Get your day off to the right start with your own MORNING MEETING. No shouting; no throwing of chairs; no name calling; no finger pointing.
Just a Sales Tip of the Day, a daily blast of music and some attitude for your enjoyment! M-F. No weekends, and I don’t do roomfill…
REMEMBER: There is a time to sell, a time to reassure and a time to hit the sales guest right where they need it the most and that is to let them know that as an ‘owner’ they have the full protection and weight of the law in ‘their’ corner!
One way to demonstrate this and reinforce the credibility of the presentation is when a prospect asks (e.g.): “What happens if we have a reservation but our accommodation is unavailable?”
Instead of dancing around the issue, the savvy rep/closer will whip out, for example, Chapter 119A- Timeshare statutes for the State of Nevada, flip to the “RIGHTS OF OWNERS” section NRS 119A.510 “Replacement or compensation if unit unavailable.” and then read those few precious words demonstrating what the LAW (not the rep) states will happen.
As covered in a recent Morning Meeting (DOCS), being able to confidently back up the words spoken during the presentation in black and white is ultimately one of the strongest closing tools available and the PROS who know their ‘DOCS’ and the Statutes of their jurisdiction (internationally, too) and incorporate aspects of that information in their presentation (and close) will laugh all the way to the bank!
TODAY’S VIDEO: Bruce Springsteen and Donna Summer — Protection
(To view ALL of the Morning Meeting sales tips and videos, click here.)