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: Despite what is taught in most sales meetings/training sessions, every timeshare rep should know that when they meet a sales guest the rep is not the prospect’s ‘first-impression’.
Think about it for a moment. The ‘first-impression’ may have been a ‘mailer’ or the marketing person on the phone or a street OPC who invited the prospect to the presentation.
Then, the sales guest has to show up to the resort (or off-site sales center), which is another ‘first-impression’.
And when the prospect checks into the reception area and meets that person, there, too, is another ‘first-impression’.
Plus, while waiting ‘their’ turn for the presentation and to meet ‘their’ rep, they may see 1, 3, 6 10 (whatever) other reps come out and introduce themselves to ‘their’ prospects.
More ‘first’ impressions.
Before you know it each sales guest has experienced a whole bunch of those ‘first impressions’. Then it is finally the timeshare rep’s turn to make her/his ‘first-impression’ and this is where many reps miss a very important tactic when taking it from there.
Once introduced (usually by the receptionist) and that cordial hand shaking takes place the rep, like in a relay race, is off and running, wrongly assuming that from the sales guest’s perspective, all those other ‘first-impressions’ went as smooth as ice when in fact the odds are at least one of those other ‘first-impressions’ didn’t go so well.
This is why every timeshare rep needs to briefly acknowledge and chat about the ‘process’ the sales guest has gone through (up to this point) and find out if there are any ‘issues’ that might have left them with a less than favorable ‘first-impression’.
By doing so the rep may discover (e.g.) a telemarketer was rude or outright lied about something; or that during check-in ‘Tom/Mary’ handling the reception desk has skin of leather, doesn’t smile or establish ‘eye-contact’ and has a personality that even a loving and caring mother couldn’t warm up to.
When the rep takes on all those other ‘first-impressions’ nothing but good will come from doing so because the rep will then become, from the sales guest’s perspective, the entire focus point (center of attention), which is exactly what needs to happen at this point in the sales process.
By ‘bridging’ (so to speak) that very ‘first-impression’ with all the others, the rep will ‘own’ the game and now be in total control of all aspects of the marketing and sales process the prospect has gone through. And when that happens the savvy Timeshare Pro has made a lasting and impressive ‘first-impression’ and will then laugh all the way to the bank.
TODAY’S VIDEO: Roberta Flack – The First Time
(To view ALL of the Morning Meeting sales tips and videos, click here.)