SEQUENCE TO SUCCESS PRESENTS:
THE PSYCHOLOGY OF SALES UNDERSTANDING THE PROVEN FORMULA TO SUCCESS “SETTING TOMORROW’S STANDARDS TODAY”
SEQUENCE TO SUCCESS 1
THE PROVEN FORMULA TO SUCCESS
2 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
The Proven Formula to Timeshare Sales Success is to‌ 1. Establish ___________________________ 2. Identify a ___________________________ 3. Provide a ___________________________ 4. Create _____________________________ 5. Build a _____________________________
SEQUENCE TO SUCCESS 3
PSYCHOLOGY OF SALES
UNDERSTANDING THE COSTUMER’S MINDSET
OWNER URGENCY
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
4 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
BUYER
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
SEQUENCE TO SUCCESS 5
PSYCHOLOGY OF SALES
BUYER A Buyer has found the right product. It’s not a matter of “if” It’s just a matter of “when” A Buyer will purchase
•
______________
•
______________
6 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
BUYER
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
SEQUENCE TO SUCCESS 7
PSYCHOLOGY OF SALES
SHOPPER A Shopper initiates the sales process. A certain level of sales acceptance is there. They are not Buyers! A Shopper needs to be sold. He is looking for a
•
______________
8 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
PRE-SHOPPER
LEVEL 0
PRE-SHOPPER
SEQUENCE TO SUCCESS 9
PSYCHOLOGY OF SALES
PRE-SHOPPER A Pre-Shopper has been brought into the sales process through solicitation or some type of enticement. A certain level of sales resistance is there.
1. With a pre-shopper there is a lack of ________________. 2. There is no _____________ established. 3. They believe there isn’t any ___________.
10 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
NON-SHOPPER NOTES: _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________ _____________________________________________
SEQUENCE TO SUCCESS 11
PSYCHOLOGY OF SALES
THE KIRBY STORY
12 SEQUENCE TO SUCCESS
速
PSYCHOLOGY OF SALES
CREDIBILITY Is an impression of… Trustworthiness Believability Competence The result of establishing credibility… Your customer will trust you and you will be able to create a bond with them.
SEQUENCE TO SUCCESS 13
PSYCHOLOGY OF SALES
PROBLEM Is a circumstance or condition that needs to be changed. People purchase products to… •
______________________
OR •
______________________
When you identify THEIR problem, You identify THEIR NEED!
14 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
NOW YOU CAN BEGIN THE SALES PROCESS!
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
SEQUENCE TO SUCCESS 15
PSYCHOLOGY OF SALES
SOLUTION Is the method or process of solving a problem. You cannot present a solution until you have identified a PROBLEM The result of providing a solution‌ Now you have converted them from a Shopper into a Buyer.
The solution is always ____________________
16 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
URGENCY Is motivation for people to take action when problems are painful enough or opportunities are enticing enough to justify making a change.
Without Urgency, the Buyer has no incentive to purchase… ____________________________ The result of creating urgency… Is that the Buyer understands that to benefit from the solution, they must become an Owner “TODAY”.
SEQUENCE TO SUCCESS 17
PSYCHOLOGY OF SALES
OWNER OWNER URGENCY
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
18 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
OWNER A Buyer becomes an Owner when enough urgency has been created. Because you created urgency, “Somewhere” becomes •
_____________________
and “Someday” becomes •
_____________________
SEQUENCE TO SUCCESS 19
PSYCHOLOGY OF SALES
BUILD A RELATIONSHIP
OWNER URGENCY
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
20 SEQUENCE TO SUCCESS
PSYCHOLOGY OF SALES
STAGES OF A SALE PRE-SHOPPER
SHOPPER
BUYER
OWNER
SALE! SEQUENCE TO SUCCESS 21
I.T.T. INTERACTIVE TRAINING TECHNOLOGY
22 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
R.P.M. STRATEGY
RPM
When we clearly know “WHAT” it is that we want to accomplish and have enough reasons “WHY” we should, we will figure out the “HOW” to!
R
_____________________
P
_____________________
M
_____________________
SEQUENCE TO SUCCESS 23
INTERACTIVE TRAINING TECHNOLOGY
RPM ZONE PREPARATION R
RESULT: Get into your ZONE & stay there!
P
PSYCHOLOGY: To maintain your focus, confidence and control. No matter who! No matter what! No matter where!
M
METHODS: “Life is 10% what happens to you and 90% how you deal with it” Putting on your UNIFORM triggers entry into YOUR ZONE! • • • • • • • •
24 SEQUENCE TO SUCCESS
Follow your RECIPE! (power move, music, memory, etc.) VISUALIZE your DEAL! Maintain a BULLETPROOF attitude! NO FEAR! Stay confident! You are UNSTOPPABLE! Assume the SALE! Don’t let ANYONE steal your DREAMS!
INTERACTIVE TRAINING TECHNOLOGY
RPM ZONE PREPARATION My personal recipe: If you made a movie of your life, what would be the most exciting part of your movie?
