August 26, 2016 — Did you ever notice TV commercials like the fast food chains, especially the hamburger joints, that run ads and have posters in their windows showcasing their awesome looking burgers but when you buy one instead of a yuuge slab of beef, thick slices of perfectly ripe tomatoes & onions, gobs of melting cheese with mounds of crisp lettuce with their own unique mouth watering special sauce that the ‘goods’ often turn out to be a whole lot less than was promoted? And what does this have to do with, specifically, selling vacation plans? Well, you decide.
So Here’s The Scoop: If you are an objective thinking person you know that in the commercial (business) world, as consumers, we are all inundated with less-than-truthful claims about the ‘stuff’ they are peddling. And we are also exposed on a daily basis to cordial peeps including, sometimes, our friends and/or loved ones who have a tendency to be less than honest when we seek their counsel about (e.g.) a car we might be thinking of buying. ”Sure Scoop, that is a dandy car…”
My point is that by the time we become adults we’ve all been hit with all sort of lies, distortions, half truths, total nonsense and other people’s subjective opinions based on merely what they believe and not on concrete facts, data, research or studies, etc.
Hence, in the Land of Time – therein resides another one of the great selling secrets in our industry for those reps who want to completely disarm their sales guests, lower their prospects’ resistance and win their undivided attention throughout the presentation.
First consider that just about every sales guest and especially existing owners or members have something in common. They are expecting to be lied to by ‘you’ at some point during the sales process. They are also confident that whatever they are told about ‘your’ timeshare plan, well, like those hamburger commercials, what they are likely to ‘get’ ain’t gonna be exactly as what ‘you’ are suggesting.
Timeshare reps are usually taught to break the pact during the presentation and that is important but it is the way most reps handle this process that the attempt many times falls on deaf ears and the often blasé response from the sales guests is as insincere as was the effort was to obliterate the sales guests’ pact in the first place.
Now if a front end rep really wants to snap what is usually a weak pact in the first place all they have to do is lay their cards on the table, look their sales guests squarely in the eyes and at the appropriate time say something along these lines (in the rep’s own words).
“John and Mary I want to let you know, and I give you my word, I’m not going to try and sell you anything today. Fair enough?”
And then shut up. Don’t reach out to shake hands either. Just sit there looking at them. Put them under a little bit of their own self imposed pressure and wait for them to answer; plus make damn sure to listen thoroughly and be prepared to ‘pre-judge’ the validity or sincerity of their responses.
When they have agreed the proposal was ‘fair’, continue (in your own words):
“All I’m going to do today is share with you why we have (e.g.) 67,250 very satisfied owners and why millions of other families are enjoying wonderful vacations at beautiful resorts all around the world staying in fully furnished and superior accommodations with all the modern conveniences and amenities.
“You see folks, long before we met today our company, indeed our entire worldwide industry already knows a few things about the people we invite to preview our resort and vacationing plans.
“As an example, for every 10 families (couples, singles or…) I meet each week 4 of them simply will not like what we have to offer. And even if they like our vacation plan they really don’t want to vacation much anyway and lastly, even if they really want to vacation they honestly can’t afford to take vacations on a regular basis.
“So, Mary and John, that leaves only 6 out of every 10 people I meet with that will like what we have to offer but, honestly, 2 of those 6 people may have personal issues in their lives that prevents them from taking advantage of one of our vacation programs or sometimes they just flat out don’t believe what I share with them.
“And that, too, is fine and normal which simply means that for every 10 people I meet each week only 4 will like, believe and want one of our vacation programs; yet of those 4, only 3 will actually become involved.
“That is why our company has a no pressure policy because we already know the outcome and my primary responsibility to you today is to honestly and in a forthright manner share the same information as I do with everyone I meet and then allow them and them only to decide on their own.
“All I ask is that if at any time you have any questions whatsoever or if I say something that doesn’t’ make sense, isn’t crystal clear or requires a further explanation then stop me then and there and just ask.
“I promise you I will answer truthfully, fully and hopefully to your satisfaction and I only hope that you folks treat me in kind. Then, at the end with all you questions answered if you decide this is not for you that is just fine. I’ll get all your gifts and we’ll part friends.
“On the other hand if you are one of the 3 out of 10 people I told you about I’ll be the first to welcome you aboard. Regardless, whatever you decide today is solely up to you and quite honestly I am paid regardless of your decision for simply doing a job that I love’
“Fair enough Mary & John?” (Your Hand extended).
Side note: Because of the individual rep’s VPG factor all reps, including commission-only ones, are earning money for every hand they shake so saying they are being paid regardless of the decision reached by each sales guest is true.
Now, continue the full presentation in an informative upbeat and mildly entertaining manner, be professional at all times and remember the adage that your word is your bond so also don’t ‘over-kill’ the benefits and features of being a TS owner/member.
In fact, it never hurts to point out a couple of flaws along the way like ‘they’ must follow the reservation procedures and cannot expect to (e.g.) exchange for a suite in Daytona a couple weeks before the start of a big race (Daytona 500).
Lastly, when selling — and despite what others may tell you about the importance of constantly ‘pushing’ those heart strings (emotions) etc. — successful selling and closing more deals includes what most of our parents taught us as kids: honesty is always the best policy!
A selling strategy that will not bite you on the behind and will also reduce those blasted ‘kicks’ (rescissions), too.
Good Luck Out There
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