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: Those who really do well selling timeshare plans know that if the sales guest doesn’t ‘buy high’ they’ll never ‘buy low’, meaning that if they don’t want ‘it’ (aka: haven’t been sold) at the opening price then drops rarely make a deal happen.
Take a precious metals (gold/silver) sales rep for example.
They contact and ‘pitch’ people (‘cold-prospecting’) every day of the year about the advantages of investing in gold/silver, etc. and like timeshare sales guests most of their prospects didn’t wake up that morning ‘thinking’ (e.g.) ‘Today would be a good day to buy…
The metals sales rep does the selling and converts the prospect into wanting to buy but when it comes down to the price of gold/silver, at that moment the prospect becomes a ‘buyer’ and pays the going ‘rate’ (e.g. spot + the commission) or it is hasta la vista baby!
And in that business, the buyer could buy today and lose money in seconds, minutes, hours…
In our business we depend too much on ‘drops’ and that is because nobody believes our ‘spot’ price. That is especially true of timeshare owners and ‘seasoned’ presentation goers who’ve never been exposed to a non-negotiable timeshare price.
That is not to be confused with ‘affordability’, but too often closers let their prospects and themselves off the hook too fast because they go into the ‘drop’ mode before the prospect and closer have explored all ‘affordability’ options (aka: ways to ‘pay’) the spot (opening) price.
In fact the best closers will hold ’em high and work ’em to the point the sales guest is damn near willing to sell their kidneys or first born to be an owner (dramatic illustration only) and then and only then, if necessary, is an alternative (‘affordable’) option demonstrated should ‘spot’ be out of the prospect’s reach.
Whether the rep is on the front end, the back or a F/B’er, at the end of each presentation if everyone has done their job correctly the sales guest will absolutely ‘want’ to be an owner and by creating that strong of a desire with each sales guest throughout the presentation (and close) the savvy Timeshare Pros will laugh all the way to the bank.
TODAY’S VIDEO: Cheap Trick – I Want You to Want Me
(To view ALL of the Morning Meeting sales tips and videos, click here.)