Timeshare Coach Proverb

"Every morning in Africa, an antelope wakes up. It knows it must outrun the fastest lion, or it will be killed.
Every morning in Africa, a lion wakes up. It knows it must run faster than the slowest antelope, or it will starve.

It doesn't matter whether you're the lion or an antelope - when the sun comes up, you'd better be running" African Proverb


"Every morning, somewhere around the world, a client wakes up. They know they must think of a great excuse, or they will be closed by a Timeshare Sales Professional.
Every morning around the world, a Timeshare Sales Professional wakes up. They know they must overcome any excuses presented to them today, or they will earn no money.

So, if you are the Timeshare Sales Professional when the sun comes up, you'd better be ready, focused, sharp, with 100% belief in yourself and your product. You have to take full responsibility and SELL not TELL, otherwise you are going to be hungry..........FACT!!!!" - Timeshare Coach Proverb

The Right Place

"It's not enough to be in the right place at the right time. You have to be the right person in the right place at the right time."
T Harv Eker

To some people, 'luck' or being in the right place when the right clients come in, is the secret to their success. "It's a numbers game" you will hear. To be fair, if you are really lucky you could get through a year by the skin of your teeth just by being in the right place at the right time. If you see 100 clients, even an average performer can get a couple of sales if their product is good, just by being in the right place.

Yet if you are the RIGHT person, you will find you are in the right place more often. The key questions to think about as you move forward this year are,

How do you really feel about yourself?

How confident are you in yourself?

What will you do this year to make sure you learn and grow?
Remember, your income can grow only to the extent you do!

"The key to success is to raise your own energy, when you do, people will naturally be attracted to you. And when they show up, bill them!"
Stuart Wilde

Trust

Timeshare’s

Reputations

Unique

Solidify

Trust

My Company is a recognized brand name, does that earn you Trust?

I have got many happy owners, does that earn you Trust?

Look there are people around the pool they are not complaining, does that earn you Trust?

Have you ever done a presentation to sell your Timeshare, felt all the boxes were ticked yet still you did not get a deal? Think about it.... With all the reasons you may hear from them for not joining, maybe, just maybe THEY DID NOT TRUST YOU?

Maybe at the end of your presentation they looked at you as The Timeshare Sales Professional wanting a commission, not a friend welcoming them to a future of wonderful vacations?

Sometimes maybe because you have a big brochure and others have joined you feel that the clients will believe what you are selling them? Maybe that not is the case and you need to dig deeper and build up that trust in YOU?

A good way to check if you have Trust, ask yourself half-way through your presentation, would they invite me to dinner with them tonight? Or how about do they trust me enough that if we were friends, they would ask me to house sit for them while they go away for the week-end? You may joke at that comment but I know from many owners I have sold to that we have a trust that I could call them if I was in the area and they would say come round, if you need to stay the night there is a free bed. (They have even give you their credit card details if they need you to assist with a booking for them. That’s Trust!)

I am sure you all have owners like that, and maybe as a wake up call when you are in the zone, check if you have TRUST. TRUST IN YOU……….. Don’t forget we sell Timeshare!!!

Other key tips to help gain trust,
(these are taken from Gitomer's Little Teal Book of Trust available at The Timeshare Coach Book Store Click here)

To get trust, first give trust

Surprise, (genuine) help leads to trust

Trust grows slowly over time (keep working on it during your presentation)

Giving value first leads to trust

Questions that differentiate, especially in matters of money, lead to trust

Straight-forward truth leads to trust

Creativity leads to trust

WOW! Leads to trust

Giving trust leads to getting trust

Understanding leads to trust


KNOWING YOUR PRODUCT LEADS TO TRUST AND IF YOU DO NOT KNOW GETTING A MANAGER TO ASSIST LEADS TO TRUST

Timeshare’s Reputations Unique....... Solidify Trust

Success

"Success in Timeshare comes not from getting good tours, but in playing the so-called poor tours well."

If you just wait for the good tours to get your deals, you will never raise above average. Also, who judges if they are good tours? You?

Success is taking the so called poor tours, or the ones with loads of objections, a strong pact, and turning them into sales. That's the skill. That is where success starts.

It's not a good tour, or a poor tour, it's an opportunity to get a Sale.....FACT!!!!

PMA

A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort.
Herm Albright

How are you feeling today? How is your attitude?

At every Timeshare resort in the world right now, there will be a group of people standing out in the car park having a cigarette, moaning and complaining about "the tour's are no good", "the Manager lost me a deal", or "they would have bought if we had given them time to think about it".

That typical morning news of negativity from the same people. A lot of negative attitude, and a lot of wasted negative energy. A positive attitude is not going to get you a deal every tour, but it will put you in the position of opportunity more often. It is not that the tour was no good, it's your reaction and feelings after the tour that count.

"It's snowing still," said Eeyore gloomily. "So it is." "And freezing." "Is it?" "Yes," said Eeyore. "However," he said, brightening up a little, "we haven't had an earthquake lately."

