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REMEMBER: During the sales presentation most reps have a tendency to just inform their sales guests that (e.g.) “We have a zillion owners here at ‘Resort Happiness’ and there are a gazillion others (owners/resorts) worldwide who are also…”
Instead of just ‘sharing’ that information with the prospect, at the appropriate time during the presentation after the rep has informed the prospect of owner/member ‘numbers’ the rep should also ask their sales guests why they believe ‘Resort Happiness’ has a zillion owners and why there are a gazillion more in the worldwide system?
Then, regardless of the response(s), the rep should add that “Although it is mighty difficult to make all the people happy all the time, one of the main reasons for our success is we believe the greater our loyalty is to our owners the greater they will appreciate their ownership and vacationing experience. And that aspect alone has helped us grow tremendously year in and year out.
By providing each prospect a compelling reason for those ‘numbers’, such as the developers allegiance and commitment to their ‘base’, the prospect will sense that a fidelity, bond or state of loyalty exists between the TS owner and their resort. When that message is shared with each sales guest by a savvy TS Pro he/she will surely will laugh all the way to the bank.
TODAY’S VIDEO: The Everly Brothers – Devoted to You
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