August 14, 2015 — You would think with all the negative publicity in the news, online or in newspaper and magazine articles that the general public loathes timesharing. You would also think that people in general abhor timeshare sales reps even more than they do timesharing. If you think that then I’m here to tell you that you’ve got it all wrong. In either case the abhorrence most often comes from those people who attend a timeshare sales presentation and then can’t have something they often discover they desperately want – A superior vacationing global lifestyle for themselves, their loved ones and their friends.
So Here’s The Scoop: Even though you can’t please all the people all the time our industry record speaks for itself and poll after poll and survey after survey over the past several decades all clearly show that 80-90% of timeshare owners/members are satisfied with their vacation plans. That is a proud & strong record for any industry, product or service that has been on the market for more than half a century.
I would be remiss if I didn’t add that among the millions of owners/members there are a bunch of them that should have never been sold in the first place. These owners/members may have been (e.g.) lied to regarding use, rental income, selling in the future at a profit, etc. so what they thought they ‘bought’ was not what they own!
But that problem of lying about timeshares is not a reflection on any ‘vacation plan’ and is instead a manifestation of pitiful leadership, improper hiring, meager training, lousy sales presentations, inadequate closing skills as well as crappy marketing & sales guest qualifications and a commission-only environment where some reps will only flourish following the sadly taught notion – ‘No Heat No Eat’!
Fortunately those developers who condone their reps ‘pitching-heat’ (lie) form a small percentage of the total number in our great industry; however it is also true they have thrived worldwide for the past five (5) decades and their collective total has caused much of the ‘bad press’ that affects our image and the vacation plans we represent.
That, and of course the failure of our industry to forecast that in time all people’s lives and their vacationing & traveling lifestyles will forever change over the years. Spouses do die, old age and future health issues do prevent people from vacationing, down-turns in the economy do affect owners/members finances, divorce rates are not low and at the end of the day a lot of owners/members are left paying for something that they simply cannot use, can no longer afford and don’t want to pass on a lifetime financial burden and obligation to their heirs.
And on the issue of perpetuity? As ‘neat’ as the idea was 30, 40 or 50 years ago to ‘will’ a timeshare plan to the owners/members’ beneficiaries in today’s era is much less popular because the ‘kids’ often won’t want them anyway and from a prospective buyer’s point of view the forever vacation plans with endless costs are economically unattractive.
All that said, as far as any timeshare vacation plan goes millions of active owners/members who travel the system continue to enjoy wonderful vacations all over the world while holidaying in superior accommodations and experiencing new cultures, making new friends and enjoying this beautiful and exciting place we call earth.
You see, generally speaking people love timesharing, traveling and taking vacations and if you want more proof then guess what the most common answer is when asking each sales guest at the end of the presentation, just before the dollars and cents are laid out on those magical little round tables?
“And that’s our program Mary and John and this is the part where I like to see if I explained everything to your satisfaction. So, if you don’t mind let me ask you folks a hypothetical kind of question. Now, keep in mind what I’m about to ask will never ever happen but if you had entered a drawing or hit a lottery today and you won the big prize and that prize was free of all costs the exact same vacation plan that I just described and that you could use it whenever and wherever in the world you wanted and you can take along your families or friends if you so desired would turn down that grand prize?”
If the presentation was done correctly NLT 80% of every sales guest asked that type of question would unequivocally respond saying (e.g.) “no, we would not turn that down”.
Among the other 20% some will ask a ‘buying’ question and others will stumble and fumble deciding it is a ‘trick’ question – and yet no more than 10% will tell the rep they (e.g.) “…don’t like it, don’t want it, can’t use it and wouldn’t take it even if it was free of all costs…”
Of course real closers worth their salt would know how to handle that too: “Thanks for sharing that with me folks. Actually other people have shared with me similar sentiments. But, just so I understand. Other than not liking it, not wanting it, not being able to use it and that you wouldn’t accept it even if it was free of all costs are there any other reasons why you wouldn’t want…?”
Good Luck Out There
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry (but always spot on!), 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’.