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: In timeshare sales it is never a bad idea to keep in mind that among sales guests there are those who are as slick as Bernie Madoff and so polished they will pull the wool over the rep’s eyes, making the rep ‘think’ they’re going to have a ‘deal’ and then at the end, all crashes and burns!
And yes, in ‘the biz’ there is a ‘tag’ for these charming folks but we won’t go there because the fact of the matter is they come to the sales center with their ‘A’ game and the only thing that is important is for the rep to have their ‘A +‘ game in place, burst their bubble and close the deal!
A good place to do so, after the informative, upbeat and professional sales presentation and just before the ‘money’ is going to be shown, is to stop for a moment and seek their opinion.
In your own words of course:
“Jack and Jill, I need a favor if you don’t mind. The truth of the matter is that I’d like your opinion on my job performance and more importantly if you both believe I presented the features and benefits of our ownership opportunity to your full satisfaction, including answering all the questions?” (and then shut up).
For the record, if they are ‘sold’ on the deal they’ll usually respond with (e.g.) “You didn’t tell us how much…”
However, if they are like good old Madoff here comes the:
“Oh, you did such a fine job…” Or “Why, I bet you’re the best sales person in the company and your boss is really proud of you…” Or “And we’ll even tell our friends and neighbors about you because we’ve been to many of these timeshare presentations and you by far are the most courteous and informative sales person we’ve ever met and not pushy like all the rest of ’em….”
When that is the sort of response, first brace yourself and thank them for their candor but then ask (again, in your own words):
I sure to appreciate your opinion, because I value my position with the company and our developer is adamant that we do a thorough job. Since you both told me I have done a good job then would it be a safe bet to say that if our developer gave you a 4 week timeshare plan today absolutely free of charge (of course he/she won’t and this is just an example, but….) and you can use your benefits, features, rights, etc. just as I’ve described, you wouldn’t turn down our developer down? (and then shut up again; and wait, listen and learn).
If they say they’d take it, (no questions asked) then the selling is accomplished (I.E. They’re sold), the deal is there, and it is show-time (aka: All about the money).
On the other hand, if they come out with the (e.g.) “Well, it is something we’d have to think about” or “we never make a decision without… (or whatever)” then and there the rep knows the prospect is a Bernie playing their ‘A’ game…
And this is where the rep’s ‘A +‘ plan kicks in. The timeshare rep needs to stay focused only on the ‘if it were free w/no costs would you they…’ (at this time) to the point that they finally admit that (unequivocally) ‘yes, we’d take it’!
Once they do, the rep will acknowledge their response and simply reiterate that naturally the developer isn’t giving away free timeshares but: “Then Jack and Jill, if we have a program that is comfortably affordable and fits the family budget you’d become our newest owners today. RIGHT?”
Boxing the Bernie types in such as fashion is critical to controlling them before the money comes out on the ‘tables’ and closing more deals. The savvy TS Pro who does this every time will be the one laughing all the way to the bank.
TODAY’S VIDEO: Paul Simon & Art Garfunkel – Slip Sliding Away (Live in Central Park)
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