SEQUENCE TO SUCCESS 25
INTERACTIVE TRAINING TECHNOLOGY
Presentation sequence: 1.___________________________________________ 2.___________________________________________ 3.___________________________________________ 4.___________________________________________ 5.___________________________________________ 6.___________________________________________ 7.___________________________________________ 8.___________________________________________ 9.___________________________________________ 10.__________________________________________ 11.__________________________________________ 12.__________________________________________ 13.__________________________________________ 14.__________________________________________ 15.__________________________________________ 16.__________________________________________ 17.__________________________________________ 18.__________________________________________ 19.__________________________________________ 20.__________________________________________ 21.__________________________________________ 22.__________________________________________
26 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
RPM WARM UP / DISCOVERY R
RESULT: Establish trust and build rapport with the guests.
P
PSYCHOLOGY: To lower the guests’ resistance and create a willingness to listen to you.
M
METHODS: “You will never have a 2nd chance to make a GREAT 1st impression.” • • • • • • • • •
INTRODUCE yourself with the “Your resort greeting” Acknowledge ALL members of the party & get their NAMES. Be PROFESSIONAL. SMILE! BREAK BREAD (eat breakfast/snack) with the family! LIGHT conversation (self-portrait). Ask questions in a conversation form – it’s not an interrogation. This is NOT the time to sell the product! Determine if child(ren) are APPROPRIATE for the Fun Center/Nursery. Remember, RAPPORT IS POWER!
SEQUENCE TO SUCCESS 27
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
WARM UP / DISCOVERY • • • • • • • • • • • • • • •
28 SEQUENCE TO SUCCESS
Be available for your tour immediately. Pick up your survey. Memorize their names and put the survey away. Greet your family in the lobby with your resort greeting… “Good Morning! Welcome to the “Your resort name”. My name is ___________, I’ll be your personal representative today.” Invite them to breakfast. Reserve a table. Escort guests to the table. Put survey away. Remember proper seating. No ping-ponging. The conversation is YOUR responsibility while you’re warming up. Carry the weight! Make sure to do your Discovery Questions. Help clean up and get ready to start. Decide whether children are appropriate for the Fun Center/Nursery. When applicable, take one parent to Fun Center/Nursery.
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
WARM UP / DISCOVERY Self-Portrait
Jump-start the conversation with… Who? What? Where? When? Why? How? (Open-ended questions)
• Are you originally from ________________? • How did you arrive in town? Did you fly or drive? • Who came with you? • When was last time you visited Orlando? • Where are you currently staying? • How long will you be in town?
SEQUENCE TO SUCCESS 29
INTERACTIVE TRAINING TECHNOLOGY
“It is not the quantity, but the pertinence of your words that does the business.” - Seneca
RPM INTENT R
RESULT: Lower tension by knowing the sequence of events of the presentation.
P
PSYCHOLOGY: To get the guest to listen to you with an open mind and continue to establish control.
M
METHODS: “Intent is the transition from fun and chit-chat to fun and business.” • • • • • •
30 SEQUENCE TO SUCCESS
KNOW your SCRIPT! Say it with CONFIDENCE and CERTAINTY! Explain EACH STEP of the process! Get ATTENTION and AGREEMENT from all members of the party! KEEP IT SIMPLE! NO SELLING!
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
INTENT Lead in questions: • Have you been to a timeshare presentation before? • Where? When? • What week do you own? • How would you rate your experience there? TRANSITION: I don’t know what they did there, however let me explain what we’re going to be doing here today. • • • • • •
Brief insight of who we are. Survey. Explain the program and how it works. Go out and see the property. After the model, come back here. Break down financing.
CLOSE: Of course you know this is a sales presentation and at that time, I will ask you to become an owner. Please understand that any incentives offered to you are only good while you are on tour with me TODAY! However, you are under no obligation to purchase. And whether you say, ‘yes’ or ‘no’ we will shake hands and part friends. Fair enough? (shake hands)
SEQUENCE TO SUCCESS 31
INTERACTIVE TRAINING TECHNOLOGY
“You cannot earn their business, until you earn their trust”
RPM CREDIBILITY R
RESULT: Establish credibility to “Your Company”
P
PSYCHOLOGY: To continue to develop a level of trust necessary for the guest to make a comfortable buying choice.
M
METHODS: “Confidence in yourself and your company is integral to successful selling.” • • • •
32 SEQUENCE TO SUCCESS
TRANSFER your BELIEF in the company! BE ENTHUSIASTIC! Be INTERACTIVE! Stay in SEQUENCE – No Selling!
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
CREDIBILITY TRANSITION: Have you ever heard of Tempus Resorts? Well, to begin our presentation, let me start off by telling you a little bit about our company. • Tempus Resorts was founded in December 1997. • Management team with over 100 years of combined experience in the hospitality industry. • April 1998 Mystic Dunes was purchased for $40 million. • Our company has emerged into one of the leaders in the hospitality industry. • We recently opened our newest resort - Dunes Village, which is located on the “Golden Mile” of Myrtle Beach’s Grand Strand. • Tempus has developed strong alliances with worldwide recognized com panies such as Universal Studios, Sea World, Busch Gardens and Disney World. • And as a result, over 100,000 families from all over the world have pur chased with us. CLOSE: Today, you have an opportunity to experience our flagship property and see why so many families chose to make Mystic Dunes their home away from home.
SEQUENCE TO SUCCESS 33
INTERACTIVE TRAINING TECHNOLOGY
PRE-SHOPPER CREDIBILITY STAGE
By establishing credibility, you have created a bond with them. Now their mind is open to making a buying decision. However, they still believe there isn’t any problem with the way they vacation.
