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: During the presentation, at the appropriate time, there are many opportunities to ask a sales guest probing questions but often a timeshare rep (aka: ‘liner’) fears doing just that and instead asks too many ‘fluff’ questions such as “Oh, so you’ve been to Hawaii before. How did you folks like the Islands?”
It is not that those kinds of questions are ‘bad’ or unnecessary, but other questions must be asked and although doing so may ruffle the sales guests’ feathers a little there is nothing wrong with that happening because doing so is a sure fire way to get them to reveal their true emotions. And that is ALWAYS a good thing during a timeshare presentation.
Some examples of ruffling feathers type questions would be:
“So, John, is it important for you to take Mary and the kids on vacation each year?”
“Mary when you are on vacation would it be helpful to have a full size refrigerator stocked with juice, bottled water, sodas, etc. for the kids so when they get thirsty, especially during the wee hours, you have it on hand?”
“Some of the folks I meet don’t seem to care when they are on a two-week vacation if their bed is a double, a queen, or King size bed and I’m just curious if you folks have a preference?”
Here is an ‘oldie but goodie: “So Bill, when you and Martha travel would you prefer to have a spacious, fully furnished suite or is just the standard 250 sq ft motel room sufficient because after all, it is just a place to lay your head down on a pillow for a couple weeks?”
There are many more examples but what is important for the rep to keep in mind is that during the presentation, at the end of the day it is all about ‘business’. Asking slightly imposing, intrusive or uncomfortable ‘tough love’ questions in the right manner, at the correct time and with the proper attitude will force them to reveal their vacationing desires, and when that happens the savvy Timeshare Pro will laugh all the way to the bank.
TODAY’S VIDEO: Moody Blues – Question (Live at Royal Albert Hall)
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