Get your day off to the right start with your own MORNING MEETING. A Timeshare Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: As an illustration only, when using google to conduct a search a one letter difference in the search term (word) such as “timeshare” (Vs “timeshares”) will bring back different results and those results will often lead the ‘searcher’ down different paths of information.
The same is often true when dealing with a sales guest and the rep is asking them a tie-down question such as “Would you vacation at your home resort more often or would you be exchanging more often?”
The prospect’s response (like searching google) will often take the rep down a certain ‘path’, which is why listening very closely to each answer (and word) is always critically important so the rep knows (and controls) the appropriate ‘path’ to follow.
For example, in response to the aforementioned question the sales guest might respond: “We could do both” or “We would do both.”
Each answer normally has two distinct meanings and implications, and if the rep doesn’t catch the difference from that one word/letter (could/would c/w/) they, like using a search engine, may head down a path that leads them further away from the results they are seeking (aka: searching).
Of the many errors that ‘blow’ the sale during the presentation the rep’s failure to listen closely is at the top of that list, which is why every rep needs to keep their mind clear at all times and listen closely to each and sales quest’s response (and questions asked, too) so the savvy Timeshare Pro can respond accordingly and then laugh all the way to the bank.
TODAY’S VIDEO: INXS – Searching
(To view ALL of the Morning Meeting sales tips and videos, click here.)