With vacation ownership or timeshare selling, when the customer says ” no” to your offer, you have a chance to find out why they feel the way they do and to help guide them back towards your desired response the your proposal to purchase “Yes.”
If you’ve been in sales, you’ve heard people say “no.” I find it fascinating to dig for the real reasons why most people feel so obligated to get that word ” no” out. It reminds me of the credit card commercials with actor David Spade, everything on the commercial leads to a “no.” What if you just tell the customer, I know that you know, that I know that you came in today to tell me ” no.” So, let’s just say the word together and get it out of our systems…” no.”‘
In order to put people in the picture, so they can visualize the meaning of your words, you have to understand what the statement means and you have to understand a little bit about how people process information and what physical or emotional factors can interfere with the job to be done.
Let’s start with visualization. If we have sight in our eyes, the eyes are amazing. They can take in almost a billion images in a fraction of time. Our guests have multiple ways of experiencing the visualization of our words. Do you know how to tap into all of the senses during your sales presentation?
With vacation ownership or timeshare selling, when the customer says ” no” to your offer, you have a chance to find out why they feel the way they do and to help guide them back towards your desired response the your proposal to purchase “Yes.”
If you’ve been in sales, you’ve heard people say “no.” I find it fascinating to dig for the real reasons why most people feel so obligated to get that word ” no” out. It reminds me of the credit card commercials with actor David Spade, everything on the commercial leads to a “no.” What if you just tell the customer, I know that you know, that I know that you came in today to tell me ” no.” So, let’s just say the word together and get it out of our systems…” no.”‘
When you have a professional position which involves selling, you have skills that are transferable from industry to industry. The specific product is not usually the key for the salesperson to be successful, as long as the salesperson stays true to themselves and likes and believes in the product or service being sold.
To sell timeshare or vacation ownership, most successful salespeople probably should feel comfortable with the concept of being paid on a commission-basis more frequently than being offered a salary. The salesperson prepared to get paid by commissions usually knows how to balance their at-home finances so that the fluctuations in paychecks will not put their bills in jeopardy.
With vacation ownership or timeshare selling, when the customer says ” no” to your offer, you have a chance to find out why they feel the way they do and to help guide them back towards your desired response the your proposal to purchase “Yes.”
If you’ve been in sales, you’ve heard people say “no.” I find it fascinating to dig for the real reasons why most people feel so obligated to get that word ” no” out. It reminds me of the credit card commercials with actor David Spade, everything on the commercial leads to a “no.” What if you just tell the customer, I know that you know, that I know that you came in today to tell me ” no.” So, let’s just say the word together and get it out of our systems…” no.”‘
If you’re making sales presentations and you hear from the guests, on a regular basis, ” I have to think about it,” you’re not creating enough URGENCY for them to make the choice to do business with you TODAY.
Let’s uncover the TODAY issue. First, you as the salesperson have to believe that the guest is there to become your newest owner TODAY. If you don’t believe that it’s possible, then probable, chances are, it won’t happen. You have to have a stronger belief in the possibilities than the guest. The energy level and attitude of the salesperson is very important.
You can’t just tell people to take vacations and own the vacations, so they can always have them ,and take more vacations, more often. It’s just not enough. The most successful vacation ownership and timeshare sales professionals take time out to be authentic and fill their own scrapbooks with photos from their travels with family and loved ones. Successful people take vacations.
People can feel your excitement as you take them through your scrapbook. Just show them the trip you just came back from to Maui, Hawaii. As they look at your check-in photos and pictures from around the pool, and then you point out the direction you took around the island in your rental car, and then you talk about the real Luau, they want to take the next flight out to the islands.
When you have a professional position which involves selling, you have skills that are transferable from industry to industry. The specific product is not usually the key for the salesperson to be successful, as long as the salesperson stays true to themselves and likes and believes in the product or service being sold.
To sell timeshare or vacation ownership, most successful salespeople probably should feel comfortable with the concept of being paid on a commission-basis more frequently than being offered a salary. The salesperson prepared to get paid by commissions usually knows how to balance their at-home finances so that the fluctuations in paychecks will not put their bills in jeopardy.
Most people who have had careers in retail sales are accustomed to the customers coming into a business looking for something. The customer wants to know about the product or services, get information and will often consider the options right there on the spot and leave with the product or service.
If the retail establishment is selling food, there’s a high probability that the customer will place an order and leave with the food, unless something goes wrong with the service, or the food just don’t seem to appeal to their tastebuds at the time. Retail customers go to stores to buy things, or get more prepared to make a purchase in the near or distant future.
If you’re making sales presentations and you hear from the guests, on a regular basis, ” I have to think about it,” you’re not creating enough URGENCY for them to make the choice to do business with you TODAY.
Let’s uncover the TODAY issue. First, you as the salesperson have to believe that the guest is there to become your newest owner TODAY. If you don’t believe that it’s possible, then probable, chances are, it won’t happen. You have to have a stronger belief in the possibilities than the guest. The energy level and attitude of the salesperson is very important.
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