Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: There are times when a sales guest will ask what happens if the developer/resort files for bankruptcy. Even if the question is a dodge (looking for a way to say no) it is nonetheless a great question that should be music to the savvy Pro’s ears!
One good response is: ‘John/Mary, that is a great question. Are you just curious or are thinking about becoming an owner today?’
Now wait for their response (just curious/owner–it doesn’t matter).
Then proceed to tell them: ‘Well, let me share with you what I’ve told all the owners I’ve helped over the years, indeed what our (e.g.) 40,000 owners have been told and likely what millions of owners the world over have been told as well.’
‘If for example, and of course you’re not going to do this, but ‘if’ you whipped out crisp brand new $100 bills today to become an owner and then losing that amount (pointing to the number on the ‘table’) of money say five or ten years from now is going to utterly destroy your life, put you and the family out on the streets, and ruin your entire future, then my first recommendation is don’t become an owner today’.
Now, with a pleasant smile, don’t say another word and wait for their reaction and/or response!
Whether their question was a dodge or a genuine concern, any possible loss in their minds has been minimized and then when you share with them all the protections that are in place for owners, they’ll be much more at ease and you’ll laugh all the way to the bank!
TODAY’S VIDEO: Hip Harp Jazztet – Groovin’ on a Sunday Afternoon
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