If you don't like something change it. If you can't change it, change the way you think about it.

Feel Important

"Pretend that every single person you meet has a sign around his or her neck that says, ''Make me feel important.'' Not only will you succeed in sales, you will succeed in life."
Mary Kay Ash

Today is world-wide make your clients feel important day. This can be difficult when you have a client who upfronts you that they only want their gift, and have to leave exactly in 90 minutes because they have an appointment. Yet by making THEM feel important, in most cases, you can diffuse any situation and turn them around. Make your clients feel important. Make your contracts department feel important. Make the front desk staff feel important. Make your boss feel important.

How do you feel when you get praise, recognition, or some one shows a real interest in what you do? Everyone is a winner in their own way. The top Sales Professional's will make every client they tour feel so special. The low performers always put their ego first.

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

We need to Think About It

How to handle obejections!!!!

Do It Now

"Too often what we read and profess becomes a part of our libraries and our vocabularies, instead of becoming a part of our lives."

W.Clement Stone said it best when he taught the secret of getting things done. DO IT NOW. Memorise this self starter. It is great to read and learn, but it is all worthless unless you put it into action.
A great saying is Knowledge is power. If this was the case, all librarians would be millionaires!
Knowledge with ACTION is power. DO IT NOW.

Positive Questions

When asking questions, it is great to ask positive ones, to get positive answers.

Tell me what do you like best about Timeshare?
What have you enjoyed most on your vacation this week?
Why would you buy a Timeshare?
What do you like best about quality accommodation?
Why do you prefer 2 bed villas to hotel rooms?

All the positive feedback you are getting from your clients can only be getting your mind thinking yes and their mind thinking yes too.......FACT!!!!

Imagination is everything. It is the preview of life's coming attractions.
Albert Einstein

Impact

"If you think you're too small to have an impact, try going to bed with a mosquito in the room."
Anita Roddick

Do you realise the impact you have on a family when you show your clients the benefit of owning a Timeshare?

IT'S LIFE CHANGING.

Thanks to your persuasion skills, you will break a strong pact and convert a no to a yes. The clients will come along to your presentation certain that they are not buying anything today, yet you let all that bounce off you, as you believe in your product and yourself.
Thanks to you, their children and their children's children will have the opportunity to take vacations in luxury accommodation, all over the world, for the rest of their lives.

Children have more memories about their vacations than they do about their birthdays.......FACT!!!!

You, as a Timeshare Sales Professional, stop people from renting and taking pot luck when they take their family on vacation.

You give them piece of mind and comfort for the rest of their lives.
Congratulations on what you do.

Feel proud about yourself and go and change someone's life again today.

If I

Low performing Sales Professionals who do not succeed have one distinguishing trait in common: They know all the reasons for failure and have what they believe to be, rock solid, air-tight alibis to explain away their own reason for not getting a deal.

IF I had better tours........
IF I had a better sales deck.......
IF the marketing team knew how to book......
IF the managers could close a door.....
IF the finance charge was not so high.....
IF we had better spiffs........
IF the clients had longer to think about it.......
IF we could take less deposit.......

These and many more are great alibis used when no sale is made. The greatest IF I......never used is,

IF I had the courage to see myself as I really am, ask advice from the best and look at my presentation and what I do, I would find out what is wrong with me and correct it. Then I might have a chance to profit by my mistakes and learn something from each tour that I have, that becomes a no sale.

All these alibis which explain failure and reasons for not selling have been around since Timeshare started and are fatal to success. Why do low performers cling to their alibis? Because they create them!!!! As Napoleon Hill said....

"A man's alibi is the child of his own imagination. It is human nature to defend one's own brainchild"

To add to that, you would never call yourself a liar would you? So when you explain your reason for not selling, your IF I........ , you have to stick by it all the time. What happens is that by saying it so much you really do believe it. None of this helps you to overcome any obstacles that you have and improve your selling.

The alibis that you use tell a great deal about the type of person you are. They are however common, and of course no one closes 100% , so some and I REPEAT some, can be justified. Be careful though, as some of your alibis will take root and grow without you knowing it. Take the word “blame” out of your vocabulary.

Make sure your thoughts drive you uphill to success, not downhill to failure.

Cancellations

In anything where the rewards are very high, there is going to be an element of risk. Cancellations are the risk in Timeshare........FACT!!!!

If you play the stock market you can make plenty of money when your shares go up, and of course you can also lose when they go down. That is the risk you choose to take. The people who make money are the ones that stick it out long term, knowing that to be successful you have to take the ups and the downs.

If you have been in the Timeshare business a long time you will find with cancellations the deals you thought were solid, kick, and the deals that looked a bit shaky end up going ahead. You just never know. The worst bit is hearing all the stupid excuses that a client will give you when they cancel.
Like a packet of cigarettes carries a big sign saying smoking can cause death, we should give a sign on the Timeshare paperwork that says:

WARNING!!! BUYING A TIMESHARE CAN LEAD TO YOU LOSING YOUR JOB AS SOON AS YOU GET HOME!

