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REMEMBER: Ever notice that consumers, all of us, rarely purchase any big ticket items unless there is some sort of warranty and/or service package that backs up the purchase?
Service is, without question, as important to making a sale in TS Land as the product itself and the failure to ‘sell’ the service aspect of being a TS owner often leaves an otherwise ‘sold’ prospect not moving forward, as somewhere in the back of their minds ‘something’ that is very familiar to them has not been covered during the presentation.
Selling service, services and more services will sell more TS plans than you can possibly imagine because at the end of the day the accommodations speak for themselves, as does the worldwide ‘network’, all the amenities, etc. But all that without service is surely lacking luster.
I’m not going to go over all the ‘services’ that are provided by the home resort, the exchange companies or industry for owners. Instead I suggest that all savvy TS Pros who want to write more deals should think of and write down all those services on paper, then incorporate them into their presentation and share ’em with each prospect. By doing so each and every time those Pros will laugh all the way to the bank.
TODAY’S VIDEO: Starbuck’s: Better TV’s Brooke Carlson goes in search of good customer service (with clips from Seinfeld).
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