August 28, 2015 — Some time ago I posted a Youtube video wherein the sales manager/trainer for a major timeshare developer in Mexico taught his large sales team: “Your whole tour is based on setting these people up for a fall. Everything we do here is what we call trick f**k. Just trick f**king these people…” At some point after I posted a direct link to that video in my weekly column YouTube pulled it with the footnote stating: “This video has been removed because its content violated YouTube’s Terms of Service.”
So Here’s The Scoop: Last week I posted a video that a sales guest filmed while attending a timeshare sales presentation at Laguna Shores Resort in Puerto Penasco, Mexico – also known as Rocky Point and Arizona’s Beach. As of this writing several hundred ITG readers have apparently reviewed that video and it wouldn’t surpise me if that, too, will soon be gone.
Early this week a reader sent me a link to another video they thought I would find interesting. So I watched it and of the many issues that struck me one was how those seemingly innocent little white lies can ultimately lead to the known ‘whoppers’ (yuuge lies) that some timeshare liners, closers and front to backers might be tempted to use during their presentation.
Here’s how this video begins (video embedded below):
“Why are we here? To save lives. And you thought you were just selling timesharing, didn’t you? We sell vacations. Vacations are healthy for you. Do you believe that? I can show you the articles, the studies. Those who take the fewest amounts of vacations are most likely to have a heart attack. You’re just like a doctor, a nurse, firemen, policemen, lifeguard. They all save lives and you all do it, too. Our number one person in Orlando owns several weeks of timeshare. You know, you should own at least one week yourselves. And if you don’t, lie and say you do…”
So an Exec for this company, IMO, is giving the green light that being a little deceitful is okay. And sure, it’s a pretty harmless fib but in the commission-only world what about those reps desperate to make a sale so they’ll have a paycheck forthcoming and decide to lie just a tiny bit more to earn their next commission check?
And if doing so works this time, what about the next time? And what happens if they stretch the truth about (e.g.) exchanging, etc. in the future? Maybe they’ll earn more commission checks.
And what about all the timeshare owners/members/exchangers and/or the general public who watch this video? What will they think and especially, later in the video, when ‘they’ are referred to in a not so complementary way?
Probably not a good PR move for the company and it’s likely a darn good bet that Jane and John Q Public, after watching the video, might conclude (e.g.) “So that is what they really think of us and what else are they lying about…?”
There is also an inherent and much bigger problem with this training and/motivational video which is the notion of instilling in the sales reps’ minds that they are “…like a doctor, a nurse, firemen, policemen, lifeguard. They all save lives and you all do it too…”
I suppose there might be some truth in there but that sort hyperbole ‘sells’ about as many slices of Paradise (that shtick) as does “Just trick f**king these people…”
And then there are ‘others’ in the Land of Time around the world who continue to preach: “Either you sell (close) them or they sell (close) you” – that “You are only as good as your last deal” and, of course, “No Heat, No Eat”, etc.
You see all the aforementioned examples give way to subjective selling and worse, the sales guests’ subjective thinking – and that is where the old “too good to be true” phenomenon is born which is one of the leading causes of sales not happening in the first place along with a lot of those ‘kicks’ within the rescission period when sales are made.
Here is the video; post your thoughts below.
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’.