April 26, 2013 — Surely all timeshare developers loathe new owners cancelling their purchase contracts within the rescission period. And there is probably nothing more disheartening to a sales rep after investing several hours making the ‘deal’ happen and believing they earned a commission to later discover that the new owner(s) cancelled.
So here’s the scoop. There are only a few reasons why a new owner will cancel their contract within the rescission period including but not limited to a less than stellar sales presentation, too soft of a close, the rep/closer pitching ‘heat’, (lying) an inefficient VLO, buyer’s remorse as well as the new owner getting online within the rescission period and uncovering price discrepancies, negative timeshare/developer info, etc.
If you eliminate subjective thinking regarding cancellations and look at them from purely an objective mindset like MOI, I’m of the professional opinion that most cancellations can be eliminated & traced to what ‘doesn’t’ happen during the paper-work phase.
In many instances that is the point where it all begins to unravel and many closers drop the ball from the moment she/he ‘congratulates’ the new owner, receives their credit card(s), fills out the worksheet and turns everything in to ‘contracts’.
The unraveling continues once the ‘docs’ have been returned to the ‘table’ as the closer and new owner(s) go over the paper-work. Questions are asked, answers are given, signatures are affixed but a very costly mistake often occurs regardless of whether or not a VLO is involved next in the final step/ process.
As such I’m pleased to announce that we are in the production phase of a new sales video training series that will be available and hosted right here ‘Inside The Gate’ for all sales reps and closers (VLO’s too) who want to take their sales volume to the next level & increase their annual incomes.
This up-to-date timeshare specific series covers each critically important sales step throughout the entire selling process in 2013, including but not limited to the initial ‘Meet & Greet’ and all the way through the final ‘button-up’. And with no stone left unturned the series is designed for both the novice and timeshare Pro.
Those interested will be able to select a topic such as “Going On Tour”, “Flipping The Table”, “The Close That Works Every Time – Guaranteed”, “Before The VLO” etc. so reps/closers can review the content that pertains to their interests and needs.
Our front line troops (aka: you, the audience) will be the ‘Stars’ of the series and our spokesperson is very well known in the ‘biz’ with millions of dollars in sales under the old belt. And from what I’ve previewed so far this series will be a hoot (aka: fun), absent the traditional timeshare sales hyperbole!
If anyone reading this week’s Scoop would like advance notice of when our newest feature will become available simply e-mail me and in the subject box write the words ‘The Bank!’ (firstname.lastname@example.org)
I’ll be doing an eblast to all who respond the day we go ‘live’ and you’ll receive a password and unlimited complimentary viewing of the entire series.
That specific offer expires the week ending Saturday May 4th 2013. Your contact info, etc. is guaranteed to be confidential and once the eblast goes out those ‘The Bank’ inquiries (e-mail addresses) will be immediately deleted.
Good luck out there and always remember: If you can prevent just one (1) cancelation – now and then – from one segment of this series that is money in your pocket! And if you can make just one (1) more sale – here and there – you’ll be laughing all the way to the place that matters most: THE BANK!
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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'.
Stay tuned for what is sure to be a fun ride and check back to Timeshare Scoop du Jour each week for more of the inside scoop.