June 3, 2016 — With this week kicking off the busy selling period over the next 3 months in many regions throughout our industry there is a brief window of opportunity for sales reps to do really well. In that spirit I’m going to share a few time-tested and proven tips so that by the time the upcoming Labor Day rolls around on Monday, September 5th many reps will be able to look back and remember their most productive summer months ever.
So Here’s The Scoop: The first thing all reps must keep in mind is that the following advice is not a guarantee, because the end results may depend on a few factors that are out of the control of the individual sales reps like (e.g.) hurricanes, etc. However if the following basic tactics are followed to the letter then about 90 days from now many, whether they are front line reps, T/O’s, F/B’ers or working in-house will be happy campers. So, let’s get to work and start generating more sales today.
1. This one is yuuge! Eliminate all personal issues and negative thoughts from your mind. Don’t like the ‘boss’? Shake it off. Don’t like the sales guests ‘qualifications’? Shake it off. Loathe your next door neighbor? Forget about it. Don’t like the sales center politics or rumors, etc? Shake those off, too, and stay as far away as you can from anyone at work (or afterwards) with a less than 100% positive attitude. And avoid all the other ‘drama’ some will try to suck you into. Remember, misery does love company and gloom will never help you increase your sales.
2. Over the next 3 months every single sales guest must be handled as if each one is the very last sales guest you’ll ever shake hands with. They must be treated with the utmost respect as if they are, the most important people in your life today — and they are. And be genuine with them, as doing so will outperform being anything less than authentic.
3. Tone it down a bit, too, and dress in a manner or style similar to the sales guests you’ll meet/greet, sell and close each day. Be ‘them’, sort of. If, for example, you wear expensive jewelry and lots of it and your sales guest traditionally sports only an inexpensive wristwatch, drop the (e.g.) Rolex during working hours and become more modest or humble. In other words, appear as your sales guests do and subconsciously they will become much less suspicious of you and do so much more quickly.
4. Remember, they always ‘buy’ you first and foremost so at the appropriate time and without belaboring the topic also let them know something a little personal about you such as how long you’ve been married, how old your children are, about a hobby you love or how much you too enjoy vacationing. Again, be genuine at all times.
5. Always prejudge, which is not taught in most timeshare training classes. But selling, if nothing else, has always been and will always be about prejudging. After the discovery period is over and if you’ve learned the Eskimo Family from up North has their annual ice needs filled to the brim, sell ‘em not ice, but the newest ice cutter.
6. Those VPG’s are more important to you than you likely know. Whatever your current ratio is the only thing to keep in mind is that with every hand you shake, whether they purchase or not, means you are being paid for your time, effort, talent and energy. If your VPG is (e.g.) $2000 and your average commission is 10% on each sale then each hand you shake is paying you $200. And as you follow the suggestions herein those ratios will also increase over the summer season and your income will as well.
7. Starting today, LEARN TO LISTEN very closely to each sales guest’s input. There is a wealth of information in what they say and that includes any hyperbole they may share because within the ‘chatting’ there is almost always a ‘hint’ on how, why and what they will and/or will not buy.
8. Take no short cuts either! Whether you are a front end rep, a closer or F/B’er any step you skip or shorten during each encounter with a sales guest will assuredly influence your overall net sales volume. ‘Spinning to win’ is a loser’s choice.
9. Though you must be informative and somewhat entertaining during the presentation always remember that from the ‘meet/greet’ phase on you are asking the sales guest to invest a whole bunch of money and if that is to be the outcome then you must be professional at all times.
10. Selling is the challenge; closing is a piece of cake. Every closer yearns for as many ‘shots’ as possible behind the best front-end reps because they can cruise on over to the table, go through a few basic closing steps – and BAM, done deal. Conversely, if the front-end rep (or F/B’er) doesn’t sell the deal in the first place – few closers will go through the motions, time and effort required on the back end to resell the deal and then everyone, including the sales guest, loses.
The Wrap Up!
And have fun too! I always loved seeing the reaction each time I said, at some point during the presentation or while closing, (e.g.) ‘Now Mary and John, I want you to understand that our company (developer) is adamant and has a no pressure policy. And that rule is that under no circumstances are you allowed to put me under any pressure whatsoever today…’ Talk about watching their shoulders come down…
Additionally this sales adage has also been true since the dawn of time: ‘If’ the sales guest doesn’t mentally ‘buy’ high, they’ll rarely buy low. Each rep must remember that and sell’ to the point that their sales guest mentally wants that (e.g.) brand new Porsche, would buy that Porsche if they would swing the finances yet at the same time in the dark corners of their minds they’d be a happy clam taking home a brand new Cadillac or, maybe a glistening new Chevrolet.
In the known universe there are few things to sell that are more exciting, wonderful and powerful than presenting vacationing lifestyles and the global travel industry, of which you are a proud member, is one of the largest industries in the world.
And that is important to remember every day because the vast majority of sales guests don’t need to be convinced or ‘sold’ on the idea of travel and vacationing; most already want and often seek travel adventures or opportunities throughout the year.
Lastly, I have millions of dollars in personal sales under my belt and have worked at the best resorts & their sales centers selling/closing the top vacation plans in ‘the biz’ and maybe a couple of times in my life I’ve worked other ‘deals’ that weren’t that grand – yet at the end of the day the only thing that really mattered was MOI!
And the reason that is true is because if I were selling at a legacy (older) resort today that doesn’t have all the frills, bells and whistles that the newest resorts do – the beauty of our business is that we do have and can offer each sales guest those resorts in those regions and that lifestyle, too – via the Exchange system.
That is why it is also critically important to go the extra mile. Research some of the best resorts around the world in our industry so that at the appropriate moment you can present in great detail their ‘dream vacation’ in that two-bedroom Villa in Barstow, CA (LOL).
Understand that regardless of the region and the resort you are representing you must sell the ‘big picture’ and though vacationing may not extend lives, probably can’t cure disease and might not improve performance of a romantic nature, it will nonetheless improve the overall quality of the lives you meet/greet each day and by following these tips in an ethical, professional, upbeat manner the end result will be a super 2016 summer season that will be the ride of your life!
Good Luck Out There
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