CREDIBILITY
PRE-SHOPPER
34 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
“No one ever listened themselves out of a sale.”
RPM VACATION PROFILE R
RESULT: Uncover their deepest emotional reasons to buy and continue to establish a bond.
P
PSYCHOLOGY: To help anticipate objections, find the problem, build more trust and continue to lower tension.
M
METHODS: “Bring to light the information we previously did not know.” • • • • • • • • •
You ALWAYS fill out the survey! It is NOT an interrogation. HAVE FUN! NEVER try to overcome objections! NEVER sell during the Vacation Profile. Expand with PRECISION QUESTIONS! (Who, What, Where, When, Why and How) Go 3 questions DEEP! LISTEN ACTIVELY!! RESPECT and VALUE the speaker! Distinguish their E.R.T.B.’s.
SEQUENCE TO SUCCESS 35
INTERACTIVE TRAINING TECHNOLOGY
VA C AT I O N P R O F I L E Family (Name & Ages): __________________________________________________________ Occupation:____________________________ Occupation:____________________________
Why did you choose “Your location” for vacation this year?_____________________________ What time of year do you normally vacation? ________________________________________ How far in advance do you plan your vacation? _______________________________________ How many weeks a year do you vacation away from home? ____________________________ If money and time weren’t an issue, how many weeks would you like to vacation? ________ Where do you normally stay on vacation? Hotels
Vacation Home * Vacation Ownership
Others? On average how much do you spend per night on accommodations $ __________________ *Ownership info: _____________________________________________ How many more vacations do you plan on taking in your lifetime? 20 30 40 From 1 to 10 how would you rate this vacation? ________________ Accommodations? _________________ What has been the best vacation you have ever taken? _________________ If I sent you on an ultimate vacation, sparing no expense, what would your top 3 destinations be? ___________________________________________________________________________________ Accommodation? __________________ Activities? _________________ Cost? ___________ From 1-10, how important are vacations to you and your family? _______________ Why? ________________________________________________________________ Outside of an emergency, is there anything that would prevent you from going on vacations? _______________________________________________________________________________
36 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
VACATION PROFILE TRANSITION: Now that you know a little bit about us, let me find out about you and how you like to take vacations. Family:
Names? Ages?
Occupation: • How long have you worked there? • Big company? Number of people you work with? • Do you do anything on the side? 1. Why did you choose “your location” for vacation this year? _____________________________________________________ • Special occasion you are celebrating? • Besides the parks, anything else appealing to you about the area? • Who made the choice to visit Orlando this year? • How often do you come to Orlando? 2. What time of year do you normally vacation? _____________________________________________________ • How far in advance do you plan your vacation? • Why did you choose that time? • Do you always vacation the same time each year? • How do you normally book your reservations? Internet, travel agent? • Who is in charge of making the travel arrangements?
SEQUENCE TO SUCCESS 37
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
VACATION PROFILE 3. How many weeks a year do you vacation away from home? • Do you go a week at a time or use them together? • How many weeks of vacation do you receive from your job? If money and time weren’t an issue, how many weeks would you like to vacation? 4. Where do you normally stay on vacation? Hotels House *Vacation Ownership Others? On average how much do you spend per night on accommodations $________________________ • Do you normally use that type of accommodations? • What do you like the best? What do you like least? • When you book your reservation, what is more important to you; price, location, or comfort? * If they are an owner: • What week do you own? Where do you own? • How was your sales presentation? • Which resort? • Is it a RCI or II resort? • Deed and Title or Right to use? • What size do you own? • If you could go back in time, is there anything that you would change about what you own? 5. How many more vacations do you plan on taking in your lifetime? 20 30 40 • If 20; why so few? • What will prevent you from taking more?
38 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
VACATION PROFILE 6. From 1 to 10 how would you rate this vacation? ___________________ Accommodations? ________________________ • What would make it a 10 (privacy, space, price, location) 7. What has been the best vacation you have ever taken? • What made it so special? _____________________________________ • When did you go? Accommodations? _______ • Have you gone back since? If not, why? ________________________ 8. If I sent you on an ultimate vacation, sparing no expense, what would your top 3 destinations be? _________________ Accommodation?_____________ Activities? ______________ Cost? _____________ • Have you ever been there before? What has kept you from going? • How soon do you think you’ll be able to go? • Who will you travel with? 9. From 1 – 10, how important are vacations to you and your family? __________________________________________ • Why? • What would make it a 10? 10. Outside of an emergency, is there anything that would prevent you from going on vacations? ___________________________________ • If No, (continue) • If yes, (what would that be)
SEQUENCE TO SUCCESS 39
INTERACTIVE TRAINING TECHNOLOGY
“Pain is the ultimate tool to shift a belief.” - A. Robbins
RPM PROBLEM R
RESULT: Get the guest to understand and agree that renting vacation accommodations creates a problem.
P
PSYCHOLOGY: NO PROBLEM… NO SOLUTION!
M
METHODS: “Tact is the art of making a point without making an enemy.” - J. Olson • • • • •
40 SEQUENCE TO SUCCESS
Point out the MONEY issues. Have a family member do the numbers. Create a financial problem using $100 per night. Express their FINAL $ amount in thousands, hundreds, and ones (Fifty-eight thousand, six hundred and sixty five dollars) Get STRONG COMMITMENT for vacation $ SPENT!
