Timeshare Sales Quotes

After searching around I have created a Top Ten of Timeshare Sales Quotes for you to read, and inspire you to Change your Thoughts....and Sell more Timeshare.......FACT!!!!

A sale is not something you pursue; it's what happens to you while you are immersed in serving your clients.

A Timeshare Sales Professional can succeed at almost anything for which he has unlimited enthusiasm.

Always be closing...That doesn’t mean you’re always closing the deal, but it does mean that you need to be always closing on the next step in the process.
Shane Gibson

Timid Timeshare Sales Professionals have skinny kids.

If you’re speaking and not getting a reaction, well, you are just making a speech.

Sales are contingent upon the attitude of the Timeshare Sales Professional - not the attitude of the clinets.

Don’t sell Timeshare. Sell what Timeshare can do.

For every sale you miss because you're too enthusiastic, you will miss a hundred because you're not enthusiastic enough.
Zig Ziglar

Your most important sale is to sell yourself to yourself.

The sale begins when the clients says yes. The selling begins when the clients say no.

Change your Yesterdays.....TODAY!!!!

"None of us can change our yesterdays, but all of us can change our tomorrows"
Colin Powell

I have spoken before about dwelling on the past........Did you have a bad month? Are you still talking about it to yourself, people at work and your family? Why?
That time has gone, it is history, so focus on the now."

Many clients you see will dwell on the past upfront while on presentation, not because it means a lot to them but more to stop you from selling. They may have had a few bad experiences using their Timeshare or problems from customer service especially if you are touring owners and looking to upgrade them.

The easy way when on cold line is to use past experiences of vacations to your advantage....How owning a Timeshare can give you peace of mind and guaranteed quality. Yet if they already own and complain what can you do?

1......Listen.... You have to listen to what they say, understand and show you care, Empathy is the key, and remember Listening will never lose you a sale!

2.....Write down their concerns, show them you will act on what they have told you.....bring your manager to the table, past this over to them, You job is to present the benefits of owning more, REMEMBER YOU DO THIS AFTER YOU HAVE LISTENED.......You care about what they have told you so you will do your best to assist them, before you start your presentation.

3......Remember most of the time these are smoke screens just to throw you, don't use this as a opportunity to blame and give up......sales around the world are lost every day because of this....FACT!!!!

4......Make a friend......and doing all the above will make you a friend, because then selling the upgrade becomes so much easier.

Once you have completed all the above, nothing changes you still have to warm up and dig deep with the right questions....show value in owning more, 3rd party stories, painting pictures and all the nor mall ingredients needed to sell Timeshare.

The way Timeshare is sold has not changed since the year dot....yes we have more tools to use with visual aids, Internet options and maybe more challenges from resale and scam companies.....BUT its still the same to cold line or inhouse............

Make a Friend.......Show them Value......Make a Sale

All of us can change our tomorrows, TODAY.

Change your Thoughts......Sell more Timeshare.....FACT!!!!

"A winner is someone who recognizes his God-given talents, works his tail off to develop them into skills, and uses these skills to accomplish his goals."
Larry Bird

Make Them Earn Their Gift. How much is 90 minutes of your time worth? Take your average last pay check of a month, and divide it into how many tours you took that month. That's what you are getting paid every time you sit infront of a client. For most of you, I believe that figure will be pretty high.

Look at every tour as what you are getting paid for your time. Do not look at it as a waste.

Look at it as a challenge, every tour can be time spent learning and perfecting your presentation.

Once you have finished you will only be waiting for your next one, and time spent waiting does not earn you any money, unless it's time spent being productive.......FACT!!!!

Change your Thoughts, Sell more Timeshare.........FACT!!!!

THE MONEY!!!!!

...

"A wise old owl sat on a oak. The more he saw, the less he spoke. The less he spoke, the more he heard. Why aren't we like that wise old bird?"

"A Timeshare Sales Pro, went on a tour. Thought it was a laydown from what he saw. So he skipped lots of parts and told them the cost......That was how the sale was lost."

Two good poems there, both with a Timeshare message. Think about that wise old owl...The less he spoke the more he heard!

So lets talk about THE MONEY.......



