Self Talk Script

Have you ever written out your own self talk script? I have done this myself and found the results amazing. Write a fifteen to twenty minute script of your own self talk and record it to cd or an mp3. This can have a major impact on your thoughts and your feelings.

For example,

I am a winner, I am organized and in control of my life.
I am a winner.
I am healthy, energetic, and enthusiastic and I am going for it.
Nothing can stop me know.
I like who I am, I am in tune, on top and in touch.
I have determination, drive and self belief.
I am living the life I choose, and I chose what’s right.
I respect myself and I like who I am.
I have made the decision to win my life and that’s what I am doing.
Today is my day, my clients like me and trust me and they know what I have can benefit them and their family.
1 in 4 of all the clients I see join………FACT
I welcome objections
I never get clients that want to think about it.

Imagine your own script that you played to yourself every morning. The power in this is hearing your own voice talking to you digging really deep powerful thoughts into your subconscious mind. Your own morning meeting telling you how great you are and how successful and professional you are at selling Timeshare.

I have seen 12% closers close over 25% in weeks just by using positive self talk and affirmations every morning.

Notice I say every morning, you can not expect this to work by just listening to it once or twice and then expecting a dramatic change, but you will see one if you make it a habit and do this every day

Their pitch did not change, their clients did not change, but their belief and attitude did. The same clients that up fronted them with all the reasons for not joining, became members. WHY? Because the sales professional let all the excuse bounce of them, they were winning regardless of what they had in front of them.

That’s the difference between the top performers from the middle and the bottom.

ATTITUDE

Food for Thought

"Whatever the majority of people is doing, under any given circumstances, if you do the exact opposite, you will probably never make another mistake as long as you live"


Pretty Simple: If you do the complete opposite of what the majority of Timeshare Sales Professionals are doing, you will sell so much more.

This is not meant to be rude or disrespectful, but by this I mean, a high majority of Sales Professionals do not work on their presentation. Instead, they moan about the clients all the time, do nothing in their spare time to improve their sales skills, and don't even invest $16 in a Timeshare Sales Book that can help you get more sales. They spend most of their presentation telling not selling, do more short tours than tours with any effort, and never take responsibility for missing a sale.
So, if you do the opposite of this, then you are on the right path to becoming a successful Timeshare Sales Professional....FACT!!!!

God gives every bird its food but he does not throw it into the nest.
J.G. Holland

Marketing gives every Sales Professional a tour to sell. But they don't give them a completed worksheet and credit card to go with it!
The Timeshare Coach

You've done a good job!

" We are not going to join today, but you did a really good job, you explained it so well, the best presentation we have ever had, and if we buy, we will buy from you, do you have a card?"

Wouldn't it be nice, that instead of hearing "you've done a good job" the clients told you,

"You did not sell me, your pitch was boring, you did not listen and you talked too much about yourself!"

What gives you the better feed back?

You will find someone starts new in the industry and all they hear is what a good job they did? 10 tours of that is not going to make them a better Sales Professional. They go home to their partner, "well I did not sell, but they said I did a good job."

"YOU'VE DONE A GOOD JOB"
Does not pay the mortgage,
Does not take the wife or husband out for dinner,
Does not by the kids Christmas presents,

SALES ON THE DAY DO............FACT!!!!

How do you stop hearing "You've done a good job"?
Say to them in your own words:

"That's nice to hear John and Mary, thank you, but I feel I have not done a good job, as this fits you and your family perfectly, yet you are not joining today. So how I can improve my presentation for next time, what should i have done?"

In most cases, the client will say you did nothing wrong, you explained everything perfectly, "it's just that we never make a decision on the day"

The only answer to that is NOT SOLD...............FACT!!!!

Timeshare is a today business. If your mind keeps hearing You did a good job, when you have no sales, it will not know what to do to improve. After your tour, repeat to yourself that you were not good enough, you did not sell them. This will cause your mind to work harder for you and dig deeper. The top Sales Professionals hear yes or no, their presentation is so sharp, with a great intent statement, all doors closed, that it always comes down to the money and a Yes or No, the clients would not even dare say "you've done a good job".

Tour Guides do a good job. Sales Profesionals get it down to the money...........FACT!!!!!!!

