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REMEMBER: Most sale reps have been taught to ask the prospect before ‘showing the money’ if they liked what they previewed, and if so would they use the system (home resort and/or exchange) and then if the sales guest answers in the affirmative (again) the rep typically asks something like “If ownership was totally comfortably affordable would they want to be owners.”
Aka the old ‘like, ‘use’ and ‘want’ (if affordable) approach before showing the money.
However, asking about affordability in that manner is ambiguous at best and it is always better to state a hypothetical dollar amount when asking that portion of the question.
A rep could ask: “…and Cid and Louis, based on what you’ve previewed today and since you’ve stated you like what we covered and that you would definitely use the exchange service each year let me ask you a question. Now this is just an example and a way to test how well of a job I did today, but if you could– and you can’t, but if you could– become an owner today for $1000 would you do so?” (And then remain absolutely silent.)
Asking the question with a dollar amount pretty much forces the prospect to respond to ‘money’ and that is exactly what needs to happen before the ‘big-bucks’ are laid down on the ‘table’.
If the deal was sold, they’ll likely answer in the affirmative and when that happens it is ‘show-time’! Following their response all the way through the closing sequence, using proper closing techniques, etc., the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Blind Faith (Eric Clapton, Steve Winwood, Ginger Baker) at Hyde Park 1969 – Do What You Like
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