-by Scoop (August 11, 2017)
he late great comedian George Carlin’s popularity cranked up a few notches in 1972 when he recorded and released his “Class Clown” comedy album that included his unique take of “Seven Words You Can Not Say On Television”. At the time those words were barely spoken in public and the U.S. FCC also forbid ‘CB’ (citizen band) radio operators from using those words when chatting with one another. Even to this day and with the exception of some (e.g.) cable TV shows, movies or satellite radio programs etc. those 7 words are rarely used in pubic and never over the public airways.
So Here’s The Scoop: I came across Carlin’s routine online this week and while laughing and listening to him I soon found myself thinking about another 7 words that when used in a sentence we never hear in our industry as they relate to the outcome of every timeshare sales presentation all around the world.
As I ventured down the rabbit hole I next recalled a number of sales meetings I had attended (and held) over the years and that during many of those sessions opportunities to discuss a critically important topic were often missed that would have helped reps sell more slices of paradise.
In all fairness most of the sales meetings did cover other important issues such as (e.g.) the proper way to meet/greet sales guests at the reception area, how to warm-up, the survey (aka: more discovery), breaking the pact, touring the ‘facilities’, presenting the timeshare plan, calling for assistance and proper T/O’ing methods.
Other themes discussed included wearing the appropriate attire, jewelry fashions and/or styles (what not to wear) ‘hairdos’ and what to do (e.g.) when a sales guest insisted they needed to pray before making any decisions.
All very important when selling – but then I remembered the many times during a typical morning meeting when the previous day’s sales were announced that some managers had a tendency to treat the front-end reps contribution as, well, necessary furniture and in their next breath they’d overly praised the Closers for the ‘deals’.
Obviously Closers and their skill sets are a critically important function – but to make Closers out to be the sole “rainmakers” and to strew their paths with flower petals whilst some prance and fart around the sales center – well, that’s providing a bit too much admiration directed towards only one factor involved in the selling/closing equation.
Which leads me to the seven words I shall now publicly broadcast – and damn the consequences. First – a public announcement and warning to the faint of heart.
The following might be offensive to some people including within the Land of Time hierarchy so be advised that to publicly utter the words as they are presented in the following sentence may be detrimental to a person’s career and financial well being etc.
Sure, for many peeps working on those magical little round tables that is a given but the reason, IMO, that sentence is rarely (if ever) heard and the doctrine is not ‘preached’ is because all around the world most timeshare sales centers still use the old basic & very brief ‘T-Pitch’ as their chosen method of actually selling vacation plans.
And speaking as a sales professional, using any ‘T-Pitch’ as a stand-alone selling tactic never did work that well which is why to this day when the T/O is called in to ‘close’ the vast majority of the time instead of ‘closing’ the Closer must first continue ‘selling’ – sometimes for 30 minutes or longer before they can initiate what they should have been brought in to do in the first place – the closing sequence, to seal the deal.
The fact of the matter is that even when selling to people who are actively seeking and very interested in buying a specific product/service that costs more than a few dollars, a ‘T-Pitch’ selling tactic will rarely get ‘er done sufficiently to motivate the ‘tire-kickers’ – all by their little decision making selves – to step up and actually purchase said ‘thingy’.
Hence, the moral to the story this week is quite simple. On planet earth and according to the “Urban Dictionary” – a “rainmaker” is the “employee who creates a significant amount of new business to a company”.
You know – professional selling!
Good Luck Out There
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