Quotes from some of the Greatest Timeshare Morning Meetings

We Will Fight,
No we will Spin and blame the clients,
Shame on You,
This could be the Greatest Tour of your Life! But you're going to let it be the worst.
And I Guarantee a week won't go by in your life you won't regret walking out and letting them get the best of you.
Well I'm not going home. We've come too far. And we are going to stay here and fight for these Sales.
And the day may come when the courage of men fails, but it's not this day.
A line must be drawn here!
I am not saying it's going to be easy.
You're going to work harder then you have ever worked before.
A person grits his teeth and shows real determination.
Failure is not an option. That's how winning is done.
Believe me when I say we can break this pact they have.
But I say to you what every Timeshare Sales pro has know since the beginning of Time.
You have got to get mad. I mean plum mad dog mad.
If you will be rich Sales Pro's, then you must fight to fulfill that promise.
Let us cut out there weak excuses, One Inch at a Time,
And they will know what we can do,
OooooooooooooH
Let no man forget how sharp we are, we are Lions!
This is Your Time,
Seize the day,
Never Surrender,
Deal or no money!
That's the Timeshare Way,
Who is with me?
Clap everybody Clap????????
Alright, let's fly
You know that I am a Timeshare Sales Professional
And I tell them that they make take our Gift, but they will never take our Spiffs.......FACT!!!!

Negative Parts Of The Tour

Negative parts of the tour are positive parts of the tour and have to happen.........FACT!!!!

Confused????
You have to throw negatives into your tour. It builds trust and gives balance to you presentation. This has to be shared especially if you are new to Timeshare all excited about how great your product is.

"Yes no problem you can swap your week anywhere, anytime you want no problem you always get what you want"
"Yes their is a maintenance fee, but it hardly ever goes up"
"No problem if you want an ocean front, just ask and you get it"

When you start selling Timeshare, due to your excitement about the product you sell, it can be very easy to tell your clients how great everything is. It is a fact that to get a 5 star resort in Spain in July or August on an exchange. Or to exchange to a ski resort in February or Hawaii in the high season and get the resort you want. You really have to make your request in advance. Hand on heart we all deep down know this. Also unless you own an ocean front Timeshare you have to request an ocean front.

"No you will not get the exchanges you want all the time. You have to book in advance."
"YES the maintenance does go up every year!"

I have heard sales presentation's where the Sales Professional just keeps telling the client yes no problem you can do this and do that, everything is so good good good.

This will not help you sell, because in the mind of the client they will think it is too good to be true. By saying you have to book in advance to get what you want, and it is very very unlikely you will get Hawaii on new years eve with your January week in cape cod, you will build more trust.

Please remember that your clients are expecting you to tell them how fantastic and amazing your product is. They are on a Timeshare presentation. Remember the clients have heard stories about Timeshare sales presentations, some have bought before been promised the world and then never got it.

If the Sales Professional keeps all the time on the positive track about you can go where you want no problem and flights are so cheap, the clients' will think it is too good to be true.

By putting negative's in you build trust and bring balance to the product you are selling.

Worry

"Worry is a state of mind based upon fear"
Napoleon Hill


"Oh I am never going to get deal"
"I just know they are not going to sign today"
"How am I going to survive, what if I don't sell?"
"I hope I don't get owners again......."


Worry is a killer when is comes to selling Timeshare. Worry sucks at your energy and concentration, and can disable a Sales Professional very quickly. It does not matter who you are once worry kicks in, you can have the biggest lay down in front of you and could still not get a deal due to worry. Worry destroys self-confidence and initiative. The good news is that worry is a state of mind, and therefore it can be controlled.

There is a saying that like attracts like. A Sales Professional will worry that they cannot sell to exisiting owners, and guess what, who do they end up with on tour? Yes, existing owners!

You may also worry that you get sales, but they keep on kicking. Well guess what happens every time you get a sale? It cancels!!!!

All worry is, is you talking to yourself. It's your inner voice inside you, and the more you talk to it, the more you think it and feel it, the more active it gets. You bring it alive. It's like talking to a low performer about a non buying tour, once you ask them how the tour went they never shut up.

"Worry is like a rocking chair- it gives you something to do but it doesn't get you anywhere."

