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.
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.”‘
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. |
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