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 many benefits and features of being a timeshare owner that obviously must be thoroughly explored and shared with each sales guest during the presentation.
However, what many timeshare reps often forget is that the most important ‘subject’ is not the accommodations or the exchange, etc. but in fact, it is the soon-to-be ‘owners’ and how they and their lives will benefit from vacationing.
That is why it is critically important to get each prospect to ‘fess up, as soon as possible, as to how important vacation time is to them. And the best way to discover that is to just outright ask ’em!
“Sam and Betty. If time and money were not an obstacle, would vacationing be important in your lives and if so how often would you folks get away?” (and now remain absolutely silent and wait for their response).
There are several ways to ask the question, too, such as, “And if you folks could vacation for free and travel anywhere in the world you want and as often as you would like where would you vacation and how long would you stay?”
Assuming the rep has established a good basic rapport during the meet and greet phase and the warm up, etc., by the time the sales guest is asked that type of question they will likely reveal how important vacationing is to them.
Sometimes a prospect will say vacationing is ‘not’ important, but most often they will say that it is. That is when the rep needs to let them know that the ultimate benefit they are about to preview today is all about ‘them’, ‘their’ lives, ‘their’ health, ‘their’ happiness, ‘their’ enjoyment, ‘their’ vacationing lifestyle, ‘their-their-their-their’…
Letting each prospect know that ‘today’ is all about ‘them’ and ‘them’ alone is not a bad idea, and when the rep adjusts the presentation to actually fit each sales guest’s needs, etc. they will become more attentive and involved in the process. And when that happens the savvy TS Pro will be laughing all the way to the bank!
TODAY’S VIDEO: Grease, the Musical – You’re the One That I Want
(To view ALL of the Morning Meeting sales tips and videos, click here.)