"Did you get a Deal?"

"NO, It was the Money!!!!"

What is The Money? What does it mean when a client cannot afford it? "They had no Money?"

Does this mean you are touring homeless people? Beggars? The client's you see are living on the streets? NO, what it means is that they do have money; you just did not get it off them. They will still go and eat at a restaurant tonight, maybe play a bit in the casino, even take in a game of golf tomorrow. If they have kids, are you telling me that when the kids ask for an ice cream tomorrow, they say NO kids we can't afford it, we have no money?

Sometimes, and only sometimes, you will be doing a presentation and showing them a product that is just out of their league. They have money, it's just what you are showing them is beyond them. This is life, and is the reason we all do not drive Ferrari's’ and live on super yachts; it is beyond most people. Still, we all drive cars, and we could all afford a dingy!

So, with Timeshare there is always a product that fits someones need; every resort has drops that can cost less than the client's are spending on vacations anyway.

This message though, is to the Sales Professionals who tour clients that have got money, yet are closed by the clients who tell them they can't afford it. The more you let this line hit you and the more you believe it, you will never move forward.

It is never the MONEY........FACT!!!! They have money, they just don't want to give it to you. They don't want it. You have not built trust. They are not sold.

Before you start mailing me, saying well you don't see the tours that I get: First, take your last 100 tours, how many bought, and how many said the money, they can't afford it, we need to think on this one?

If I can give you one piece of information, that if you believe it, can increase your sales and earn you more money, PLEASE don't believe your client's when they tell you it's the MONEY. It's not, it means they are not sold.

"Oh yes, but mine are sold they just cannot commit to our monthly payment."

Stop closing yourself. If someone wants something, they will commit. That is however, if they really want it, because the high majority of the client's that say they can't commit, or can't afford it, if on vacation, are still booking excursions, eating out in restaurants, and drinking at the bar talking about where they are going to go next year!

So, how do you overcome this money objection or excuse?

1) If you hear this a lot, accept full responsibility that you are not selling your Timeshare and work on your selling skills.

2) Price condition, plant the seed of monthly payments early on in your tour.

3) Get a vacation commitment, find out what they are spending on vacation and find out what vacations they have planned for the future.

4) Make them want it, people take debt for anything they really want.

"We can't afford it" will be around for many years to come in Timeshare, and no Sales Coach is going to give you the perfect fix. What you have to do is make yourself aware of what you are doing, and what you could be doing better.

Many Sales Professionals fall out of Timeshare thinking that they did everything they could, they just saw clients without any money. The clients closed them........FACT!!!!






The Blog will be a bit quite for a while as I start work on the next Timeshare Coach Best Seller!!!!! This book will launch mid 2010 so stay subscribed and I will email you a free e-book sample.

While you are still selling Timeshare feel free to use this site as a reference guide to provide you with useful Tips to help you sell more Timeshare. As you scroll down there are over 92 Timeshare Sales Tips that cover all subjects related to your Tour. KEEP ON SELLING,

Change your Thoughts, Sell more Timeshare........FACT!!!!

Demotivation

"You will be the same person in five years from today except for two things. The people you meet and the books you read"
Charlie "Tremendous" Jones

Life is Tremendous is a great motivational book written by Charlie "Tremendous"Jones I have taken a section from it and adapted it to Timeshare Sales. It's a great story which can sum up how your clients can demotivate you, if you let them.

"How well I remember my great desire as a new Timeshare Sales Professional to succeed and be top of the line. I couldn't wait to finish my training so I could use my dynamic selling skills. The sales presentations were so powerful; in fact they were so powerful that I felt I had to temper them or the prospect might die of a heart attack before I asked them to buy. I knew no one could resist the logic, the benefits, the value, the peace of mind of knowing your vacations are paid for - there hardly seemed a problem in the world that my presentation couldn't solve!

I recall how I expected the clients to snatch the pen from my hand to sign on the dotted line.....but they never did. Right in the hottest part of the sizzle, my prospect would yawn, look at their watch or interrupt with some scintillating statement like, "We have to think about it" or "We are putting the kids through college"

My heart would hit the floor. I would sink so low I'd have to reach up to touch bottom. You never saw a more discouraged Sales Professional than I was. I soon began to be learning my problem wasn't how to motivate people - my problem was how to keep them from demotivating me!"