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
PROBLEM TRANSITION: What do you think is the #1 reason people don’t take vacations? (Money) What will happen to your vacations as hotel/rental rates continue to increase? • • • • • • • • • • •
According to Smith Travel Research, the average hotel room cost is $103.64. Average families go on 30 vacations in their lifetime. Total cost of vacations over 30 year span. Let’s use $100. One week = $700. Equals $21,000 with no inflation. What are the odds of no inflation? USA Today quote, “Hotels have peeked into every corner”…. For our example, we’ll use 6%. So after 30 years instead of spending $21,000, with 6% inflation your true cost is $58,665. And with that money, what do you get? Something that looks like this (point to hotel room)
CLOSE: I don’t know if you are going to spend $58,000. I don’t know if you are going to spend $78,000. However, do you agree that if you are going to continue to take vacations you are going to spend money?
SEQUENCE TO SUCCESS 41
INTERACTIVE TRAINING TECHNOLOGY
PROBLEM LODGING COST PER NIGHT
$100
LODGING COST PER WEEK
$700
TOTAL LODGING COST OF THE NEXT 30 VACATIONS ...TIMES THE INFLATION FACTOR
GRAND TOTAL
42 SEQUENCE TO SUCCESS
$21,000
6%
$58,665
INTERACTIVE TRAINING TECHNOLOGY
PRE-SHOPPER PROBLEM STAGE
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
SEQUENCE TO SUCCESS 43
INTERACTIVE TRAINING TECHNOLOGY
RPM VACATION MONEY R
RESULT: Get the guest to understand & agree that the money they are spending is separate from their everyday responsibilities.
P
PSYCHOLOGY: So the guest will not use their everyday financial responsibilities as a reason not to become an owner today.
M
METHODS: “You’re spending this money ANYWAY” • • • •
44 SEQUENCE TO SUCCESS
Re-emphasize the money the guest will spend. Have family cross off GRAND TOTAL (survey) & write ‘VACATION MONEY’. Speak with certainty & conviction. Get a handshake from everyone in agreement with the money they are spending anyway.
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
VACATION MONEY TRANSITION: Now that you have agreed you are going to spend money on vacation, let’s talk about that money for a minute. •
When you came here on vacation, did you call the bank and say, “I’m not going to pay my mortgage payment or car payment this month because I’m using the money for a vacation? (of course not)
•
Would you take money from your kid’s college fund to buy souvenirs while you’re here?
•
If taking vacations would prevent you from paying your bills, putting your kids through college, or buying a new house, you wouldn’t be here right now. So let’s call it what it really is VACATION MONEY.
•
(cross out GRAND TOTAL & write VACATION MONEY).
CLOSE: So later when I ask you to become an owner, I won’t be asking you for the money you use for your household bills, only the money you are spending on vacation anyway. So if I’m not asking you for this money, please don’t use it as a reason for not purchasing today. Fair enough? (get handshake)
SEQUENCE TO SUCCESS 45
INTERACTIVE TRAINING TECHNOLOGY
“The power of choices”
RPM CHOICE R
RESULT: Get the guest to choose the concept of vacation ownership as the solution to their new found problems.
P
PSYCHOLOGY: To awaken the guests’ interest and make them more receptive to hearing the benefits of owning at “Your Resort”.
M
METHODS: “Everyone buys on emotion and then uses LOGIC to justify the purchase.” • • • • • • • • • •
Explain WHY vacation ownership instead of the others! PRE-FRAME and ASK precise questions! Build LOGIC to solidify the sale! Remind the guest…”It’s a SIMPLE CHOICE!” Use KEY WORDS like: simple, benefits, easy, opportunity. You are NOT a TEACHER! Know the product, AND don’t oversell! Close each box. REMEMBER, they cannot be sold on “YOUR RESORT” until they’re sold on the CONCEPT! Speak about benefits (positive) then disadvantage (negative)
DO NOT MOVE ON UNTIL THE GUEST AGREES VACATION OWNERSHIP IS THE BEST CHOICE!
46 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
CHOICE TRANSITION: Great! Now let’s talk about your vacation choices. CHOICE 1 – Stay home. • Don’t take vacations. Did you know that taking annual vacations can help relieve stress and help you live 7 to 10 years longer? It’s also important for family bonding, have you ever heard the quote, “Fami lies that play together stay together”? • If you never see me again, are you going to continue to go on vaca- tion? (Good) Can I cross that out? CHOICE 2 – Rent a room. Benefits: • Hotels offer flexibility – don’t have to go to the same place or travel the same time every year. Problem: • Don’t have comforts of home, no privacy, no equity. • And after spending $58k - $78k, how much money do you have left over? • (Nothing), because you are renting. CHOICE 3 - Buy a vacation home. Benefits • Congratulations! • You’ve solved your renting problem. • You told me you would love to vacation in . • Buy a house there. • How much do you think a vacation home would cost you? • Good news; Deed and Title. No more renting. • You can use it, rent it, will it, sell it; any equity belongs to you.
