Confidence

"Confidence doesn't come out of nowhere. It's a result of something.....hours and days and weeks and years of constant work and dedication."
Roger Staubach

Clients just love a confident Sales Professional.......FACT!!!! It's their money and they want to know that if they give it to you, they are going to get what you promised.

How confident are you that you will get a sale today?

Of course, when asked this question everyone will say yes, yet if you are not selling at the moment or on a bad run of tours with no sales, a voice in your head will overrule that with a line like:
"If I get a good tour I will get a deal"

CONFIDENT SALES PROFESSIONALS CREATE A GOOD TOUR.

"Confidence is a mental process that arises from considering if a person or thing is capable of something. Self-confidence is having confidence in oneself when considering a capability."

That mental process that arises from you considering if you are capable of getting sales, starts when you arise. It starts as soon as you wake in the morning that no matter what is in front of you today, YOU WILL sell them something. WHY? Because you know you will, nothing will stop you. YOU WILL find a way.

Confidence is like treating every tour as if it is your last tour; you have to sell them or you will never get a tour again. It's a burning fire inside you to WIN, WIN every time. That is Confidence, not just saying every day "I am going to get a deal", that conviction is like saying "I am going to win the lottery!"

"The greatest barrier to success is the fear of failure"
Sven Goran Eriksson

The Psychology INFLUENCE of Persuasion

Just got back from a quality vacation with the family. (Timeshare does work)

The pool side book of choice was The Psychology INFLUENCE of Persuasion by Robert B Cialdini. I would highly recommend this, the main theme is the how people say YES without thinking.

A few key points came up in the book and I will share these with you in future posts.

The last chapter is called Scarcity and covers the key subject of creating loss which in turn makes people want it. This is used around the world in all sales situations and in Timeshare is used daily with purchase incentives only available today as well as creating urgency when it comes to inventory left to buy.

It made me think more on how Timeshare is mostly sold on how you save money by owning your vacations instead of renting them. Maybe your presentation should feature how much money you are losing by not owning a Timeshare.

I quote from this chapter.

"The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value. For instance, homeowners told how, much money they could lose from inadequate insulation are more likely to insulate their homes than those told how much money they could save." - Robert B. Cialdini

This needs a discussion and not just mine or Robert Cialdini's point of view. Please share your views on this subject. email me at blog@thetimesharecoach.com and I will post all emails.

How do you present, more on saving or more on losing?

You can buy the book below from the Carousel.

If you cannot handle objections, then you are in the wrong job........FACT!!!!

Too many sales professionals come into this industry get a few sales, think it's easy and then spend the rest of their life waiting for people to buy. When they get objections they straight away think there is no sale and try to finish the tour as quickly as possible.

A question to you. There is a new fabulous, five star timeshare resort, being built in a tropical paradise. It's right on the beach, every villa has an ocean view, the price is amazing and it's the only timeshare resort on the island. The demand for this product is very high.

Now in order to get best performance we are going to form two sales lines,
Sales Line A and Sales Line B
Which line would you like to work on?

Line A only takes the clients that come in to buy.

Line B only takes the clients that come for their gift, will only stay for 90mins and have no intention of signing in the day.

Which line do you want to work on? Which line will make you more money?
Line A or Line B?

If you choose line A if you are really lucky you will go out maybe once a month or more likely twice a year.

If you choose line B you will take 2 tours a day, every day, and you will close 1 in 4 with the right attitude and belief in yourself and your product.

It is a fact. Your client's only want their gift, only want to stay 90 minutes and have all the objections you could think of.
Does that bother a Sales Professional?..........NO!
They stay focused and work smart; they ask the right questions, LISTEN and get the clients to like them.
They have a positive mental attitude regardless of the weather or what life throws at them.

A Timeshare Sales Professional Welcomes Objections.

Tell me a story

Don't sell me a Timeshare, Tell me a story!!!!!

Everyone loves a story: kids like it at bedtime and the best conversations at the bar will always come from the storyteller.

