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REMEMBER: In most cases every sales guest has something in common with their rep in that the prospect will, with or without the rep, take vacations; and the rep will, with or without a particular sales guest, continue to sell vacations (timeshare).
That denominator is something that needs to be explored during the presentation because when the prospect and the rep understand that they are both on common ground, that creates an opportunity to achieve a mutually beneficial outcome.
So always ask each sales guest if they do vacation and/or would like to vacation and then share with them that your primary objective is to design a vacation plan that is specific to their desired vacationing needs, goals and objectives. By employing this process in each presentation the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Andy McKee – Common Ground
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