This is a great read, it sums up the core of selling Timeshare. Timeshare is the job where you have to fail more than you succeed. You show me work where you are doing very well if you fail 75% of your working week. ( 12 tours 9 say, no 3 say yes, 25% close you are doing good)

Don't be discouraged when they say no, take it on the chin, be professional and learn from it. IT'S PART OF THE JOB

Charlie continues to say "Some people ask what is my secret of being motivated. Well, I didn't find it, it found me. One of my achievements during my first five years in selling was five years of consecutive weekly production. This means that I never missed one week in selling a policy. This sounds impressive, but it's not the whole truth.
The whole truth is that I believed in goals so I made a vow that I would sell a policy every week or buy one. Let me tell you, after I bought twenty-two polices I began to get motivated!!

Can you set a goal that you will sell a Timeshare every week, or buy one? Quite a funny story, but there is a Sales Professional in every Timeshare sales team who never misses a week of selling something!!!

Don't get demotivated, Motivate yourself to sell, have fun, sometimes you do not realize how lucky you are. Selling Timeshare is the best job in the world......FACT!!!!

Charlie "Tremendous" Jones is a legend. I have had the pleasure of being in his company and you are motivated to succeed as soon as he speaks to you. I have added his book Life is Tremendous to my amazon book store. Your can purchase this along with other Books I recommend below.

Happy Birthday to The Timeshare Coach

This week 2 years ago The Timeshare Coach Weekly Huddle was launched. A weekly email with Timeshare Sales and Motivational Tips. Since then it has moved to a Blog and with over 2000 hits a month is without doubt the Number 1 website dedicated to Timeshare Sales Professionals.

I would like to thank all readers for their continued support as well as a BIG THANKYOU to all those who have purchased my book The Timeshare Coach, Change your Thoughts, Sell More Timeshare…..FACT!!!!

Just so you know these countries are regular readers of the Blog, it really is a world-wide Timeshare Morning Huddle with Timeshare Sales Professionals from United States, Mexico, Canada, Aruba, Malta, UK, Spain, Australia, Dominican Republic, Philippines, India, Puerto Rico, Thailand, Hong Kong, Romania, Pakistan, Bahamas, Costa Rica, Honduras, South Africa

I am open to any new ideas of different subjects that you want to see here on the blog just email me on blog@thetimesharecoach.com Work has started on a 2nd Timeshare Coach Book ready for 2010 and the rise of Timeshare Sales.

Thank you again for your support, I think Tony Robbins describes it best on the role of a coach,


What is a coach? To me, a coach is a person who is your friend, someone who really cares about you.

A coach is committed to helping you be the best that you can be.

A coach will challenge you, not let you off the hook.

Coaches have knowledge and experience because they've been there before.

They aren't any better than the people they are coaching. In fact, the people they coach may have natural abilities superior to their own.

But because coaches have concentrated their power in a particular area for years, they can teach you one or two distinctions that can immediately transform your performance in a matter of moments.

Sometimes coaches can teach you new information, new strategies and skills; they show you how to get measurable results.

Sometimes a coach doesn't even teach you something new, but they remind you of what you need to do at just the right moment, and they push you to do it.

I truly am a Timeshare Coach. I help to coach Timeshare Sales Professionals on how to achieve what they really want more quickly and more easily. And everyone needs a coach, whether it's a Project Director, Director of Sales, a Sales Manager or a Sales Professional.


Here are some quotes from readers of The Timeshare Coach, Thank you again for your feedback.

