-by Scoop (August 4, 2017)
he origins of this week’s Scoop are due to an e-mail that I received from Carmen (not her real name) who is a new reader and a new front-end timeshare sales rep with a well known developer. Carmen contacted me about a situation that she had encountered at work and it seems the only advice from her sales manager was “…don’t worry about it. Just get back on the line and take your next tour…”
So Here’s The Scoop: Briefly, after nearly a week on the sales line Carmen was going ‘out’ during the first wave and when she met her ‘sales guest’ that morning all seemed well with the married couple and like a good soldier Carmen successfully completed the first few steps of the sales presentation.
Then, out of the blue, and over the next few minutes Mr. ‘Time’ (aka: the sales guest from hell we’ve all met) took full control of the conversation (presentation) by beginning to tell Carmen all about developers’ excessive marketing costs followed by everything else he knew about them thar timeshares and our industry.
Mr. ‘Time’ continued informing Carmen how he and his wife would never buy a timeshare from a developer. That if they were foolish enough to buy TS in the first place then they’d get it off Ebay for “$1”, and that they have been to many timeshare sales presentations and only come for all the gifts and to be entertained by the sales staff.
But Mr. ‘Time’ wasn’t quite finished as he then told Carmen that timeshares are a “rip- off”; that they can’t be resold and even when they can it is for pennies on the dollar. He also told her people can’t even give away or rent out their TS and that he and the Mrs. book all their vacations online anyway and get the same types of places and destinations for about half the price of a typical maintenance fee (AMF).
And no, for poor Carmen, ‘Time’ was still not quite done. He then proceeded to tell the new timeshare sales rep that he knows that AMF’s increase every year and that timeshare owners can get hit with special assessments that run thousands of dollars.
Then ‘T’ informed Carmen that exchanging cost too much and that many timeshare owners can never get the places, resorts or the time of year they want.
‘T’ finally finished, looked at his wristwatch and told Carmen she had about 70 minutes left of the 90 minutes they promised and to please continue her “pitch”. At this point she was devastated but held her head high and continued the sales presentation. She ultimately T/O’d to one of the closers and the end result of Mr. and Mrs. ‘T’ was – NO SALE!
When Carmen e-mailed me all the details she also had quite a few questions and as I was doing my best to reassure her about ‘the biz’ and fully answer each query, etc. I started wondering how many issues that Mr. ‘T’ brought up with Carmen are actually on the minds of some of the sales guests that ‘we’ meet/greet (M/G) on a daily basis in the Land of Time?
And that led me to face a reality; whether we like it or not, one way or another we must M/G a certain % of sales guests who in the recesses of their minds have one or more of those thoughts (issues’) drifting around and that led me to thinking laundry detergent.
We’ve all seen the television commercials’ touting that brand ‘X’ is now new and improved. That ‘X’ is green and protects the environment because ‘X’ is biodegradable etc. That ‘X’ makes the clothes fresher and saves money because ‘X’ requires less soap, water and drying time for each load of clothes. Plus, the suds from ‘X’ aren’t harmful to the kids and are so gentle they won’t even tear up a new born infant’s eyes…
While I was e-mailing back and forth to Carmen one of those commercials came on TV and made me ponder if perhaps ‘we’ should take the same approach by developing a ‘new/improved’ (‘X’) version of the slices of paradise we peddle on those magical little round tables?
If we did it might sound something like this: ‘… Now Mary and John don’t confuse this with those timeshares. You see, with ‘X’ you can _ _ _ _ _ _ _ _ _ _ _ __ _ _ and you’ll never _ _ _ _ _ _ _ _ _ …’ (fill in the blanks).
Hey, I’m just thinking out loud and peeking over the horizon.
Good Luck Out There
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