When someone talks to you about an event in their life, they are sharing a story. Sounds simple, but what happens is that while they tell you what happened, your memory banks are looking for something similar that happened to you too. Then you take your turn in the conversation. As the other person listens to you they are doing the same thing, often they get excited when a thought or memory occurs to them, that they may interrupt you. This is engaging your clients.

Basically, stories contain elements - usually specific words that trigger memories in people. If I tell you about my experience stuck in a traffic jam coming to work today, I am setting your mind to drift off mentally into thinking about a time when you were stuck in a traffic jam - not a good story to tell when selling a timeshare! However, if I tell you about my honeymoon and staying in a 5 star hotel with a room with amazing ocean views, your mind tends to drift into a more positive thought - maybe your honeymoon or the last time you stayed in a room with a fantastic view.

I talk about lunch and if you have not eaten, your mind will think of food. All this is fantastic news for you, because by the way you tell stories you can control the mood and feelings of your clients.

MOST IMPORTANT IS TO YOU USE YOUR LISTENING SKILLS. TAKE WHAT YOU HEARD EARLY ON FROM YOUR WARM UP TO MAKE SURE YOUR STORIES FIT THE SITUATION.

BE AWARE OF WHAT YOU SAY AS YOUR WORDS ARE CAUSING ACTIVITY IN YOUR CLIENT'S MIND.

You do not want to be telling stories about honeymoons, say, if they are in a 2nd relationship and not married to each other, any talk about honeymoons may trigger past thoughts about an “EX.”

The top Sales Professionals will ask the right questions, listen and then use a story later in their presentation to trigger the right emotions to create the right atmosphere to move the clients towards a “yes” today. You want your clients to be thinking in a positive way. Keep them focused on what they get from your product or service and keep them focused with a story that reminds them of their wants. As you are reading this, your mind will start thinking of stories that you tell clients on your presentation.

"It is not the voice that commands the story: it is the ear"
Italo Calvino

Pre Tour Mind Set

"What the mind can conceive and believe it can achieve"
Napoleon Hill

Timeshare is not a 9 to 5 job. It is not a go to work at 9, have a lunch break, and then finish at 5.

Low performers in the Timeshare industry turn up to work everyday, and go through the motions. Going to work is a social event for them, as they know that now and then, they will get a deal from someone who is pretty keen on buying a Timeshare.

The low performers are not focused, they are not sharp. They do not have a pre tour mindset, they focus on complaining about not getting tours (as they are bottom of the line), or the tours that they get are no good.

The top Sales Professionals are in the zone. They have a plan everyday, and that plan is to get sales. They have a pre tour mindset. No matter what is going on, 5 minutes before their tour they flick the switch, they focus. They play ahead in their mind, meeting the client, overcoming objections, making a friend and getting the sale. This is an important part in your pre tour mindset, playing the tour ahead in your mind. The top performers even go as far to deciding what they are going to sell the clients. Focusing all their strength on directing the clients to a purchase.

To assist you in getting into the zone before your tour, spend some time alone, make sure your books are in order, and you have a pen that works. Check that you look smart and sharp, your breath smells nice. The clients will only be impressed by someone who looks the part. You do not find the Mercedes car sales person in jeans, scruffy hair and alcohol on their breath.
Also, if possible, try and listen to music via an ipod or personal stereo, or a computer with headphones. Your favorite uplifting music can only help put you in a better state of mind. It's all about being at your best ready for the tour.

The Olympic athlete does not jump out the car, put their running shorts on, and run 400 meters. They prepare mentally before the race. Take this mindset to the sales desk before your tour.

Take note of what you are doing today 5 minutes before your tour. What are you thinking? Have you flicked the switch!

The Top Sales Professionals do not become champions when they get the deal, but in the hours, weeks and months they spend preparing for it. The getting the sale itself is merely the demonstration of their championship character.

Giving it what it takes.

"You cannot just give it what you've got, you've got to give it what it takes."
Rohan McClure

What does it take to get the sale today? Too many low performers close themselves with the fact that they think they did their best, they gave it all they had.

