From there I was trained by a man that believed that you had to lower their sales resistance. If he could wear them down for 3 or 4 hours, he believed they would purchase. His method was one of collecting as many newspaper articles written on timesharing he could find. He would highlight the important sentences with a yellow marker and place them in a binder. He must have had at least a hundred, and one by one he would go over them with his clients. It was a great use of credibility.
After that I met a man named Frank T Bullard that had written a book called how to succeed through failing. He came to our office and did a three day training so we all received one of his books. The book was a complete timeshare presentation and the training was enough to make me want to read the book a hundred times. I memorized it word for word, using it as my presentation and have used some form of this presentation during my entire career.
One of his ideas was if they said yes enough times during the presentation, it would be hard for them to go against themselves and then say no at the end. And by enough, I mean like over a hundred times during the presentation. The presentation was filled with trial closes, tie downs, and sales closes to use during the presentation. I believe it was the best sales book ever written on selling timeshare.
I have worked many companies and seen many different ways to sell our product, and as long as you're consistent, they all work. Im not sure that by making them say yes over a hundred times during a 90 minute presentation it made them buy more, but it was great practice.
One thing every company I have worked for has had in common was the sales process. they were all done in by what is called Steps to the Sale". Some steps might have been added or altered, but they all had the same basic skeleton. The same basic sales approach and techniques. Below are the basic steps to the sale. The steps are numbered and in bold, the topics not numbered are more in depth training on the topic/topics they are under.
Body Language/Making a Friend
Warm Up Questions
The Psychology of the Sale