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: There are ‘power-words’ that should be used during each timeshare sales presentation and one very important word that builds on the (e.g.) exclusivity of a benefit or feature, a ‘unit’ or timeshare plan, etc. as well as creates urgency is the word ‘only’.
For example purposes (only), let’s say a prospect is at a Chevy dealership and says she is thinking about getting a brand new blue Corvette (must be that color) with white interior (must be that color) and ‘x’ additional features.
The sales rep, thinking this is a ‘buyer’, responds that is not a problem and informs his prospect the dealership can order up any Corvette to the buyer’s liking.
By responding in such a manner the car sales rep pretty much put the potential buyer in control and too much at ease as to when a decision would be necessary, etc. Instead the rep should have (only) responded in this manner (e.g.):
Well, Paula, that is a big order because Corvettes in general are only produced in limited numbers each year and the styles with the features you want are only available in very small quantities. Right now I think we are only taking reservations for that model.”
In that example the word ‘only‘ (used three times) creates several thoughts in the prospect’s mind, including the fear of loss, a need for urgency or to act ‘now’.
Now fast forward to a timeshare presentation. The prospect states they might be interested in owning a (e.g.) two-bedroom ‘suite’ that they can use every ‘fall’.
How should the rep respond?
Likely, the rep would reply (e.g) “We have several styles of two-bedrooms and you can also have your pick of any two-bedroom (accommodations) at thousands of resorts around the world through the exchange system every ‘fall’ by simply picking up the phone and making a quick call.”
WRONG response! Like the sales rep at the Chevy dealer the timeshare rep blew an incredible opportunity to present ‘exclusivity, create urgency, a ‘reason’ to act today.
Key words like ‘only‘ are so important that it is never a bad idea for the timeshare rep to practice using a few of those ‘power-words’ (like ‘only‘) so they can effectively apply the words during the presentation.
Doing so and becoming really good at it is ‘only’ one more reason (and lesson learned from reading MM) that will help ‘only‘ the savvy Timeshare Pros who want to laugh all the way to the bank.
TODAY’S VIDEO: Nine Inch Nails – Only
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