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REMEMBER: It never really matters what a sales guest thinks they may (or may not) know about owning and using a timeshare plan. What matters is that the sales rep, at the appropriate time, allows the prospect to tell the rep what they ‘think’ about ‘timesharing’ and to do so before the presentation is in full swing.
A good way to accomplish this is to ask (e.g.): “Bill and Martha, our research tells us that of every 100 visitors we meet, 93% of them have formed one of three opinions of what being a timeshare owner entails, including the benefits, uses, etc. Before we get started today would you mind sharing with me your personal insights, thoughts and opinions of being a timeshare owner?” (And then shut-up and don’t breathe another word).
It really doesn’t matter what their response is (for/against/lukewarm) because whatever they say they’ll either be bald-face lying or outright spewing their true feelings, and in either case it is the savvy TS Pro who listens well and then applies that information to the presentation (and close) who’ll laugh all the way to the bank.
TODAY’S VIDEO: Bonobo – Tell me how you feel
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