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: Although timeshare (sales center) reps aren’t on the phones cold-calling a potential prospect or walking in the door of a business (‘cold’) and attempting to get past the famed ‘gatekeeper’, etc., the reality is that when the rep reaches out for the very first (and each) time and shakes those sales guests’ hands they are, for all practical purposes, at the same point in the sales process as the traditional ‘cold-caller’.
Yes, there are differences but in both instances each sales person needs to offer a compelling reason as quickly as possible as to why the ‘prospect’ must give them their undivided attention so that they actually want to hear more information.
In the ‘biz’ a lot of timeshare reps drop the ball because although they follow the established process (Meet and greet, warm-up, break the pact, etc.) they never do get around to making that type of brief but distinct ‘declaration’ to the sales guests what ‘today’ is all about and what it will ultimately do for them.
An advantage that a timeshare rep also has over the ‘cold-caller’ is that the sales guest has already agreed to a (usually) 90-minute presentation and because the prospect is to receive one or more gifts upon the conclusion thereof they will, in most cases, fulfill that time requirement.
But make no mistake about this. The longer it takes the rep to inform the prospect as succinctly as possible as to what is in it for them the less they will likely pay attention during the presentation. Instead they will mainly be focused on: A. Their gifts. B. The 90 Minute obligation and C. Getting their gifts and hitting the door in precisely 91 minutes.
That is why the timeshare rep needs to let each prospect know, preferably during the initial meeting phase (and in 30 seconds or less) that the prospect’s valuable time is appreciated, that upon the conclusion there are some wonderful gifts for their time and that the information that will be shared today will (e.g.) greatly improve the quality of their families vacationing lifestyle.
How each rep informs their sales guest about what is in it for them is obviously up to the rep, the selling system and environment, etc. But the savvy Timeshare Pro who does so each time and with every prospect will laugh all the way to the bank.
TODAY’S VIDEO: Blue Man Group – Your Attention
(To view ALL of the Morning Meeting sales tips and videos, click here.)