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: Rarely do sales reps in our business tell a prospect not to become a TS owner (‘buy’), but the fact of the matter is that every sales guest should always be given that option and the sooner they are aware that they don’t need to become an owner (today/ever) the more receptive they’ll become throughout the entire presentation.
One way to accomplish this is to inform each prospect that what they are going to preview (today) is not a cookie-cutter cure all for vacation/travel needs and that although there are millions of TS owners who’ve been enjoying the benefits, features, pleasures and lifestyle of timeshare ownership dating back to the 1960’s, the honest truth is that becoming an owner is not for everyone and in fact the majority of people ‘pass’ on the opportunity!
Never fear telling prospects they don’t need to purchase. And despite other notions, you should also tell each sales guest why people choose not to ‘get-involved’ such as they hate traveling/vacationing, they always stay w/relatives or in cheap motel rooms, etc. But also include that if your developer was giving out a free TS ownership plan people would be lined up from here to Timbuktu.
This approach is not to be confused with the traditional ‘take-away’ because its real purpose is to allow the sales guests to lower their guard and listen to the full presentation in order to evaluate the information with an open mind. And when that happens it will be the savvy TS Pro who first gave ’em a pass who will laugh all the way to the bank.
TODAY’S VIDEO: Nina Simone – Feeling Good
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