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: These days it is near impossible to find an adult over the age of 40 who hasn’t heard of and formed an opinion about timesharing. It would be a safe bet to make that a notable percentage of all sales guests attending a presentation today have, ‘been-there-done-that’ (one or more times)!
So there you are pitching your little heart out and it appears the sales guest is listening, but other than that there are no other noticeable reactions. In this situation it is likely they are perceiving that you are simply making a ‘timeshare’ speech that they’ve either heard before or reinforces what they ‘think’ they already know.
There are several ways of handling this situation and one method is to immediately stop ‘speeching’ and outright ask the prospect if they are bored (‘Am I boring you Bill and Bob?’) and then shut up and don’t breath another word.
They will most likely tell you that they are not bored, but before you go any further asking another question would be warranted– such as inquiring as to how they would use, as an owner, one of the benefits/features that you have already described.
This tactic will force them to reveal how closely they’ve paid attention. It is a great place to draw a line in the sales presentation and bring the prospect back into the picture, and doing it now instead of trying to save the deal at the end of the presentation will have you laughing all the way to the bank!
TODAY’S VIDEO: Fools Garden – Lemon Tree
(To view ALL of the Morning Meeting sales tips and videos, click here.)