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REMEMBER: Excluding those few prospects who at the outset of the presentation state that “We’re not interested, we’re only here for the gift and we don’t like timeshares…”, seldom does a sales guest tell their rep near or at the end of the presentation that they flat out don’t want to be an owner, that they don’t like the product, the service or vacationing lifestyle timesharing affords travelers.
Instead they will lay out the usual ‘smoke-screen’ (e.g.) “‘I need to talk/think it over…”, etc. When this occurs the very first thing the rep needs to understand is that somewhere during the presentation, from the ‘meet & greet’ phase to asking the prospect for their business, the rep left one or more uncertainties lingering in the prospect’s mind and aside from ‘affordability’ that is the number one reason most prospects don’t jump on the bandwagon.
This is why it is critical for each rep to analyze every sales presentation they make, whether the prospect becomes an owner or not, and honestly judge each phase of those presentations every time seeking ways they can improve their next sales opportunity. By doing so, and improving their weak points, they will be laughing all the way to the bank!
TODAY’S VIDEO: KT Tunstall – Beauty of Uncertainty
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