Introduction to Timeshare Sales

1
Introduction to Timeshare Sales

• Are You Ready to Travel?
• By Michelle Cloos
• University of Phoenix Online
• September 1st, 2004

2
Outline for Timeshare Sales Course

• The 10 Steps to the Sale
• Sales Reps Functions
• Ingredients
• Key Phrases
• 2 Silver Bullets
• Discovery

3
Objectives

• The learner will be able to recite all of the 10
  steps to the sale with 98 accuracy.
• The learner will be able to provide a valid
  description and give an example of an effective
  discovery technique.
• The learner will be able to recite the two silver
  bullets and provide an example of each with 100
  accuracy.

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10 Steps To The Sale

• Meet Greet (Warm-up starts now)
• Start building rapport. Theres never a second
  chance to make a first impression.
• Smile! Look directly into their eyes.
• Firm handshake. Men shake men first, women shake
  women first. Introduce yourself Hi! Ill be
  your Pahio representative today. Id like to
  thank you for coming and hope youll enjoy your
  time with us.

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10 Steps To The Sale

• Warm-Up
• Make a friend. Dont talk about the program, talk
  about them. Find a commonality.

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10 Steps To The Sale

• Agenda/Statement of Intent
• Get gift concerns out of the way confirm theyll
  get what they are promised for coming.
• Let them know this will be a 60-90 minute
  presentation.
• Give them an agenda of whats to take place
  guest profile, written presentation, speaker,
  wall tour, 2 programs available, at the end
  someone will show them how to get involved.
• Let them know, all we ask for is a yes or no at
  the end, that we have some great incentives if
  you like what you see.

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10 Steps To The Sale

• Discovery
• Dont ask the questions in front of you! Get to
  the real them. Time to get 3rd level.
• Discover their hot buttons, what do they like?
  Create/discover the warm and fuzzy.
• Avoid interrogation!! Transition properly to
  written presentation.

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10 Steps To The Sale

• Podium/Pahio Credibility/Cendant
• 15-20 minute video showing the Pahio resort and
  what we have to offer.
• We are not a timeshare presentation, but this is
  what is offered today.

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10 Steps To The Sale

• Presentation
• Rent vs. Own
• The Evolution of Timeshare. The 70s, 80s, and
  present. Fixed week, floating weeks, point
  programs, and now a universal point program
  available only with RCI.
• Build Value!!

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10 Steps To The Sale

• Standard Program/Anytime
• Anyone can purchase Pahio at anytime for the
  standard resort price.
• Try out the membership first and then all equity
  from the trial goes towards purchase of standard
  program.
• 85 of people purchase the standard program.

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10 Steps To The Sale

• Wall Tour
• Take them on a trip. Build the desire. Fulfill
  the dream here. Take this opportunity to get them
  100 involved. Get them imagining themselves on
  their dream trip using the facilities, etc.

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10 Steps To The Sale

• Trial Program/Today
• Summarize benefits. Write down questions (dont
  answer them).

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10 Steps To The Sale

• Turn to CLOSER
• Turn with a good turn, never with a negative!

14
Sales Reps Functions

• Make a friend
• Make them feel special
• Get them to give a yes or no decision

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Ingredients

• Total Control
• Customer Involvement
• Verbal Commitments

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Key Phrases

• Cant you just see yourself
• Cant you just imagine
• As a member would you
• What this means to you is

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The 2 Silver Bullets

• Third Party Stories (Feel, Felt, Found)
• Silence

18
The Discovery

• Philosophy
• The Discovery is the single most important part
  of the sales presentation. Too many salespeople
  assume that they know why the customer would buy
  our product. The biggest mistake salespeople make
  is not asking the customer questions, not asking
  the right questions, and not listening for the
  response.

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The Discovery

• Finding the Dominant Buying Motive
• A problem can be viewed as the customers
  Dominant Buying Motive (DBM). A DBM can be a hot
  button, an emotional or logical need, the want
  of something they dont have. We begin to uncover
  the DBM through the asking of first, second, and
  third level questions

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The Discovery

• Strategies for Getting to Level Three
• Ask why questions
• Ask any question with the word feel in it
• Just listen. Listen so hard it hurts! The more we
  listen, the more our clients will feel safe to
  open up to us

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The Discovery

• Questions you Must Ask
• Why are vacations important to us?
• How important are vacations to you on a scale
  from 1 to 10?
• Do you see your vacations changing any in the
  next few years?

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The Discovery

• Find a Problem with Timeshare Alternatives
• If you could change anything about your current
  vacations, what would it be?
• If you could go anywhere in the world on your
  dream vacation, where would you go? Why havent
  you gone yet?

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Self-Test

• What are the Ten Steps to the Sale?
• What are the two silver bullets?
• What is one of the reps functions?
• Why is it important to listen?
• What does DBM stand for?
• How do you uncover the DBM?