-by Scoop (August 23, 2017)
any years ago as my significant other and I were enjoying a spectacular view in Cabo San Lucas at the Whale Watchers Bar up at the Finnesterra (now the Sandos Finnesterra Los Cabos) a timeshare rep (aka: liner) suddenly came hurrying through with a couple he obviously had on ‘tour’. As the trio quickly passed through the cantina the rep was about 10 feet in front of the couple when he turned his head towards them, apathetically raised his left arm and while nearly yawning pointed towards the area where the Sea of Cortez meets the Pacific Ocean and said: “This is our whale watching bar. People watch whales from here” – verbatim!
So Here’s The Scoop: From there, without any further conversation or a pause to take in the awesome view, the rep then headed up the stairs to the sales office with the couple still lagging about 10 feet behind. I can only assume the back-end of that presentation turned into a real grind as the closer had to first accomplish what the rep should have done on the front-end – put and keep the peeps in the ‘picture’, so to speak.
I brought that particular story up this week because recently a similar situation occurred while I was visiting another TS resort, this time on the east coast of the U.S. To be brief – while by the pool area and marveling at the ambiance of the property I happened to be positioned near a rep who was on tour and this sales person also seemed like he really didn’t appreciate the near breathtaking atmosphere of this resort.
In fact while this rep and the sales guests were taking in the view of the grounds, etc. all I heard the rep say to the couple was “Pretty nice huh? Okay, let’s go this way” (I assume, back to the sales center).
And, as in Cabo, I found myself enraged at the cavalier, indifferent, casual and dismissive manner in which this rep was presenting a resort that surely cost the developer (e.g.) $100 or $200 million to build, not to mention the direct marketing cost the developer incurred daily so that the rep(s) could have a shot at ‘selling a deal’ & earning a good living.
Indeed, both reps behaved as if the developer’s investment and what they were selling didn’t really matter and/or was no big deal. To my way of thinking they acted more like they were at the end of their night shift peddling ‘beaters’ for one of those rundown “Buy Here Pay Here” used car lots often located in an area of a town that would benefit from better street lighting as well as an urban redevelopment project.
To put that another way, it was as if both TS reps only had a few grimy ‘clunkers’ on the lot to sell and when a prospect dared to stop by at night for a look all the rep(s) could muster up – without getting out of their chair – was (e.g.): ‘Yeah, go ahead, look around. They all need some repairs, have dents and the paint is faded but at least most of ‘em have four tires and if the battery charges are holding and there’s gas left in fuel lines they might even turn over. Oh, and I can get anyone financed, too…’
Okay, what the timeshare reps that I’ve referenced herein did wasn’t quite that bad, but they sure didn’t behave like they were selling (e.g.) Jaguars, Porsches or Ferraris either and as I thought about their less-than-stellar attitudes & ‘selling’ performances – and that their ‘style’ may be be happening ‘globally’ – I came up with a solution.
Every front-end rep, every closer and every F/B (front-to-backer) around the world who wants to increase their sales volume and incomes should spend a few nights at least once a year in a budget-priced motel room like those available or comparable to a Motel 6 vacation.
To start that journey, and as an example only, all they need to do is visit the Motel 6 website and like I just did get a quote for a spur of the moment mini-vac. In my case, as of this writing, I selected this upcoming Labor Day weekend and Motel 6 offered me a couple of attractive choices so I selected their San Francisco, CA property at 895 Geary Street.
Checking in on Thursday, 8-31-2017 and departing on Sunday, 9/3/2017 – it turned out that the cost for the
villa suite condo room w/2 King beds that I could have reserved would have been a daily cost of $226.66 + taxes $110.55 = a 3 night mini-vac cost of $778.52.
No wonder, according to their ads, they’ll leave that light on for ‘us’ all (LOL).
Okay, to be fair & considering such a short notice to reserve a motel/hotel room, the location and the time of year, etc. the nightly rate was rightfully up a notch or two. So I checked other locations around the U.S. on the Motel 6 website with the same dates, etc. and they, too, IMO, were a bit pricey.
Of course it is also true that Motel 6 has properties across the USA where travelers can and do enjoy their vacations or stay a night or two during weekends or mid-week and with taxes, wireless fees, etc., I’m pretty sure the nightly rental rate for one or two adults will be in the $49-$79 (+ -) range; put that is not the point.
What is important is for all reps to start looking at the resorts they are ‘showcasing’ including the grounds, accommodations and amenities, etc. in the same way each of their sales guests is evaluating the ‘property’ and judging their future vacationing experiences (should they become owners/members).
I make that suggestion because a big chunk of those sales guests are all too familiar with those small, cramped & no-frills budget motel/hotel rooms and if the rep is not genuinely enthusiastic when it is ‘show & tell’ time of their resort well, maybe the sales guests won’t be enthused or impressed by what they are previewing either.
Besides, attitudes can be contagious – and that includes less-than-passionate selling skills, which is why I’m suggesting that it really wouldn’t be a bad idea, now and then, for every rep to spend a night or two in an inexpensive motel/hotel room and compare what that place is like Vs what the reps are actually selling.
And if timeshare developers really want to get crazy, the next time their manager fires a rep for not making sales – instead of giving them the ‘axe’ try and salvage the rep and have them spend an entire week in the seedy part of town in the least expensive ‘accommodations’ the developer can find – and then, once their punishment is over – put the rep back on the ‘line’ and watch them sell the heck out of them thar timeshares!
Good Luck Out There
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