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REMEMBER: In general most people (aka: sales guests) are followers, and because they are they are always looking for ‘guidance’ in the form of what others are doing!
That is true when people are getting ready to buy a home, cars, boats, etc., and even when it comes to vacation lifestyles and destination choices.
During the presentation, using the ‘third-person’ approach helps a sales guest ‘see’ and understand what others are doing. That is why when explaining (e.g.) the exchange system it is always wise to talk about the ‘other owners’ who are enjoying the benefits of timeshare resorts the world over.
Or, at the ‘home’ resort, how ‘other owners’ are enjoying the lifestyle and quality time with their loved ones.
It’s that ‘keeping up with the Joneses’ thing, and when the (e.g.) next door neighbor gets a new car that gets other neighbors at least giving the idea some thought.
During the timeshare presentation sharing third party stories, as well as how ‘others’ are taking advantage of the benefits and lifestyle that vacation ownership provides millions, is not just a good idea but it is mandatory! And the savvy Timeshare Pro who talks about the Joneses on more than a couple of occasions during the presentation will be taking yet another step towards laughing all the way to the bank.
TODAY’S VIDEO: Corey Smith – Keeping Up With the Joneses
(To view ALL of the Morning Meeting sales tips and videos, click here.)