“Timeshare Coach keeps us motivated and thinking about better ways to sell our product and serve our customers. He has a fresh approach that is fun to read and enlighting.” Chuck Elliott - June 1, 2009

“I constantly review the book and web site for tips for training sessions and meetings. An extremley valuable tool. As i always say 'THE ONLY TIME YOU STOP LEARNING IS THE DAY YOU DIE' Many thanks Coach Will Kerfoot - May 20, 2009

“The Timeshare Coach has become an invaluable addition to my “library of knowledge”. I look forward to the weekly insight he shares. I have drafted my entire office into students of the Timeshare Coach. Anyone in our industry will increase their sales performance with his help.” Rich Fitzgerald - May 7, 2009

“Awesome Book!!!! My employees love it both sales reps, and sales managers!!!” Bryan Phillips - May 4, 2009

“I read his book "The Timeshare Coach" over and over and find something new every time. I also look forward to his reading his blog. Very Informative” Sam Cherry - May 1, 2009

“I purchased and read the Timeshare Coach Book and I look forward to the daily blog with time share tips and techniques. I would highly recommend this book, the blog, and the website to any timeshare salesperson or manager, whether they be new to the industry or seasoned veterans. There are always "nuggets" of information worth their weight in gold.” Jim Melton - April 27, 2009

“Great sales information. Very motivational. I highly recommend this timeshare sales newsletter.” Stacey Zimmerman - April 27, 2009

“Timeshare Coach has made very positive contributions to the industry and I highly recommend all you do.” Rohan Mclure - April 27, 2009

“The Insights and perspectives discussed by Timeshare Coach are always short and to the point and hit on many key areas that sales executives should focus on in their daily presentations. These serve as a great reminder of always getting back to the basics and putting some focus on the clients we are meeting with. Thanks for the updates and words of sales wisdom.” Steve Garrison - April 27, 2009

“The Coach has something that many pretenders in this business don’t. He has an actual usable method of approach, one that that will actually make more money for the sales people and it is delivered in a way that deals with the direct source of all timeshare sales...the sales people themselves. The Coach has a track record that is impressive and he is personable and to boot. Highly recommended.” Richard Trevithick - April 27, 2009

“Timeshare coach, is an absolutely pleasure to work with. This coach has the skill to motivate people to a higher emotional positive level in order to reach a more successful sales person. Thanks for all your support in helping me being more successful, business wise and in my personal life.” Peter Van Beuningen - April 26, 2009

“This is the very first book that was written by a professional timeshare salesperson that tell you exactly what real timeshare selling is about. IF you read it and follow it , It will increase your sales and income . The author is a person that you can talk to and get advice at anytime .” Paul Harper - April 25, 2009

“I have been in the vacation ownership business for over 10 years. I started off as a liner and quickly advanced to sales manager and trainer. I have worked with many very successful tracks and the one thing I hear over and over again is the difference between being good and the best is the quality of your training you receive. Even when I was at the top of my game on the line I NEVER missed any training opportunities, It is true you should treat your brain like a muscle and always exercise it. Brilliant training is the key. I have come across many many training books, websites, systems and trainers themselves. I am proud to say that The Timeshare Coach is the most simple, easy to understand, get to the point and effective training I know off. Both myself and countless new and seasoned sales professionals agree, The Timeshare Coach is the best. If you wanna be number ONE, use the number one Timeshare Sales Trainer out there, THE TIMESHARE COACH. And i must say it is amazing sales training all around, no matter what you do in life, so if you want to be the best...work with the best!!!” Geln Askett - April 25, 2009

“With the Timeshare Coach as my back up, (really I am new to the business only 3 years), it has given me so much to think about, as well as use in my everyday sales presentations. It not only gives me confidence to start my day, but also gives valuable insight on what we can expect on a day to day basis. Keep on writing and thank you” Bill Kes - April 25, 2009

“Timeshare is an invaluable asset with a deep understanding of this very unique industry. His ability to communicate concepts to all individuals at different skill levels is a terrific talent. Everyone can learn from Timeshare! He has helped me to achieve much more than I could have on my own! Thank you,” Melanie Lane - April 25, 2009

What is the Timeshare Sale really about?

What is the sale really about?

Emotion, enthusiasm, greed, excitement, holidays, saving money?

PEOPLE - that's what the sale is about!

It's about people like you and me, not just clients. Your clients are normal people with the same aspirations, fears, concerns, desires and dreams as you and I have.

When they first come through the door, they are clients and you are the Timeshare Sales Professional, this is a relationship you have to change. If you don't, you will not sell them........FACT!!!!!

