June 28, 2013 — That darn social media thing is changing the way people not only chat but according to noted psychologists and various recent studies it is altering the manner in which people think about things they hear, read, see and ‘stuff’ they purchase. And like tweeting they prefer to keep their interactions with other humanoid types short and to the point, which from a sales perspective is becoming a huge problem for our industry.
So here’s the scoop: And if you think selling/closing timeshare plans is challenging today just wait until the upcoming generation of new sales guests will be coming through the door with the next creation of gadgets like “Google Glass” and all sorts of scanning tools/apps/devices/cameras/recorders/services on their smart ‘devices’ that are in production and actually being purchased today.
We’re talking – among other technologies – about instant scanning services. And even if documents such as a TS sales contract doesn’t have a (e.g.) QR (Quick Response) type code to scan, the sales guests interested in buying will scan the entire ‘doc’ with their new toy and get back an instant (e.g.) financial analysis including the TVM (time value of money), the true cost to own – their slice of Heaven.
I kid you not folks. And here is what they’ll be able to determine in real time sitting at those little round tables. They will, for example, be able to scan (or input) the purchase price, the down payment, the interest rate, the monthly payments, the annual maintenance fees, the exchange fees/annual dues, projected inflation, and potential special assessments etc. over the term of their ownership/membership.
Voilà – in a nano-second while looking at their screen they’ll then look up at the rep and say (e.g.) “Ya know Mary we like you a lot but it seems that two-week timeshare you’re showing us will cost about $43,571.41 for the first five years. And I see now that breaks down to just five two-week vacations that will only cover our accommodations. Look Mary that makes our nightly rate work out to be around $622.40.
And Mary, look here; the cost projection over the rest of our lives will be well over $100,000. Oh, and look at this other comparison of other timeshares for sale right here in Sharesville. Seems to be some real bargains and yet there also seems to be some pretty unhappy owners as well.
You know Mary, we’re gonna pass but we sure do thank you for your time and the information. It was the best timeshare presentation we ever attended and you are a great sales person! So Mary where do we get our gifts; and do text or tweet us from time to time and keep in touch and let us know how the new baby is doing!
It is nothing new to point out that many new buyers today can pretty much do all this NOW with their devices in tow or from their computers once they are back home or at their office and when they do – and as we all know – what is discovered by the new owners/members – is a huge reason for cancellations within the rescission period.
The other buyers of ‘time’ who aren’t yet checking things out ‘electronically’ within the rescission period are simply too lazy and won’t be inconvenienced to take the 10-20 minutes to do the research. But rest assured folks, with the new ‘Dick Tracy’ type hand held (or worn) devices and services now coming out they, too, will soon be looking into – on the spot – all sorts of issues related to their possible purchase of Paradise.
With ease they will have instant access to BBB (Better Business Bureau) ratings.
They will have instant access to consumer (owner/member) feedback.
They’ll be able to get an instant background check on the sales rep and developer.
They’ll have instant access to all the resale inventory and prices.
They’ll be able to record the entire sales presentation.
They’ll have access to programs that provide accounting – legal analysis, etc.
They’ll be able to do it all – on the spot – and at the speed of light.
In fact, if I listed all the capabilities of these devices and services today including their ease of use and how aggressive competition in that industry is – bringing their price points down like a Timeshare ‘nose-bleed-drop’ so everyone will be ‘sporting’ these gadgets – I suspect some developers and a few sales reps would be having a sleepless night now and then.
And because that is all true I will once again remind all sales reps/closers/managers out there (marketing pros, too) to take a real hard look at reality and then align yourself with a developer who is going to be around for the duration – and do so ‘today’.
There is however a ‘cure’ to all this – always has been – but most developers will continue to refuse to adapt to the ‘times’ – they’ll continue to play the numbers game – while they let their reps take the brunt of the assault resulting in more loss of income.
So let everyone else play folly people. You, instead, get on the bandwagon with a developer who is meeting these challenges head on so that you will enjoy a rewarding & secure income and lifestyle far into the future.
And remember: I don’t make this stuff up and it is only going to get worse – exponentially – like in super fast – because with or without ‘you’, tech savvy Millennials sales guests are already showing up in the sales centers with Generation Z coming up right behind them and don’t ever forget – even the older sales guests today are beginning to buy and use these devices/services as well.
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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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