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: Zig Ziglar is often quoted as saying (or teaching) that “People don’t buy for logical reasons. They buy for emotional reasons.” Though I’m quite sure he and others would make a good case in a debate forum supporting that proposition, there are others who believe people buy for both reasons and most often one reason without the other equals a ‘no-sale’!
The first thing to remember is that ‘reasoning’ powers differ from person to person, so to what one person firmly believes is a ‘logical’ reason to do something, like a logical reason to buy a new car, another person might not see things (logic) the same way.
The same is true of ’emotions’ to buy (or not buy) something. At the end of the day ‘logic’ and ’emotions’ are complex and often confused in both their interpretations and applications, which is why the best timeshare sales presentation will always present both ‘logical’ and ’emotional’ reasons to become an ‘owner today.’
A great example is the sales guest who is ‘the engineer’! Yes, they, too, purchase a lot of ‘stuff’ based on emotional ‘needs’ (or reasons) but give them a presentation that omits logic then the rep might just as well hand them their gift during the Meet and Greet phase and then show ’em the door, so to speak.
The ideal timeshare presentation should include both ‘reasons’ and every seasoned closer knows only too well that even after the selling is over both logic and emotion are necessary ‘tools’ when closing deals.
And because they know this, as do really good/outstanding front-end sales reps using the same tools during the presentation, they both are the savvy Timeshare Pros laughing all the way to the bank.
TODAY’S VIDEO: Aerosmith – Sweet Emotion (Live at Tweeter Center)
(To view ALL of the Morning Meeting sales tips and videos, click here.)