We sat down with an experienced timeshare sales rep that had ‘Been in the business’ for many years and after a cup of tea he agreed to spill the beans on just what he was taught to do to get a sale. Our questions revolved around what the general public would mostly experience and tactics that we would like you to be aware of so that you can best make a fair and balanced decision on when it comes to buying a timeshare.
‘The Warm Up’
“I was always taught to be genial, friendly and funny and to be someone that the clients could hopefully relate to. This is essential because as soon as you meet one of us we will enter into what they call ‘The Warm Up’.
We were told to concentrate on a sequence called FORM, family, occupation, recreation and motivation. So we began by creating idle chitchat about you, your family, your pets and your holidays. But don’t be fooled this is an information gathering process and an opportunity to make sure that you drop your guard and ultimately befriend me, the rep!
Once I had detected that the client has began to drop their guard I went about finding their weakness, likes and dislikes. A clients weaknesses are our opportunity to sell to the customer, they are very varied and could be seen as being your family, grandchildren, places that they’d like to go to or even debt that they might have? I would advise everyone to be careful and to be guarded, what you tell us could well be turned around to the timeshare company’s advantage.
Once I had thought that I had found their weakness or indeed what we called their ‘Hot Buttons’ I would go about trying to work out who is the decision maker? With the decision maker identified I would go to work on ensuring that that person is on board with my ideas and suggestions.”
“We always started a sales meeting on the assumption that the potential customers have agreed not to buy from me on the day of the sale. This we called a pact!
I was trained that I must ‘break the pact’ before proceeding with my sales patter. So I would l openly ask the client if they had agreed ‘Not to buy today’? As they would naturally be honest and say “yes”, I would then ask them to be honest again and simply give them a ‘Yes or No’ to my sales proposal.
This was my way of trying to ensure that they didn’t say that you want to think about my proposed sales offer. I would always say, stick to your guns, a good deal today should be a good deal tomorrow, whatever they might say!”
The Third Party Story
“When I wanted to influence someone or indeed reinforce a point I would often tell you a story about someone else that related to what I was are talking about.
I wanted the prospects to relate to an imaginary couple that you would never meet that had hugely benefited from doing business me. For example I might say ‘I sold to this lovely couple last year how lived very near to you and when they came back here a couple of weeks ago they showed me their photos of the exchange they did to The Bahamas!’ The third party story was best delivered when I made out that the imaginary couple look and sound just like them!”
Leaving The Prospects On Their Own
“Although this tactic is dying out it can I always used as it is very effective and always kept me in control of the prospect. Basically an experiences guy just would not leave you alone in fear the clients would create another pact.
We always felt that if you are left the prospects their own devises they might just want to terminate my sales presentation when they felt like it or decide that they might wish to sleep my proposal. That was the last thing I wanted.
I would simply advise people to insist on some quality time alone during the presentation and only proceed if they are totally comfortable.”
Setting Up The Price
To ensure that the clients were more comfortable with my final price, before I delivered it to the clients I would go through the process of telling them, quite often, how much other people had paid for similar timeshares in the past. We called this price conditioning and it often included made up stories and inflated prices. The hope is that when I told them ‘Today’s price’ they would be relieved that you are not paying as much as everyone else that I had told them about.”
We are really grateful for the detailed and honest insight into some of the apparent ‘Tricks of the Trade’ and we hope to chat a great deal more with the Timeshare Insider.