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: During the sales presentation there are many topics to cover and the information can be, and usually is, overwhelming. Too much info can kill a deal just as fast as too little does!
There are, however, some topics that are critically important, from the ‘buyers’ perspective, and must be covered during each presentation. Over the next few days (and weeks) we’ll take on each topic so that the insightful timeshare rep(s) can make sure they thoroughly cover those during each presentation and make more sales.
Today, we will briefly look at the ‘integrity’ of the developer/company (and the rep as well) and how the sales guest is perceiving (or not) that quality.
And for our purposes we’ll define integrity from the Latin (integer: whole, complete), in the context that the prospect senses they are dealing with a person (rep) who is demonstrating that they are, believe and behave according to the values, beliefs and principles of what they are ‘preaching’ (‘pitching/selling’).
I.E. Does the rep honestly believe in what they are ‘selling’ and does the prospect pick up on it!
And ‘that’ by the way is a little hidden secret in our ‘biz': That too many timeshare reps to this day really don’t behave (especially during the presentation) like they believe in what they are selling. There are those actually ‘working the tables’ (and some sales managers, too) who think (believe it or not) that selling ‘timeshares’ is nothing more than an elaborate ‘scam’ to bilk people out of their money.
So, for today, check your beliefs and fine tune those so that when you are sharing the benefits, features, rights, uses, etc. of being a timeshare owner with each sales guest they know that ‘you mean business’, that you are not just ‘saying the words’ (‘pitch’) and endlessly flapping the old jawbone.
When each sales guest knows they are dealing with a timeshare rep (developer/company) who is proud of what they have developed and are offering, who demonstrates that pride during the presentation in an honest, forthright, confident, professional and re-assuring upbeat manner, the prospect will be more inclined to sense that ‘spirit’ and trust the ‘whole’ program. And when that happens, and it will, that is another ‘baby-step’ leading the savvy Timeshare Pro laughing all the way to the bank.
TODAY’S VIDEO: Fantasia Barrino – I Believe
(To view ALL of the Morning Meeting sales tips and videos, click here.)