As long as you remain the Timeshare Sales Professional, your people will think "this person is a sales person, why are they saying what they are saying?.........because they want our money, so they get their commission."

It is very similar to a doctor's bedside manner- the best doctors are not necessarily the most technically advanced - they are often the ones that have the best bedside manner, the ones that can relax people and listen to them.

"Does a Doctor tell you where he / she went to medical school? Or how many years they have been practicing? NO! The doctor asks "where does it hurt?"
Jeffery Gitomer

Become a vacation doctor today, ask the clients what hurts on their vacations and then fix it for them. Give them a prescription for 2 weeks of Timeshare.

Questions, Questions, Questions

Hey guess what? Have you ever had a tour and after half an hour felt that is was just a waste of time, they are only here for thier gift…and update……because they have to…….. They are rude…..rushing you…taking control………has no interest in what you are telling them…….

If this has happened to you then you are not alone……….It is a daily challenge and part of selling Timeshare. A BIG BIG TIP I want to share with you is there is a way that YOU……..YOU alone can deal with this…….change your mind…turn the situation into an opportunity. And it is all about asking yourself QUESTIONS.

THESE ARE PROBLEM-SOLVING QUESTIONS FOR WHEN ON TOUR…….GREAT TO ASK YOURSELF JUST AFTER YOUR WARM-UP WHEN YOU HAVE GONE TO THE BACK OFFICE AND FEEL THAT THE TOUR IS NOT GOING THE WAY YOU WANTED IT TO.

1. What is great about the clients I have in front of me?
Ask yourself this question, and find the positive answers…..they take holidays, they spend money, they like quality, they care about their family and spending more time together…..

2. What is not perfect about my tour yet?
Of course they are not buying you yet, you have not warmed them up, you have not got them excited about ownership with ……what is not perfect about your tour YET……

3. What am I willing to do to make this tour go the way I want it?
This is where you wake up and start to realize that you are on commission only, what options do you have? Go back and accept the excuses they are giving you about time or that they will not decide today?

4. What am I willing to no longer do in order to make it the way I want it?
This is personal to you….what are you no longer willing to do in order to make your tour change to the way you want it…..i.e become a sale or at least put yourself in the position of opportunity of becoming closer to sale. Maybe you are no longer willing to complain about your clients, believe the excuses they are giving you. You are no longer willing to accept that this will not be a sale.

5. How can I enjoy the process while I do what is necessary to make it the way I want it?
This is a great question that when asked to yourself you begin to realize that all is not that bad, first your on tour….your not sitting at you desk waiting for a tour, you are out there with an opportunity to earn money, you are on stage performing…this is what you came here for so make the most of it………

ok Timeshare Coach…. get real you have not had the tours I have had this week…. It might sound good what you are saying but if you were touring the clients I had then you would not have been able to turn them round……….Maybe so BUT………….


The key, though, is to develop a pattern of consistent questions that empower you. You and I both know that no matter what tours that we get in our Timeshare career, there are going to be times when we come up against these things we call "problems": the roadblocks that prevent us from getting the deal TODAY.

Every Sales Professional in the Timeshare world , no matter who they are or how long they have been selling for has to deal with these special "tours."
The question is not whether you're going to have problems, but how you're going to deal with them when they come up.

We can go and moan to management and blame the economy or marketing yet We all need a systematic way to deal with challenges. So, if you can realize the power of Questions that will immediately change your state of mind and give you access to resources and solutions, you may find yourself turning these so called rubbish tours into opportunities and along the way getting more sales not less.

Print out this page so that you can have at your desk to ask yourself these questions when you feel you need to.

TRY IT….. and listen to the answers that you give your-self

It's Interesting!

No posts for 12 days......why? I have been on holiday.......does that interest you?


Want a killer line from a client while your on tour?

"It's Interesting"

For years this has been a killer punch thrown by a client to a Sales Professional. What do you mean it's Interesting???????

"The Encyclopedia Britannica is, without doubt, extremely interesting, BUT I've never bought one."
Chris Kemp

On behalf of every Timeshare Sales Professional in the world, this has to stop now. You have to make sure the clients do not even dare mention to you that it's Interesting, because it means they are not going to buy.........FACT!!!!!