To get rid of worry, speak to its opposite - faith.

Faith supports you in everything you do.
Faith sees the opportunity in everything.
Faith will build you up and back you every time.

That's the choice that you have, and only you can choose this. Remember, you have complete control over your thoughts, no one else does, YOU choose to have worry or YOU choose to have faith. This may sound simple, yet you may have a voice hit you in your head,

"yea right but if i keep getting bad tours I won't make any money", THAT IS WORRY SPEAKING TO YOU.

Faith will say, "whatever, I am on top, focused and ready to win, I don't care what tour I get, if vacations are important to them, they are buying, infact if vacations are not important to them, they will be buying by the time I have finished......FACT!!!!"

Faith is great, give me faith over worry anytime of the week.

What is the point in worrying anyway? It will not get you anywhere and will not put money in your pocket. If you really want to be at the top in Timeshare then worry has to be non existent, and the best way to get rid of worry is action. Keep yourself active in your work day, the more you stay stable and let your thoughts drift, the more chance you have of letting worry back in.


"There is a great difference between worry and concern. A worried person sees a problem, and a concerned person solves a problem."

Be a Master, not a Victim

"Let us resolve to be masters, not the victims, of our history, controlling our own destiny without giving way to blind suspicions and emotions."
JFK

This is a FACT: 70% of what you worry about never happens. Too many times our mind gives way to blind suspicions and emotions.

Because we have the freedom to choose, when things are rough it is a lot easier to be a victim. It is a lot easier to blame the clients, economy, the workplace or the weather.

Why not choose to be a master, not a victim. Choose your own destiny, that's the opportunity selling Timeshare gives you. The chance to control your own destiny as your earnings are unlimited. It can be tough at the top, that's why you will have so many obstacles in your way. Still, what are the alternatives, get a normal job with a set income and hope for the best?

Smile, be happy, challenges are sent to test you, rise above everything that comes your way. When you sit in your rocking chair in your later years, you will feel comfortable that no matter what life threw at you, you gave it your best shot, did not moan and did not give in.............FACT!!!!

Involve Both

It is very common to find during your presentation, that when one person is doing most of the talking, the quiet one will be a major factor in the decision at the end.

You always want your presentation to flow smoothly; this is a heads up to make sure you don't forget to involve both your clients.

Notice the next time you are in a discussion, say a salesperson is dealing with you and your partner at a store, and they forget to involve you, or you are out at a restaurant in a group and you are not being brought into the conversation. This leaves your mind to wander and drift in to self-talk. Just think what a client could be saying to themselves if they are sitting there in the presentation not being asked anything.

"So my opinion does not count?"

"I am bored as soon as the 90 minutes is up we are back to the pool"

"I don't like this salesperson, they have no interest in me. I am just going to smile and tell them they are doing a great job"

NO SALE

You do get the clients where the man just talks, talks and talks leaving his wife just to sit their and nod her head. Just think how much your chances of a sale can improve when you ask for her opinion.

If the man is telling you they like to go skiing every year, of course ask him why?
Listen to the reply and turn the answer to his wife,

"What do you like about skiing Mary?"

You may then find out that Mary does not like to ski or that she loves it. What you are doing though now, is involving both of your clients; you must do this on every tour.
It can be very easy to think things are going well as you are building such a great relationship with John or Mary.
The highly skilled professional will always involve both clients. The Sales Professional will study in their mind the reactions they get when asking questions and dig deep to find that hot spot or buying motive.

Make a mental note to involve both of your clients in your presentation, it will double your chances of a sale......FACT!!!!

Winners

When you can, do your best to surround yourself with Winners.

Winners are unique, they stand out from the crowd and spread enthusiasm to whoever they meet. Losers let it happen, Winners make it happen. That is the difference. If you do exactly what they do, you will get the same results.....FACT!!!!

Selling Timeshare is not like a sport, where you have to be stronger or bigger, faster or fitter. It's all in the mind, what you say, and when you say it.

You learn your product, you learn different techniques on how to present, and you hold a winning attitude all the time. If you want to perform better, watch and learn what Winners do.

Take a Winner out for dinner, what you would learn over the course of that meal will probably earn you thousands more next year. THAT IS A FACT!!!!!