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REMEMBER: As we all know there are many steps in the sales process but one of the most critical aspects to a successful outcome of a sales presentation is whether or not the sales guest actually trusts their representative as well as the information being shared during the presentation.
And that is the big divide or conflict, so to speak.
For example a bald-faced lying TS rep (aka: ‘heat-merchant’) ‘pitching’ to an existing TS owner can often be detected by even the newest of owners. For instance, when a rep tells the prospect that they can (e.g.) exchange ‘this’ timeshare and travel the world the owner knows that is true, but picking up on this rep being a liar ‘trumps’ other ‘spoken’ words.
Merriam-Webster states that “trust” is, in part, “an assured reliance on the character, ability, strength, or truth of someone or something.”
In TS sales that “character” of course is the rep and that “something” naturally is the timeshare plan being presented. It is how that “assured reliance” is conveyed to each prospect that is the foundation to making more sales.
As such it is never a bad idea to always be truly honest with your prospect so they can rely on you (your word and character) and what you share (the ‘plan’). Don’t ‘paint’ ownership as a vacationing/travel ‘cure-all’, instead lay it (and yourself) out in the manner that it is. By doing so, like other savvy TS Pros you, too, will laugh all the way to the bank.
TODAY’S VIDEO: Janis Joplin – Trust Me
(To view ALL of the Morning Meeting sales tips and videos, click here.)