If you are not in the top three on your sales line you may think you are giving it your best, but the the top three are the ones giving it what it takes, again and again and again. When you give it what it takes, you will constantly get sales every time.

Giving it what it takes is not just selling the tour.

It's the practice you do perfecting your presentation.

It's the time you spend asking what the winners do.

It's re writing your pitch and reading books to improve your knowledge.

It's the extra time you spend looking after your owners, and going the extra mile with your follow up and after sales service.

It's taking all you learn and putting it into action.

Give it what it takes every day. If you give what it takes, you can only succeed.

YOU ARE DOING YOUR BEST..... ONLY WHEN YOU TRY TO IMPROVE WHAT YOU ARE DOING....FACT!!!!

Love

"Love is when the other person's happiness is more important than your own."
H.Jackson Brown Jr

When selling Timeshare make sure that LOVE is in the air. If you feel and give LOVE, you will always succeed.

LOVE is when the client's happiness is more important than you just getting a deal. Of course you go to work for the money, but if you care about the client's happiness more, the money will come....FACT!!!!

Do you LOVE your job selling Timeshare? I believe you do; You have proved it just by reading this blog. Simply by reading this you are commited to being a success in your Timeshare career. To LOVE selling Timeshare is a requirement if you want to be a successful Timeshare Sales Professional.

Many people (some would say the vast majority of Sales Professionals) do not LOVE selling Timeshare. They just come to work because it's a job. These people never last in Timeshare and spend most of their time complaining that the tours are no good, or that they never get the clients that want to buy.

"WE COME TO LOVE NOT BY FINDING A PERFECT CLIENT BUT BY LEARNING TO SEE AN IMPERFECT CLIENT PERFECTLY."

Hidden in that quote is the secret to success. This is the secret to LOVING your job, your career and your clients.

Affirmations

Reading affirmations to yourself can have a big impact on your mind and help to control your self-talk and belief.
Muhammad Ali did not tell himself that he was going to be the heavy weight champion of the world for fun.

By repeating positive affirmations to yourself daily you will notice an improvement in your attitude at the start of every tour regardless of what is in front of you.

Write this affirmation down and read it before every tour, IT WORKS!

"I am a great Sales Professional. When talking to a client, I am guided as to what to say and how to say it, so that I will be successful in gaining their interest in that which I am selling."

Badger Car Salesman

Some sales tips you may NOT want to use when selling Timeshare!

Goals

You could write a whole book just on goals as there are so many parts to touch on. To keep it simple, I want to address the power of written goals, because without them, how do you know where you are going?

"Before you can score you must first have a goal"

You will hear on every sales deck around the world in January
"I am going to write $$$ million this year"
"I am going to sell xxx weeks this year"
"I am going to be number 1 this year"

A goal properly set is halfway reached. - Abraham Lincoln

It is ok just saying what you want to achieve for the year, but it is a proven fact that it is TEN times more powerful if you write your goals down

When Olympic decathlon gold medalist Bruce Jenner asked a room full of Olympic hopefuls if they had a list of written goals, everyone raised their hands. When he asked how many of them had that list with them right that moment, only one person raised their hand. That person was Dan O'Brien. And it was Dan O’ Brien who went on to win the gold medal in the decathlon at the 1996 Olympics in Atlanta. Don't underestimate the power of setting goals, writing them down and constantly reviewing them.

DO YOU HAVE THIS YEARS GOALS LIST ON YOU RIGHT NOW?

ARE YOU ON TARGET TO ACHIEVE WHAT YOU WANTED THIS YEAR OVER AND BEYOND?

OR HAS IT BEEN AN AVERAGE YEAR AND YOU FEEL YOU JUST HAVE NOT HAD THE RIGHT CLIENTS?

DOES YOUR MIND SAY "I DON'T NEED TO WRITE THEM DOWN I KNOW WHAT I AM GOING TO ACHIEVE" IF SO, ARE YOU THE NUMBER 1 OR EVEN IN THE TOP 3 ON YOUR SALES LINE?

"Goals that are not written down are just wishes.......FACT!!!!"