SEQUENCE TO SUCCESS 47
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
CHOICE CHOICE 3 (continued) Problem • You don’t vacation all year long, but you’re obligated to pay all year long. • Up keep cost (maintenance, furnishings, taxes) • Same location every year. • Go somewhere else, what do you go back to doing? (renting) • Did you solve your problem? (No). CHOICE 4 – Vacation Ownership “Buy vacation ownership”; buy it from me here today. • Same house; except it’s divided into 52 equal shares. • Only buy the amount of time you need. • Instead of 100% price / 2% usage. You pay 2% of price / 100% usage. • Deed & Title. • Use it, will it, sell it, rent it. • Over 2,400 resorts in over 75 different countries. • You can visit Hawaii, Spain, etc. CLOSE: Which choice do you think makes more sense for families to use for their vacations? (Exactly)
48 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
RPM VACATION OWNERSHIP R
RESULT: To establish credibility to the Vacation Ownership industry.
P
PSYCHOLOGY: To make the guest feel more comfortable about purchasing Vacation Ownership.
M
METHODS: • • • • •
Make sure to point out the money they are going to spend anyway (on the survey). Don’t forget to compare the flexibility, comfort, privacy of home and financial benefits to Vacation Ownership. Show facts about the industry. Point out the articles, Chicago Tribune and USA Today. Speak with CERTAINTY and CONVICTION.
SEQUENCE TO SUCCESS 49
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
VACATION OWNERSHIP TRANSITION: Vacation Ownership is taking the same money you’re going to spend anyway, giving you the same flexibility of a hotel, the same comfort and privacy like whole ownership with the financial benefits of a deed and title. • • • • • • • • • •
6.7 million owners from over 270 countries worldwide. It’s a $9 billion international industry. 13.7 million people are expected to purchase a vacation ownership villa within the next few years. Vacation Ownership is the fastest growing segment of the travel in dustry. USA Today: “The entry of major hotel companies into timeshare de velopment has brought the business credibility and visibility.” The Chicago Tribune says: “…buy a timeshare if you want flexibility and variety.” Quote: “People who own timeshare are a unique group because other people tell them not to buy, but they do anyway and they keep buying.” Quote for existing owners: “Among US Timeshare owners, they own the equivalent of 2 timeshare weeks.” Owner’s testimony. Ownership is one of the main quality families look for in this product.
CLOSE: Why do you think 6.7 million families chose to purchase Vacation Ownership?
50 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
“People buy when they think the value is higher than the cost.”
RPM OPTIONS R
RESULT: Get the guest to understand the different options we offer and to condition their mind that the 3/3 plan is the best value.
P
PSYCHOLOGY: So at the back-end, the guest believes that our price is an excellent value.
M
METHODS: “THIS IS NOT THEIR TIME TO CHOOSE!” • • • • • • • • •
EXPLAIN the 2 bedroom/2 bathroom villa, its price, the maintenance share and the property taxes. EXPLAIN the 3 bedroom/3 bathroom villa, its price, the maintenance share and the property taxes. Compare the PROBLEM $ to the prices! ALWAYS round the price to the hundreds For only thirty-seven, six Call maintenance fee, your maintenance SHARE Use key words like: ONLY and JUST KEEP IT SIMPLE! LEAD the guest to the 3/3 plan! (2 for the price of 1)
SEQUENCE TO SUCCESS 51
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
OPTIONS TRANSITION: What does value mean to you? Let me show you the value of our units. • • • • • • • • • • • • •
You can buy a 2 bedroom / 2 bath villa today. 1,500 sq. ft. sleeps 8. You can buy a 3 bedroom / 3 bath villa today. 2,000 sq. ft. sleeps 12. Both villas, you’ll own it forever / passes on to every generation. 3 bedroom is unique because it is a lock-off. 2 bedroom and 1 bedroom condo put together. If you use it all together, it’s one week in 3/3 that sleeps 12 or split into 2 weeks, 1 week in a 2 bedroom and an additional week in a one bedroom. Get 2 weeks for the price of one. Price for 2 bedroom is only $29-9. 3 bedroom only $37-6. So which program is our best value? Even if you split it as 2 weeks; only pay maintenance and taxes once per year.
CLOSE: It’s simple, you’re already committed to spending $58,665 (show green sheet) and our prices top out at only $37-6. It’s not hard to see why so many families will be purchasing vacation ownership here today.
52 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
SHOPPER SOLUTION STAGE
They are now sold on “Your Resort” as their choice. You have just converted them from being a Shopper to a Buyer. It is no longer a matter of “if” they will own timeshare, but a matter of “when”!
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
SEQUENCE TO SUCCESS 53
INTERACTIVE TRAINING TECHNOLOGY
RPM URGENCY STATEMENT R
RESULT: To lead the guest to make a ‘yes’ or ‘no’ choice at the end of the presentation.
P
PSYCHOLOGY: Help the guest understand why we must do business TODAY.
M
METHODS: “Eliminate ALL the MAYBE’S” • • • • • • • • •
54 SEQUENCE TO SUCCESS
Explain the MARKETING COST. GIVE the ‘ON TOUR’ BENEFIT. Express the ON TOUR BENEFIT. Express the “TODAY’ only price in a condensed version. LEAD the guest to the MONEY OBJECTION. ANYTHING other than a ‘YES’, is a ‘NO’! Eliminate the MAYBE! Be decently BOLD! MAKE EYE CONTACT. Get a FIRM handshake from all parties.
