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!!!!