"Interesting means you can keep your distance, play around with ideas and concepts in your mind, agree or disagree"
Eckhart Tolle

That is what it is.......FACT!!!! Interesting is a client's way of keeping their distance, "ummmmm, yes It's Interesting." "Well is it interesting enough for you to buy????????"

One of the best tips to become an excellent Sales Professional is to take full responsibility for yourself and your actions.

In most cases you are only going to hear a client tell you it's interesting when you ask them, "So what do you think so far?" Asking this is weak selling. You ask it it hoping that they will say "its fantastic, how much does it cost as we want to join?" Yet 90% of the time you will never get that answer.

If you are truly close to a sale they will ask you to confirm how something works or address you with a concern. Otherwise, so as not to be rude, they will just say "It's Interesting."

So, if you never want to hear the words "It's Interesting", do not ask the clients what they think so far. Instead, switch this question to a:
"Where would you go on your first vacation?" (if they don't know, NO SALE)

"Would you use this to come to here every year or would you exchange" (if they don't know, NO SALE)

"What are the main benefits that you and your family would use from what I have shown you?" (if they don't know, NO SALE)

There are hundreds of questions you can ask your client, just make sure you do not ask them "what do you think so far?" It's weak and all you deserve is an "It's Interesting!!!!!"

ASSUME YOUR CLIENTS ARE GOING TO JOIN ALL THE TIME. THIS WILL INCREASE YOUR SALES PERFORMANCE. YOU DO NOT HAVE TO ASK THEM WHAT THEY THINK SO FAR AS YOU KNOW THEY WANT TO JOIN, JUST ASK THEM HOW THEY WOULD USE IT AND WATCH YOUR PAY PACKET RISE.

Remember, this is a 90 minute plus Sales Presentation. 99% of the time you will never see your clients again, and if you sell, you get paid, if you don't, you get nothing. So ask the right questions that take you closer to a yes or no at the end.

Lets get deep on Selling Timeshare!

Enjoy this post as The Timeshare Coach gets deep.


Leonardo da Vinci made a quote that the average “person looks without seeing, listens without hearing, touches without feeling, eats without tasting, moves without physical awareness, inhales without awareness of odor or fragrance, and talks without thinking.”

Perhaps that could be a sound assessment of most people when they are just doing their day to day things. To be a Timeshare Sales Professional to separate you from the average sales staff at your workplace you have to have the ability to understand what is going on in your clients head.

Selling Timeshare is all about Persuasion and Persuasion is a power. It is the ultimate source of advantage in selling Timeshare. I am sure you know sales professionals who are incredibly persuasive. Somehow they always seem to be getting deals. Maybe you think that what they do seems to be utterly effortless. Or maybe they are so well versed in persuasive skills that it is effortless.

The good news for you is that persuasiveness can be learned and mastered.

What is this power of persuasion? You could define it as any message that attempts to influence people’s opinions, attitudes or actions. Or as I go deep again, the philosopher Aristotle over 2300 years ago said “it was the art of getting people to do something they wouldn’t ordinarily do if you didn’t ask.”

This reminds me really of the basics of selling Timeshare.

Powerful persuasion begins with the ability to hear what others are saying. And listening is about far more than being quite when somebody else speaks. If it is carried out correctly at the Timeshare Sales Table it creates and improves your relationship with your client and effective listening will help you to understand another person’s thoughts feelings and actions.

When Sales Professionals are accused of being poor listeners, it is usually done behind their backs. The clients will never tell you will they?

Sales Professionals’ who are poor listeners often see listening as a passive – and therefore unproductive activity. Their ego gets in the way. They feel the need to be talking in order to make any impact with the clients they are with.

So where do we go from here? What have we learnt from this post? Well my message is that if you really want to take your persuasive skills to the next level and sell more Timeshare…. it starts with the most simple of skills and that is the skill of listening.

Spend some time after your tours to look back on how you listened to your clients. Or....did you just speak at them?

Did you show empathy when they told you their feelings?

Were you at all interested in them?

Or were you just trying to a get a deal?



Change your Thoughts, Sell More Timeshare...........FACT!!!!