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!!!!

Charm

"Charm is a way of getting the answer yes without asking a clear question."

Charm is a quality that is not used enough on the sales floor. Charm to Timeshare Sales is like Bread to Butter, put them together and it tastes so much better. Bread without butter is dry. A Timeshare Sales Presentation without charm is the same.
The skill is to make it genuine charm. Not the false charming personality of say the character Prince Charming in Shrek.

There are many different meanings for Charm:

To attract or delight greatly,
To induce by using strong personal attractiveness,
To cast or seem to cast a spell on,
To be alluring or pleasing,
To function as an amulet or charm,
To use magic spells,

All of the above are part of a Timeshare Sales Presentation. (yes, in our own way we use magic spells to sell Timeshare...it's called creating emotion) If you have a difficult client, use charm to win them round. Charm is a vital element of your warm up. Charm is about your best self, being interested in other people and making them feel comfortable. Charm is your presence when you enter a room.

When you put Charm in action it becomes Charming, which the dictionary quotes as "Possessing or using or characteristic of our appropriate to supernatural powers."

Wow, to think that by being Charming you can use supernatural powers to sell Timeshare! Take this to the floor today. Be a Super Sales Professional. Be Charming.

Timeshare Owners: Don't get Scammed!

To those of you that sell Timeshare on a daily basis around the planet, regrettably many times before we can even begin to present our product we have to deal with the dreaded situations of Timeshare Owners that have been scammed or mislead.

You even hear stories from your clients in front of you how their friends who own a Timeshare have been ripped off or taken for a ride and paid hundreds sometimes thousand of dollars to crooked Timeshare companies on the promise of there Timeshare being sold or rented.

All this does is make it more difficult for you to sell your Timeshare and more time is spent building trust that could be spent (in that short space of time you have) showing your clients the lifetime of dream vacations they can take.

I myself have met many clients who have confessed to me some what embarrassed how they paid out money on the promise of their Timeshare being sold. We can not change the past but we can help and advise Timeshare Owners and future owners and warn them of the potential Timeshare Scams that are in operation world-wide daily.

I would like to recommend a book that I feel would be of great benefit for you to pass on to your existing Owner base. This book will share with you some of the Timeshare Scams that attack Timeshare Owners by phone, post, face to face and e-mail to swindle Timeshare Owners and make them part with money under false promises.

Plus if you have any Timeshare Owners that have just bought from you and are looking to sell their old Timeshare that they do not use, this book will be a guide to warn them if they enter the resale market.

You can click to buy the book on amazon here

One Legger

One legger tours, you either love them or hate them. In most cases Sales Professionals give up straight away:

"Great single woman"

"Just my luck another one legger, I bet his wife is by the pool and he blagged marketing"

"How can she qualify, no way she is on that much money a year"

The fact is you have the tour, that's it, now it's what you do with it that is important. If you can train yourself to find the positive in this, you may start to feel that a one legger is a better tour than a couple:

1. They make the decision

2. When you present, you can talk directly to them and build that one on one relationship without feeling you are leaving someone out.

3. The whole presentation is about them and what they want.

4. You make them feel special. Sometimes it can be pretty tough for a single person to take the tour, perhaps they have no partner or maybe someone passed away, the main thing is they are infront of you so build up their ego and self esteem.

5. Sometimes they have a point to prove. Look how many one leggers own a property. Millions of people by their house themselves, and that is why millions buy a Timeshare as well.

I believe when you have a single person on tour, this really is one of the best tours you can get. You really get to tailor make the whole presentation to them and their vacation needs. The only thing that defeats you is your attitude. A very high percentage of Sales Professionals can switch off as soon as they get the tour sheet and then its game over. You struggle for 90 minutes to get any sort of flow going and the client spots this, so any chance of a sale has gone any way.

When you have candidates that are running for President. Even though they would love to get every couple to vote for them, they know the key is to target every single person as well. Their vote is just as important.

If you have clients that take vacations it does not matter if they are on their own or if you have ten people in front of you; Sell them your Timeshare!!!!