-by Scoop (November 17, 2017)
ith the 2017 Holiday Season and Turkey Day at hand and truly wanting all marketing & sales reps and developers and their management teams to increase their earnings in 2018, I wanted to ask developers a question that is based solely on a few business realities when it comes to peddling slices of paradise to John Q. Public in a one ‘shot’ (aka: a 1 call close) environment on those magical little round tables.
So Here’s The Scoop: First, though, over the past 50 + years all of you developers have proven, without question, a couple of things, one of which is that when your marketing reps are (e.g.) standing under a palm tree in say Mexico, Orlando, Costa Rica, Vegas or Hawaii, etc. they can and do stop total strangers walking by and with some smooth talkin’ and a few inducements some of the people they stop and ‘chat’ up will agree to attend an “…informative get-together…”
That first reality really cannot be argued with, right?
You developers have also clearly proven that within a matter of a couple of hours a percentage of those invitees will hand over their credit card(s) to your sales reps during said “get-together” and place a hefty down payment towards a vacation plan that costs (e.g.) $10-$50-K (+ -).
And those invitees will then sign a legally binding contract with, often, fairly high interest rates and other annual financial obligations such as yearly maintenance fees that may continue forever & ever amen (aka: in perpetuity).
That second reality also cannot be debated, correct?
Okay, now since “the biz” took root back in the 1960’s using your unique marketing and selling tactics I have guesstimated that, collectively, you & your predecessors have sold upwards of $150 Billion of ‘time’. Also, whatever that actual dollar volume has been, each sale, to date, started with the aforementioned invitation that was, once or twice, less than candid and/or forthright regarding the purpose of that “get-together”.
And, not to be outdone, many of your “sales peeps” (seemingly with your blessings) when tasked with the responsibility of selling those vacation plans have occasionally been a bit shy on the full-disclosure side of things, especially those charming “heat-merchants” who for some reason couldn’t, without lying, (e.g.) sell a bottle of purified drinking water to an injured & stranded hiker during the deadly summer months in Death Valley, CA/NV.
That said and putting those selling and marketing quirks aside, at the end of the day I can assure all you developers all around the world that there are really only three core reasons why invitees who attend your timeshare sales presentations will make a commitment to buy ‘today’ – and not cancel soon thereafter.
1. The sales-guests actually like and/or want to vacation regularly. 2. If they had a ‘vacation plan’ they’d use ‘it’ – and equally important – 3. They can actually afford a ‘vacation plan’ including the other normal and acceptable travel-related expenses associated with vacationing more than once or twice over the coming years.
I know, INCONCEIVEABLE!
But let’s suppose I’m correct and let us further deduce that in 2018 the worldwide economy and related factors will remain as they are right now (or improve) and instead of increased regional or global warfare as some are predicting – peace will continue to reign throughout much of the world.
If that snapshot for 2018 remains the status quo and barring ‘strange & unusual’ events, then your sales centers should at least match your 2017 global sales volume with another $20 Billion (USD; + -) of ‘time’ marketed/sold and you’ll pretty much accomplish that process in the same manner as you and your predecessors have been doing for decades.
And that is fine, however assuming the name of the game continues to be generating as much revenue as possible from the same number of sales guests and, hopefully, at a lower marketing & selling costs, etc., I’m haunted by one simple thought and would like to ask all developers (anyone) – worldwide – the following question:
‘IF’ your marketing entities only invited sales guests to your presentations who actually liked to vacation, who do and/or would vacation on a regular basis (if the opportunity presented itself) and, wait for it, said sales guests could afford to vacation fairly often, would your ‘reps’ not sell a few more allocations of ‘time’ from the same number of ‘tours’ and would that not also direct more moo-la to the old coffers? Hey, I’m just askin’…
Have a safe and wonderful Thanksgiving (where applicable).
Good Luck Out There
© Copyright Inside the Gate. All rights reserved.