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 is the sales story about a customer coming into a sporting goods type of store only to buy a fish hook needed for a weekend fishing at the local lake, but by the time he leaves the store he walks out with more fishing lines, poles and other gear including a 20-foot schooner with twin engines, a towing trailer, etc.
Across town, another customer walks into a similar store to also buy a fish hook for her weekend excursion at the lake and after the sales rep helps her find the perfect one he asks: ‘Will there be anything else Ma’am?” “No, that should do it…”!
In our business, if you want to be a real money earner stop being the usual ‘order’ taker and start presenting each benefit and feature as an ‘extra’ (add-on) individual and very special aspect, feature and benefit that will be needed by the soon to be new owner.
Don’t just tell a sales guest that they have their choice of a one, two or three-bedroom ‘villa’ anywhere they travel. Instead ask them “Since you and Mark love to travel so much how many bedrooms would you like to have on your vacations?”
Another example: “Some of our owners really appreciate having refrigerators, toasters and coffee makers in their suites but others still love to prepare a feast or romantic dinner now and then and also avoid too many expensive restaurant bills… How about you, Mark and Ellen, what sort of kitchen amenities would you prefer to have?”
Every time each ownership benefit and feature is presented in such a manner the more the prospect will create more value in their minds and see themeselves vacationing in such a manner. It is the savvy TS Pro who actually makes the sales guest confess ‘their’ needs, wants and vacation desires who’ll be laughing all the way to the bank!
TODAY’S VIDEO: Nitty Gritty Dirt Band – Fishin’ in the dark
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