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
URGENCY STATEMENT TRANSITION: Now the prices I’m showing you today, I don’t anticipate them changing in the next couple of weeks, however, remember at the beginning when I told you that any incentive we are offering to you are only good while you are here on tour with me, well let me explain why… • • • • • • • • • •
200 families. $90,000 marketing per day. If you owned this resort and invited those families and did not pur chase. Would you invite them back? (NO) Why? Same reason we rather earn your business NOW! To help you make the choice. On Tour Benefits 15% discount on both 2 and 3 bedroom. 2 bedroom price and discount, making your TODAY only price… 3 bedroom price and discount, making your TODAY only price…
CLOSE: So when we come back inside, I’m going to break down the financing and ask you for a simple ‘yes’ or ‘no’. If you see the program as a benefit for you & your family, tell me ‘YES’, if it’s not affordable, tell me ‘NO’. Unfortunately, anything other than a yes, I will have to accept as a ‘no’. Fair enough? (handshake)
SEQUENCE TO SUCCESS 55
INTERACTIVE TRAINING TECHNOLOGY
BUYER URGENCY STAGE
You are half-way there with Urgency, you must now motivate them enough to take action TODAY or they will not become Owners.
URGENCY
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
56 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
“There is nothing in words. Believe what is before your eyes.” -Ovid
RPM RENT VS. OWN R
RESULT: To solidify the logical reasons for the guest to purchase TODAY!
P
PSYCHOLOGY: Demonstrate the benefits of owning vs. the consequences of renting!
M
METHODS: “You can travel like the rich and famous and you don’t have to be rich or famous.” • • • • •
Point out the basketball, tennis courts and bikes on the way to the WATERFALL. Link the PLEASURES of owning with VACATION OWNER - SHIP! Pitch using FEAR OF LOSS! Make sure to use survey to create pain of the money they are committed to spend on renting vacations. BE STRONG! Don’t waiver in your conviction!
SEQUENCE TO SUCCESS 57
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
RENT VS. OWN TRANSITION: (As moving towards waterfall) From 1 to 10 how would you rate the program so far?..... What would make it a 10?.... • Once you become an owner, you don’t have to visit the park every day. • Visiting the parks can become very expensive. • Free amenities to all our owners, such as basketball, ping-pong, bicycles, swimming pools and miniature golf. (At the Waterfall) • Why do you think most people preferred to own their home instead of renting forever? (Exactly) • For the same reason people have realized that for the same money they are spending to rent a hotel room, they can own their accommodations forever. • You’ve already chosen to continue to take vacations and you’re going to spend this amount of money (show green sheet), so let’s talk about your choices – Choice #1 • Let’s say you choose not to become an owner today. • Vacation for 30 years, saved all your receipts. • How much of that money will you get back? (zero) Choice #2 • Let’s say you choose to become an owner today. • After 30 years you don’t want to vacation anymore. • Sell your villa to a friend for the same amount of money you put into it. • How much did those 30 years of vacation cost you? (zero) • Even if you sold it for half, whose money is it now? (mine) CLOSE: Which choice makes more sense, continuing to rent or becoming an owner TODAY?
58 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
“Your ability to live your dreams may be closer than you think” - John C. Maxwell
RPM SPECIAL AMENITY R
RESULT: To get the guest to understand the benefits of having the golf course on property whether the guest plays or not.
P
PSYCHOLOGY: So the guest will conclude the golf course will help their exchange power.
M
METHODS: “A vacation lifestyle affordable to everyone” • • • • • • • •
Moving ‘maintenance pitch’. Pre-frame the clubhouse on the drive (clubhouse rules) Move quickly! NO LOITERING in the clubhouse! Stay out of the restricted areas. Point out the quality of the clubhouse Put them in the picture. Get them excited about the vacation lifestyle. When leaving the clubhouse –
*DO NOT speak about what they are doing after the presentation or the gift.
SEQUENCE TO SUCCESS 59
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
SPECIAL AMENITY MAINTENANCE PITCH: These buildings are our first buildings, however if I asked you to pick which one is the oldest, I bet you couldn’t do it. • •
That is your maintenance share at work. Our owners have mentioned to us that it makes more sense to pay maintenance and taxes towards their own property than to maintain someone else’s property.
(As you are driving towards the golf course) • Your maintenance share does not go toward the upkeep of the golf course. • So if you don’t play, you don’t pay.
TRANSITION: This is “Special Amenity. One of the premier golf courses in the Southeast USA. This is the quality you can come at “Your Resort” • • •
Full service restaurant and bar. Fully stocked pro-shop with everything you need for golf. Contributions to reputable charities – March of Dimes, American Can cer Society, Armstrong Foundation for Premature Babies and United Way.
60 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
SPECIAL AMENITY (Veranda) • • • • • • • • • •
We spent over $15 million on the golf course and clubhouse. Most of owners don’t play golf. Why would we do that? 2 main reasons… First reason, do you think golf is a popular sport? For owners that play golf, it’s an amenity they look forward to. Second reason, for those golfers that exchange into Orlando, what is the 1st thing they look for in their accommodations? (golf course) With the high demand of owners exchanging into the resort, what do you think that does for your exchange power? Does having a golf course on your property hurt or help your ex change power? You’ll receive all the benefits without the cost.
CLOSE: Do you think the golf course on your property is a benefit to you even if you don’t play golf? (yes) What would you need to do today to begin taking advantage of these benefits and make sure your future vacations become a reality? (purchase).
