December 6, 2013 — For those in sales working with timeshare developers that have low annual gross household wage qualifications per ‘household’ regardless of the family size, there is a way to ‘game’ the system, so to speak, and immediately increase your earning’s by at least 20% if not more. Actually this applies to everyone in sales regardless of sales guest income requirements and if anyone wants their personal income to soar in 2014 then this Xmas reminder is for you!
So Here’s The Scoop: The problems with too many low income ‘tours’ in any sales center are plentiful, but one big issue that most reps may not recognize and that in time causes them the greatest harm from an earning perspective is the long term affect these prospects have on the rep’s overall attitude, including their selling and closing approach and technique, etc.
You see, at the end of the day the ‘real’ objection (aka: condition) that can never be resolved (‘overcome’) with many of these sales guests is the real world affordability issue. Selling to them is sort of like fishing without a pole and expecting the trout to jump in the boat; or talking to a rock.
Yes, I know, I’m singing to the choir but read on comrades.
Even when these sales guest do purchase and if they can squeeze together a full down payment and the closing costs (if applicable) it isn’t usually for a $25-$35,000 + timeshare plan.
As we all know these fine folks are obviously on the lower end of the purchase spectrum and over time, selling (closing) mostly smaller TS plans becomes the reps ‘expectation’ and/or mindset. Doing so literally becomes the new-norm and that status quo and/or mentality affects many reps sales presentation (and close) every day when they meet each new prospect.
This is how so: The rep is introduced to the guest and after the meet and greet, the warm-up, the survey (discovery if you prefer) phases, etc. ‘Nick’ the rep knows that poorly dressed Paul works the graveyard shift as a fry cook at a Denny’s restaurant and that Mary, surely in need of some dental work, is the day manager at a 7-11 convenience store.
Combined they earn about $43,000 (gross) per year with limited benefits and have a four-year-old son, a 2 1/2 -year-old daughter and one in the oven!
And this is when the attitude issue comes in to play because ‘Nick’ has already determined that even if Mary and Paul do purchase and if it’s not a ‘Mickey’ (partial down payment), it will most likely be a (e.g.) EOY (every other year) deal for (e.g.) $7,000 or a ‘trial (exit) package for $995 — and they may ‘kick’ anyway, because in the real world Paul and Mary, like millions of others, are living paycheck to paycheck!
Now repeat this process with 2, 3 , 4 or more of these sales guests each week and over the course of just one year that is well over 100 times ‘Nick’ had to deal with this type of ‘tour’. Hence, in part, the ‘hauling-tours’ mentality developed and before you know it good old ‘Nick’ is likely selling/closing ALL his sales guests in the same manner.
There is, however, almost always a silver lining and if ‘Nick’ heeds the following suggestion ‘Nick’ will be pleasantly surprised how his income (commissions) will immediately ascend working those magical ‘little round tables’!
First, let’s break one of the many myths preached in timeshare sales centers all around the world every day of the year, which is to “NEVER PREJUDGE” a sales guest!
In truth all sales and marketing IS all about PREJUDGING all the time but when it comes to providing an informative, thorough, professional upbeat sales presentation all presentations must be — even with ‘Paul & Mary’ — a top notch no-corners-cut full-blown sales presentation each and every time to every sales guest regardless!
That is true whether there is an income issue, an age concern (low-high) a marital status standing, a personality matter or whatever! Treat and sell ‘em all as if they are all high income, high net worth traveling fools – aka: ‘Gold Ball UPS’!.
A stellar presentation is a must each every time and by starting today ‘Nick’ will become a fine tuned monster selling machine. And when he does get that ‘Gold Ball’ tour every now and then ‘Nick’ will have his ‘A’ game already humming along simply because he had constantly honed his presentation and/or closing skills with ALL his ‘tours’.
The first financial advantage for ‘Nick’ by doing so is that he will see some of those Mary and Paul sales guests who do purchase actually step up for a few more dollars and purchase a slightly larger (more expensive) TS Plan.
Secondly – ‘Nick’ will also convert a few more of those Paul and Mary type sales guests who wouldn’t have purchased from him in the first place; but now will because he did such a professional and stellar job during the presentation (and close).
Thirdly – ‘Nick’ will purr like a corvette engine at all times and that will affect those sales guests with incomes slightly higher than Paul and Mary — ‘Nick’ will sell more and earn more.
And the fourth advantage to ‘Nick’ is when he does land those ‘Gold-Ball’ tours he’ll not only sell more of those sales guests, he’ll close them on an even larger ($) package than he likely would have otherwise!
End result: ‘Nick’ is a very happy camper!
Now get out there ‘Nick’ and make us all proud of you with a take-no-prisoners sales and closing attitude and increase your odds & juicy commissions in 2014 from the same
money tours you’re gonna spend see anyway! Got It? Now do it! That is all!
Good Luck Out There!
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services— and, of course, all the ‘Good’, the ‘Bad’ and the ‘Ugly’.
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