Amigos?

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: Being too friendly in any sales environment can often work against the sales rep but at the same time there has to be a friendship ‘base’ established between the rep and the timeshare sales guest.

Back in them thar old timeshare sales days when reps were ‘breaking-bread’ with sales guests the process of dining was used and justified for just that purpose; to have additional time to ‘chat’ and become better acquainted (‘make a friend’) before the selling began.

However, what really happened then and today, especially from many reps’ (and management) perspective, is that the sales guests, right out the chute, through the presentation and afterwards (including those who become ‘owners’) were mostly thought of and treated as ‘ups’ (‘tours’, ‘googans’, etc.)

And if you don’t believe me then take this quick test. Get out a piece of paper, be honest with yourself and answer these two questions!

1. Write down the first and last names of the last 20 sales guests you have met.

2. Write down the first and last names of the last 5 owners you’ve sold.

Did you bat a 1,000? Likely not! Did you bat 500? Likely not! Other than (maybe) yesterday’s sales guest or the last owner, did you get any of the other names?

And here is one more question for you reps working in (e.g.) Cancun. Name the cities your last 20 sales guest came from (or your last 5 owners).

If any rep didn’t do well with any of those questions that is a problem that has many facets to it, but the one we are dealing with here today is the fact that the rep is likely treating these prospects as pure ‘ups’, not establishing that ‘base’ friendship, etc. and likely closing less than 20%!

The moral of the story is that the next hand (and every hand thereafter) the rep shakes is the best friend that rep has (at that moment). And if any rep wants to be a ‘hitter’ then they’d be well advised to establish that ‘base’ (friendship) with these prospects, get to know them, like them and then sell ‘em. And the savvy Timeshare Pro who does just that will laugh all the way to the bank.

TODAY’S VIDEO: Dionne Warwick, Stevie Wonder, Luther Vandross & Whitney Houston – That’s What Friends Are For