SEQUENCE TO SUCCESS 61
INTERACTIVE TRAINING TECHNOLOGY
RPM PROPERTY TOUR CONVERSATION R
RESULT: To build more value to the property by showing the variety of amenities and the benefits.
P
PSYCHOLOGY: Continue to build value to the property, so the guest believes the value out weighs the cost.
M
METHODS: • • • • •
62 SEQUENCE TO SUCCESS
Point out activities offered. Cost savings example. Test their temperature. Put them in the picture. Keep their attention on the property.
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
PROPERTY TOUR CONVERSATION TRANSITION: (Leaving special amenity) “So let me ask you, what are your favorite activities to do while on vacation?” (Great) As an owner… • • • • •
Golf clinic Family pool side bingo Family comedy night Dive-In movie Monday to Friday, Owners breakfast
(“Breakfast for a family of 4 at Denny’s can cost upwards in the amount of $140.00 for the week. Imagine, just by having breakfast here at the resort before you head to the parks, you can use that money to buy souvenirs, drinks, popcorn or cotton candy for the kids”) • •
Monday night owners “Meet & Greet BBQ” Karaoke night
(Passing the Sales Center) CLOSE: (Temperature Test): From 1 – 10, after seeing what I showed you, how would you rate the program so far? What would make it a 10?
SEQUENCE TO SUCCESS 63
INTERACTIVE TRAINING TECHNOLOGY
RPM GUARANTEED VACATIONS R
RESULT: Get the guest to realize that by owning, they are guaranteed to vacation every year.
P
PSYCHOLOGY: Because without a need for vacations, there is no need for your product.
M
METHODS: “Life isn’t measured by the breaths we take, but by the moments which take our breath away”! • • •
64 SEQUENCE TO SUCCESS
Point out the cabanas, BBQ, waterslide, and volleyball. Remember to relate to the activities they are interested in. PUT THEM IN THE PICTURE.
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
GUARANTEED VACATIONS TRANSITION: Think about the last time you spent quality time with your family, how did it make you feel? • • • •
Do you remember earlier when we spoke about why vacations are important? How taking vacations will strengthen your family bond and make your life healthier? Knowing vacations can improve your life in all those areas. Do you think taking a vacation is a luxury or necessity? (necessity)
Earlier I asked you what do you think is the #1 reason people don’t take vacations, and you said money. • • • • • •
Those families over there, what do they all have in common? They all have bills, demands and everyday pressures; however they are still on vacation. A year ago, they were on a presentation, just like you. Had to make a choice. Chose to become an owner. Prepaid vacations have guaranteed travel forever.
CLOSE: If you had your vacations paid for every year, would you go on them? What do you need to do today in order to guarantee a life time of vacations for you and your family?
SEQUENCE TO SUCCESS 65
INTERACTIVE TRAINING TECHNOLOGY
“How badly you’re bleeding will dictate how fast you drive to the hospital.”
RPM PAST, PRESENT & FUTURE R
RESULT: Get the guest to realize that financially the best time to buy is NOW!
P
PSYCHOLOGY: The guest will NOT come back and pay more for it later.
M
METHODS: “There are no BE-BACKs! It is NOW or NEVER” • • • • •
66 SEQUENCE TO SUCCESS
BE STRONG! Get a COMMITMENT from all parties! This is a GREAT CHANCE to create URGENCY! PITCH using FEAR OF LOSS! DON’T WAIVER IN YOUR CONVICTION!! REMEMBER, its not a matter of “IF”, it’s a matter of “WHEN” they are going to buy!
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
PAST, PRESENT & FUTURE TRANSITION: Now that we have talked about you becoming an owner, let’s talk about WHEN you should become an owner. “Your resort name” was started back in 1998. Just imagine if you were here in 1998 driving on dirt road and nothing on the property. Would you have bought? Why? PAST SCREEN • Back then 1 out of 4 families purchased. • Those are the families you saw at the pool. • Their vacations are guaranteed forever at 1998 prices. • Who do you think got the better price, the families who bought back in 1998 or the families that are buying now? PAST SCREEN • Here in 2000, we’ve made improvements to the property. • We only had 4 buildings, yet people were still buying. PRESENT SCREEN • Now today we continued to make improvements to the property. • Since those families bought in 1998, we’ve added…Tennis, Basket ball, Garden Pool, Miniature golf • As we continued to build more buildings, we added more activities to enjoy, such as….Terrace pool, Courtyard pool, 18 hole champion ship golf course, Clubhouse with Steakhouse
SEQUENCE TO SUCCESS 67
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
PAST, PRESENT & FUTURE PRESENT SCREEN (continued) • The families that bought in 1998 are enjoying these new amenities without spending any more money. • Now, there were 3 out of 4 families that decided not to purchase. • They had many excuses, dog sick, cat drunk, etc…. • Since 1998, do you think they stopped taking vacations? (NO) • They continued to take vacations and pay rent. • Eventually they are going to purchase. All waiting did was cost them more money. FUTURE SCREEN • Eventually you are going to own your vacations. • It’s not a matter of if, it’s only a matter of when. CLOSE: So, let me ask you when WOULD HAVE been the best time to purchase? (1998) You can’t go back and purchase in 1998. You missed that opportunity. So your choices are to purchase today at today’s prices or in the future when it will cost you more. Financially, when is the best time to buy? (Today)
68 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
RPM THE MODEL R
RESULT: Get the guest to conclude that “Your Resort” is where they want their vacation ownership.
