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 ways to kill a deal and one of the methods right at the top of the list is to disagree or be argumentative w/a sales guest. Even worse is to either suggest or outright tell them they are wrong, ignorant or (worse) stupid.
Take for example a sales guest who asserts that (e.g.) “We are members of AARP and we get huge discounts on our accommodations that we book through ’em. Usually 1/2 off just about anywhere we travel.”
If a rep wants to destroy the sale right then and there they might respond by saying something like:
“No kidding? I’m a member of AAPR too and the best I get is 10%…” (or) “AARP doesn’t give half off discounts. And besides, if they do it is always 1/2 off the inflated rack rate…” (or) “AARP members don’t book through AARP and whatever discounts that are offered AARP members the motel rooms are always subject to availability and are only available at 2 or 3 star motels.”
A better response would be (e.g.) “That is fantastic! In fact many of our owners are AARP members, too, and that is why they really appreciate the value of being owners because, like those AARP discounts, our owners get top value for their dollar.”
The point is that an appropriate response by the rep is to acknowledge what the sales guest stated and then ‘marry’ that declaration to the benefits of becoming an ‘owner’. Doing so and not arguing, disagreeing or telling the prospect they are wrong (ignorant or stupid), etc., is a sure fire way to be on ‘their’ side and when that happens the savvy Timeshare Pro will laugh all the way to the bank.
TODAY’S VIDEO: Dave Mason – We Just Disagree
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