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: During the timeshare sales presentation there will always come a point when the sales guest will make the ultimate determination as to whether or not they trust (individually and collectively) the rep, the developer, the ownership plan and exchange system.
Trust is the most critical component during the sales process and if there is any lack of trust the rep will surely hear at the end of the pitch: ‘need to think about it'; ‘never buy anything on the spur of the moment’, ‘need to pray’, ‘need to check with accountant/attorney’ and so on.
Translated: In most cases, there is a ‘trust’ issue that is preventing the sale from occurring and ‘that’ is the short story.
It is never a bad idea to explain to each prospect that everything they’ll preview ‘today’ is documented and will be contained in the paper work, including owners’ rights, uses, exchanging and so forth.
But as an extra protection (for the prospect) they need to be told that they should always trust themselves first and foremost because ‘today’ they can ask any questions they want, that they’ll get straight-forward answers, etc. and that they can examine the merits to their own satisfaction and, using their own observations and instincts, draw their own conclusions!
To put that another way, when the rep informs each prospect that ‘they’ don’t need to trust anyone but themselves, that ‘they’ are empowered to be the ‘judge’, etc. and that if anything doesn’t seem ‘copasetic’ to them the rep will be the first to highly recommend ‘they’ pass, the savvy Timeshare Pro will laugh all the way to the bank.
TODAY’S VIDEO: The Cure – Trust
(To view ALL of the Morning Meeting sales tips and videos, click here.)