It's amazing all the different reasons a client will give when they decide not to go ahead, and you have to accept that many things can lead to this happening. Buyer’s remorse can play a big factor, even just speaking to a friend or family member can cause that dreaded call, email or fax to say they wish to cancel.

Cancellations are part of the job........FACT!!!!

You have to remember this. This is the risk factor of your job. You chose the path of Timeshare. The fact is, you will have days when you sell, and days when you won't. Also, you will have sales that decide to not go ahead. Accept it, and then move on.

The best way to replace a cancellation is to get another deal.

You should not dwell on cancellations at all if you know that you have gone the full distance. This being a correct presentation, presenting all the positives and negatives of owning, backed up by a full follow up when the clients leave you.
A big tip is that if you get cancellations constantly then review what you are saying to the clients, and check your presentation. The slightest thing that may not be the truth, or an extended truth, can cause your clients to wobble.

Don't be scared of the cooling off period or rescission. It is always going to be there so use it to your advantage. The Sales Professional's who do not like this are the pitchers who just bang deals down and hope they stick, NO NEED. The rescission period is a great tool. In the old days you got the clients to sign, got your money, and NEXT. However, this would lead to the product being presented the wrong way, and why now a lot of trust has to be built into your presentation. To help keep your cancellations low after they sign keep working them. Flowers to their home, postcards, a little gift, a follow up call, all play a big part in keeping your sale in bed. Many Sales Professional’s just sign them up and that's it. They just wait for the funds to come through.

Even with the cancellation period there are top performers in this industry that hardly get any, WHY?? Ask what they do, maybe they pitch the product as it is and have a professional follow up procedure that makes the client feel even happier with their purchase?

Too Fast

"Direction is more important than speed. We are so busy looking at our speedometers that we forget the milestone"


"The client's are rushing me, I'm going too fast."

"This is going to be a deal, I know it's a quick tour but they love it"

"No need to show them the show flat they're sold anyway"

"They have an appointment in exactly 90 minutes from now so i have to speed up my tour"

Going too fast can cost you a sale. Maybe 1 in 100 tours are that interested already that they want you to get to the point, show them quickly how it works, price them and sign them up. Maybe 1 in 1000, who knows? However, the fact is 99% of the time when the client's are rushing you, or you think it's a deal so you speed up, this will result in a NO SALE, a GIVE US YOUR CARD WE WILL EMAIL YOU.

The only time you should speed up, is if you are late for work!

It's very easy to be controlled by a client, they may be rushing you, they may say they have an appointment, but they are your guests, there is not a gift until you say so, and this is the way it has to be done, so take control and do your presentation. Of course adapt if needed, but make sure you still do the key points.

A clever Sales Professional will make the clients think he is going fast, yet still be doing the full presentation.

If you feel you are going too fast, leave your clients, take a bathroom break or pretend you are going to get another book to show them, and take this opportunity to recap with your manager and sort out your game plan. As the quote says, Direction is more important than speed.

Heat

"You can fool some of the people all of the time, and all of the people some of the time, but you can not fool all of the people all of the time."
Abraham Lincoln

Pitching Heat is not lying to your clients it is more exaggerating the truth to help you get your sale.

Heat you will hear from tables sounds like:

"Your week will double in value in the next few years"

"No problem, you can swap your week to Vail for Christmas"

"Maintenance fees never rise"

"You will get Ocean Front if you ask for it"

"Rentals are amazing you can buy this and rent it for $5000 a week. In fact we will do it for you"

The most heat pitched is about rentals. This is because it gets the clients greed emotion going and they buy the Timeshare on the basis that they will make money, not enjoy quality vacations with the family.

Do not pitch it unless you can back it up. There is no need to pitch heat or lies just to get the sale.

"Once you start to pitch heat, and it works to get you a sale, you will find it much easier to do it a second and third time, until at length it becomes habitual."

Timeshare is a good enough product to sell without pitching heat. The slightest exaggeration from the truth will only lead to a cancelled sale, or a problem you have to deal with when you next meet your client.

If you have to pitch heat to sell Timeshare then maybe you are not as good as you think you are. Anyone can pitch heat to get a deal, like anyone can take drugs to enhance their performance in a sports race. The true Sales Professionals are the ones that pitch the product as it is and still get the deals. Who is the better Sales Professional, the 20% closer who presents the product as it is, or the Heat Merchant who closes at 30% because they sell on rental and how studios always get you a 3 bed??!!!!!!

"What you don't need in business, is exaggeration. It's better to understate than to overstate. In Business, be sure it turns out to be easier than you said and more then you promised. Exaggeration is the childish attempt to make up for lack of self-worth and self-confidence."
Jim Rohn