December 1, 2012 — Due to circumstances beyond my control I have been forced to extend my stay a little longer in Mexico. Enduring nearly unbearable duress I am hanging on as best as possible, partaking in specific but undisclosed activities (most often while sitting under a Palapa on the beach). And with only scant basic survival needs at my disposal I was able to pull myself together and with my last ounce of strength e-mail in this week’s observation.
So here’s the scoop. I’ll be brief and with the help of Don Julio I’ll do my best to get straight to the point. It came to me last night while watching what turned out to be one of the most spectacular sunsets I’ve witnessed in my life as I listened to the surf gently lapping onto the shore and the sounds of a Fiesta Grande in the distance beckoning me to join.
In sales there are basically six major components involved in each presentation that will determine the likely outcome and those factors and the degree of sales success (or lack thereof) are most often contingent upon:
The (1) quality of what is being sold, (2) its marketability, (3) the price point, (4) to whom it is being marketed to, (5) the manner in which it is advertised and the (6) competence, proficiency and professionalism of the sales representatives, their presentation and closing skills.
Sounds pretty basic yet while being ‘sun-boarded’ recently I found myself hallucinating, this time pondering ‘whatzup’ with point #6 and that many in our global industry, specifically some timeshare developers & ‘management’ (all levels) who can’t seem to wrap their minds around and/or ‘fricken don’t get’?
For example during this jaunt across Mexico and while revisiting some incredible resorts (#1 above) and reacquainting myself with some long time Amigas y Amigos I was, from Cabo to the Yucatan, dumbfounded to have witnessed so many sales reps who simply do not ‘fit’ selling these magnificent properties and the vacation lifestyle value associated with them.
Then, this morning while I was preparing to enjoy and devour another morning pool/beachside feast of endless goodies (including mouth watering salsas) a Gringo rep was escorting his sales guests around the resort grounds. As he passed my table with his prospects a good three steps behind him the rep merely pointed towards the beach (20 yards away) and without even looking at them or pausing a brief moment to allow them to absorb the ‘sizzle’ he informed the couple in their late 40’s: “And that’s our beach area”.
I watched in utter dismay as without missing a beat the rep continued walking swiftly towards the sales center “hauling” his “UP”; and still steps ahead of them he willy-nilly led them to a predictable outcome, which as I confirmed later with the SM that afternoon over a ‘cold one’ the former retail sales clerk from Florida once again rang up another ‘no-sale’!
I’m not picking on that rep (or anyone else in sales for that matter) and what occurred during that moment was not unique to Mexico (or that sales rep). In fact that approach to ‘selling’ in our global industry is replicated in scary numbers day in and day out the world over in the land of Time.
What really astonishes me is that so many timeshare developers (everywhere) will risk and invest hundreds of millions of dollars building these awesome resorts and in this specific instance (location) expend $500 (USD) in cold hard cash to generate each sales guest and then turn said potential client (owner) over to a less-than-stellar performer (rep).
That flabbergasts me to no end as does the practice these days of actually locating, hiring and training top producing sales professionals in our industry in that many jefes (Boss types) seem to put about as much thought, effort and money into that incredibly important aspect of their business (and profits) as they do clipping their toenails.
Anyway, back to the Palapa while the sun still shines! That’s my Motto!
When I return next week I’ll likely follow up on this dispatch because there is much more to tell and I just might name names so that as Paul Harvey always told his radio audience at the end of each broadcast you, too, will “know the rest of the story”.
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services--- and, of course, all the 'Good', the 'Bad' and the 'Ugly'.
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