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REMEMBER: The word vacation seems to go back to the 14th Century. Its meaning and uses have changed over the centuries but the modern day definition that best suits our industry is vacation (time) set aside and devoted to travel. Especially those vacations that are ‘benefits-based’ (aka paid) vacation time.
However, when a rep asks the sales guests how many weeks they have each year for vacations they seldom ask, but should, if the sales guests are among the fortunate who indeed get ‘paid’ vacation time each year.
Asking that question, in that manner, applies to every sales guest regardless if they are a business owner or working as a part-time janitor, etc. because millions have this benefit and that information needs to be extracted and praised. This creates the opportunity for the rep to plant a ‘seed’ and also remind the prospect about the ‘financial’ benefit (aspect) as well.
If, for example, it is learned that the prospect is earning $100-K per year (do some quick math) then for demonstration purposes that means for each week that this prospect takes a ‘vacation’ they in fact get ‘paid’ about $2,000 towards that holiday.
And if they take four weeks per year, BAM, the rep just learned (and should remind the sales guest) that they have $8,000 over the next 12 months– and every year thereafter– just for that purpose. That adds up to a very tidy little sum of ‘vacation-money’!
Pointing out how fortunate the sales guest is, perhaps in a 3rd party story such as (e.g.) ‘You wouldn’t believe how many folks I meet with who don’t have that benefit…’, is never a bad idea!
Having the prospect acknowledge that they indeed are fortunate to have Holiday Time and ‘vacation money’ already set aside each year (and for the future) and then, ultimately, by presenting the sales guest a ‘vacation-plan’ that best suits their needs, the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Terry Tate – Vacation
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