowing you know nothing.”
To put that another way, we are all totally ignorant (uninformed about a host of ‘topics’), the roots of which may stem from simply not ‘knowing’ anything about a particular topic, issue or subject or hearing ‘tales’ from others who may know even less than we think we do.
And when it comes to sales guests (and owners), their perception and/or lack thereof about timesharing, uses, benefits and features etc. are mostly as much in the ‘dark’ as Socrates might be (if alive today) about timeshares.
Then there are, sadly, people walking among us who are just plain rock stupid and there isn’t much we can do for these poor souls from a sales perspective. But timeshare reps should never confuse those people with others who are simply ignorant of the facts or realities when it comes to the benefits, uses, features, etc. of timeshare ownership.
In either case (a rock-stupid or ignorant sales guest) one of the sales rep’s primary responsibilities is to clear the air, so to speak, so that the prospect has the ability (as best they can) to understand the information and make an informed decision. This is why it is always a good idea to ask every sales guest (owner or otherwise), before the actual presentation begins, about their ‘view(s)’ regarding timesharing.
Almost without exception, just about every prospect will have a perspective and the simplest way to discover how informed (or otherwise) they are is to just ask the question and then remain absolutely quiet while they (often squirm) and respond.
Most of the time the rep will catch the sales guest(s) off-guard when asking, and most of the time the prospect will reveal their ‘gut’ (true) feelings. And that information will become invaluable to the rep during the presentation.
E.G. “So Paul and Beverly. We know that everyone we meet knows someone who owns a timeshare (or maybe you do) or has experienced the use of a timeshare with a family member (or friend) who may own, or have been to several presentations. So what do you folks think about timesharing?”
Whether they answer in the positive or negative does not matter; nor does it matter if they outright lie, etc. The only thing that matters is to put them on the ‘hot-seat’ and get their ‘feelings’ (emotions) out in the open. Asking for their timesharing viewpoint is a sure fire way to do just that, and with that information discovered before the ‘pitch’ begins the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Depeche Mode – A Question of Time
(To view ALL of the Morning Meeting sales tips and videos, click here.)