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REMEMBER: When explaining the exchange program reps will often only focus on specific regions or destinations that a prospect has indicated they would like visit. Although it is certainly a step in the right direction to do so, explaining the vastness of the worldwide exchange system to each prospect is equally important as well.
For example, if a prospect is informed that as a timeshare owner if they vacationed four weeks each year, visited all the countries on the RCI ‘menu’ and vacationed just one week in each country they may very well be impressed to learn it would take them 25 years to complete the process.
Another example is that if they took those same four weeks off every year and wanted to visit only RCI based resorts and spend 4 weeks at each property, that process (and RCI policies aside for the moment) would require living as long as Methuselah did (as referenced in the Hebrew Bible), which would be over 900 years!
Sales guests will always say their dream vacation is (e.g.) Spain or Hawaii, etc. but deep inside they likely have other places they want to go or dream about visiting and those choices may not be mentioned when asked during the presentation.
It is indeed very important to introduce each sales guest to the world of travel options they’ll have as timeshare owners before focusing in on one or two of their choices, and the savvy TS Pro who does this each time with each prospect will laugh all the way to the bank.
TODAY’S VIDEO: Huey Lewis & The News – Small World
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