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REMEMBER: Many prospects and other sales people talk about a sales presentation being too ‘high-pressured’ or that a sales rep is too “pushy” and yet nothing could be further from the truth.
There really is no such thing as a high-pressure (or pushy) sales presentation. Most often one that is perceived as such is because the prospect wasn’t sold in the first place and then during the closing sequence, instead of recognizing that reality, an inept closer starts applying the money squeeze as if that is going to convert a ‘no-sale’ prospect into a ‘buyer’.
Think about it for a moment: what part of a timeshare presentation is ‘pressurized’ (LOL)?
Is it the benefits, the uses, the accommodations, the travel opportunities, the additional perks, the (whatever)?
No, none of it is pressured and presenting a TS Plan to a prospect doesn’t make any rep ‘pushy’ either.
That is why it is always important to inform each prospect that the presentation will have no ‘pressure’ at all and the rep can say (and it does apply at some ‘resorts’) that the developer absolutely prohibits any high pressure tactics whatsoever.
It is also a good idea to tell the sales guest that sometimes people (prospects) do feel pressured because after they preview the program they desperately want to become an owner but money is too tight and that is something that can’t be controlled by the rep.
Then the savvy TS Pro will inform their sales guest that if he/she even ‘thinks’ that becomes an issue (with this sales guest) the rep will be the first to recommend the guest passes (at this time). By doing this with each prospect the ‘concept’ of ‘pressure’ and being ‘pushy’ has been eliminated and the rep will laugh all the way to the bank.
TODAY’S VIDEO: Queen & David Bowie – Under Pressure
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