Sales Training Part 1

 

When I first got into the timeshare business in 1980, there were different sales ideas. The first experience I had was the podium approach. It was a 25 man sales line and we each had our own cubicle. We would greet clients in the waiting room and lead them to our little "office". From there we would talk and get to know them. Finally we would tell them about a new product called timeshare.  A message would come on the speaker and we would lead them all into a room full of chairs.

One of the managers was getting ready to give a talk and present the product we were selling.  I remember one manager would ask someone to see their watch. After looking at it, he would throw it up against the wall breaking it.  He would pull it from his pocket to show it was all just a trick and that the clients watch was still unharmed.

I remember another manager that took one of the gifts we gave clients for attending our presentation.  It was a thin particle board grandfather clock. He had people from the audience come up and kick it.  "Wanted to get the emotion up in the room", he would say. One never knew what the next days podium would bring.

After their talks we watched a movie about our exchange company. We would then do a car tour which was driving them to the resort and back. We showed them a beautiful 5 star room and brought them to the office to show the price. A manager or a TO would then come to our table and try to "close" the sale, which means geting the clients credit card for the downpayment.

There wasn't a lot of training going on, and what was going on was being done by the older sales reps. They had worked there for a while and had developed their own story. They were always eager to tell you all about it after they had a sale.


 

 


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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. 

1.Pre tour

2.Greeting


Body Language/Making a Friend

3.Warm Up 

Warm Up Questions


The Psychology of the Sale


4. Discovery


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