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: When sales guests show up at the ‘office’ they have all sorts of trepidations stirring around inside them. Many, even if they don’t demonstrate it, have emotions ranging from being downright fearful of sales presentations to being overly worried that someone, a total stranger (sales rep) no less, is going to some how force them to purchase something.
Putting prospects at ease, as we all know, is critically important in order to lower their defenses so that they will actually listen to the information from the get-go in order for them to make a comfortable decision.
There are several ways to cover this during the initial stages of the presentation (which we’ve gone over in many other MM’s). One other tactic that works really well is to inform the prospect (as soon as possible) that the highest priority ‘today’ is the sales guest’s satisfaction with the ‘tour’ regardless if they become an owner/member or not.
One way to accomplish this, dare I say, is to tell ’em the truth (e.g.): “The developer’s (company’s) policy is that every guest is treated with the utmost respect. You see, we already know what percentage of our guests will see the value in the vacation lifestyle we are presenting and although we don’t know who ‘they’ are ‘they’ will take advantage of what we are sharing. Nonetheless my sole responsibility is to just share the information equally with everyone, treat all guests respectfully and professionally and then ‘they’ decide if the vacationing lifestyle fits/meets their needs.”
This is a subliminal approach that basically informs the prospect that there is nothing to worry about here today. That nobody is going to ‘strong-arm’ them; that the rep/company already knows, w/out a doubt, ‘others’ will see the value (and buy) and if ‘they’ don’t, that, too, is just hunky dory!
Now, with the sales guests thinking they have been let off the hook, they’ll be much more receptive to the rep, the developer/company, the sales/marketing process as well as the ‘info’, etc. And when that happens the savvy Timeshare Pro will laugh all the way to the bank.
TODAY’S VIDEO: Lionel Richie – Easy Like Sunday Morning
(To view ALL of the Morning Meeting sales tips and videos, click here.)