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REMEMBER: When sales guests become TS owners they are also acquiring privileges in a worldwide portfolio of thousands of resorts valued in the Billions of dollars!
Now stop and think about that Billions of dollars for just a moment!
When demonstrating the ‘exchange’ system and the prospect responds that on their next vacation they would like to visit Hawaii (or anywhere) most reps will turn to that section of the exchange directory and say “And you’ll have your choice of 12 properties….” (and then have their prospect ‘look’ at the photos, etc.
A better way to handle that is to pin down exactly where they want to be, then locate a specific resort there and share with the prospect that another benefit of being an owner is that they’ll be staying at resorts, “Like this one that cost (e.g.) a hundred million dollars just to build and it has all the best amenities….”
And you might add a sort of third party story too: “And Bill and Sally, you may know someone who owns a ‘vacation home’ or ‘cabin’ etc. that they use which cost them a couple hundred thousand dollars, but as an owner here you’ll also have multiple million dollar properties the world over at your disposal which isn’t a bad asset to have in your portfolio…”
The savvy TS Pro who lets their prospects know that they have access to a ‘network’ of resorts that cost Billions of dollars will increase the prospects’ perceived (and real) value of their ownership (and privileges) and will laugh all the way to the bank.
TODAY’S VIDEO: Dance from Addams Family Values
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