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: Each timeshare rep needs to keep in mind that some of their sales guests have a tendency or disposition to readily believe in ‘things’ (pick the topic from politics to religion and everything in between) absent any creditable, sound, overwhelming or good solid evidence.
In the ‘biz’ many of these prospects will ‘lay down’ and at the end of the presentation, when the ‘money’ is shown, they will respond and say (e.g.) ‘Golly gee, can we use our credit card today for the down-payment?’ And then they actually follow through and ‘buy’ w/o so much as a (real) objection or serious question(s) being raised or asked.
In fact, from the get-go (Meet and Greet) this type of prospect has been very friendly, courteous and gleefully participates in the presentation to the point that a seasoned rep would be cautious– until they buy, that is, and then all the rep’s concerns are tossed out with the bath water, so to speak.
The problem with these sales guests (now buyers), however, is they are likely living, at least intellectually and/or mentally in a Norman Rockwell sort of ‘bubble’ and/or live and ‘think’ in the ‘moment’.
And while attending the presentation they get all caught up on the idea of ‘living’ (vacationing) the ‘dream’ but once they are gone, it is back to ‘their’ lives and out from under the influence of the ‘ether’ (and the TS rep), and they may very well ‘kick’ for several reasons including if that ‘too good to be true’ hits them.
When confronted with this type of prospect and they ‘lay-down’, it is never a bad idea for the rep to stop them dead in their tracks and get them to (e.g.) sell the ‘rep’ on why they want to be owner(s) TODAY.
And the rep who accepts ‘Well it just sounds great…’ (or whatever) and then starts writing up the ‘deal’ w/o challenging this ‘buyer’ further might just as well write off any commissions they think they’ve just earned or be prepared for a charge back, because that commission is in all likelihood ‘toast’!
The savvy TS Pro knows that it’s not ‘getting’ a deal that counts but making the deal ‘stick’. Which is why these professionals always test (challenge) their lay-downs and laugh all the way to the bank!
TODAY’S VIDEO: The Monkees – I’m a Belliever
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