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REMEMBER: Just think about how many questions are asked of a sales guest from the moment they check in at reception and all the way through the presentation).
If you add up the numbers there are quite a few!
When asking questions (of anyone) there is always a reluctance of the responder, at least initially, to fully answer the question in detail and/or honestly. Which brings to mind an old joke.
One person asks another person they just met: ‘So, what do you do for a living?’
The other persons responds: ‘Why, are you writing a book?’
The ‘interrogator’ quickly answers: ‘Yes’. And just as fast the other person tells them: ‘Well then kiss my *** and make a love story out of it!’ (aka: ‘It is none of your business’)!
Asking questions and getting truthful answers is a tricky business in timeshare sales, such as asking someone their annual income.
That is why before those ‘tie-down’ questions are going to be asked such as (e.g.) ‘Can you see yourself vacationing…’, it is always best to set the ‘ground rules’ during the discovery (survey) phase.
E.G. ‘Martha and Wayne, if you don’t mind we’d like to know a little about how our guests vacation, the types of accommodations they stay in when traveling. So if you don’t mind I’m going to ask some basic travel questions. Now, if for any reason you’re not sure of the answer or you simply don’t want to answer that is fine, too, but please let me know either way…’
Now having their permission to ask questions as well as their agreement to answer, they will likely be more at ease and inclined to be honest with their answers, especially with those ‘tie-down’ questions. That is a good thing because when that happens during the presentation the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Moody Blues – Question
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