P
PSYCHOLOGY: To put them COMPLETELY in the picture!
M
METHODS: •
Model Tour Sequence − Master Bedroom − Balcony − Living Room − Kitchen − 2nd Bathroom − 2nd Bedroom − Lock off
• • • •
Keep your family together, remember the sequence and maintain control. Get commitment from all guests. Put them in the picture. Assume the Sale.
DO NOT BE A TOUR GUIDE!
SEQUENCE TO SUCCESS 69
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
THE MODEL TRANSITION: Remember earlier when you said it makes more sense to own your vacations, well let me show you the condo that comes with your ownership. (Enter Villa) Master Bedroom: (Privacy) • Door has a lock. • What would that mean to you? • When you stay in a hotel, do you get the same kind of privacy? • If this was the type of accommodations you got for what you are paying to rent you’re hotel room, would you take it? • Well, just imagine, no more having to deal with the inconvenience of the lack of space in a hotel room. Patio: (Exchange) • This is your dream vacation patio! • Today, Orlando over looking the golf course, next year, on the white sandy beaches in Hawaii. Living Room: (Quality time with family & Referral Program) • What happens on a rainy day in a hotel room? • You’re forced to either stay in your room or some type of indoor ac tivity. • Did you plan this vacation to stay indoors the whole week? (Probably not). • On rainy days, watch dvd’s, play family games or just relax. • Do you know anyone that wants to travel this way? • When you purchase today……
70 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
THE MODEL • • • •
Friends and family stay here at a discount rate in our Referral Pro gram. They will be treated just like you, an owner. I will take care of them. When they buy, you’ll receive up to 500 credits, you can use towards your maintenance, tax, or mortgage).
Kitchen: (Convenience and savings) • This is your full size kitchen. • Nobody goes on vacation to cook. • However, it’s better to have it and not need it, than to need it and not have it. • Microwave – heat up leftovers. • Refrigerator – convenience. (Soda, lunch meat) • Washer and dryer – don’t have to take home dirty clothes or you don’t have to for t at extra luggage on the airplane. • If you take a look at this picture of a typical family eating dinner at a restaurant. • Eating at restaurants can easily become expensive. • By having a kitchen, that money goes back into your pockets. Second Bathroom: (Time savings) • Don’t have to share the bathroom with other family members. • Sleep in a little later. • Kids can have their own privacy.
SEQUENCE TO SUCCESS 71
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
THE MODEL 2nd Bedroom: (Hotel Comparison) • What does this remind you of? • If I asked you to give me a check for $58,000 with the ability to use this room for 30 years, what would you tell me? • Unless you change that, that is exactly what you’re doing each time you check in and out of a hotel. • You can either spend $30,000 and get all this (show condo) or $58,000 for a hotel room that looks like this. Which is better? Lock off: (2nd Week) • This is either your 3rd bedroom / 3 bath or another week of ownership. Close: Ask the wife: Ask the husband: Ask both:
What do you like best about the program? What do you like about the unit? How would you use it? So you both see the benefits?
Since you both like the program, both of you would use it, and you see the benefits, why wouldn’t you buy from me today?
72 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
RPM PROPOSAL SET UP R
RESULT: Break down the financial structure.
P
PSYCHOLOGY: So the guest will be receptive to the sequence of the drop.
M
METHODS: • • • • • • • • • • • •
Reserve a table. Offer beverages / restrooms. Do not remove kids from the Fun Center/Nursery Get necessary materials (4 proposals, pen, calculator, II book). Do proposal numbers for a 3 bedroom/3 bath (unless family asks for the 2/2) Use simple key words as “only” & “just” Ask for the SALE! Expect them to say “NO”. Ask for the sale again! Isolate a specific problem in the proposal (What’s not affordable?). Don’t “telegraph” the drop. Accept their “no”, shake hands and turn proposal sheet face down.
SEQUENCE TO SUCCESS 73
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
PROPOSAL SET UP TRANSITION: While I’m working the numbers, why don’t you look through the directory and pick where your first exchange will be. • • • • • • • • • • • • • •
Purchase price of the 3 bedroom / 3 bath is $37-6. (Show the financing to the villa size they are interested in) On tour benefit is $5,700. Your today only price is just $31-9. 25% deposit – works out to $8,000. Closing costs are 3% of purchase and $75 for title insurance = $1,032.00. $95 makes you a member of Tempus Select and start using all your benefits. Your total deposit is $9,127. To get your amount financed, we deduct $8,000 from your purchase price of $31-9. Leaving a mortgaged amount of $23-9. Our terms are 5 year mortgage at 17 ¾%. Making your payment only $603.71. How would you like to handle the deposit? Check, cash or credit card? (Not affordable) Ask again… Check affordability of monthly payment.
CLOSE: Sorry to hear that. This is the hardest part of my job. I wish everyone could own today but I understand not everyone can afford to. Well I’ll accept your no. Just so I know if I did a good job or not, if this would have been affordable, would you have become an owner today? (Yes) Great, then I did my job. Wait right here. I’ll be right back. 74 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
“A great salesperson is one who helps others get what they need.” - Z. Ziglar
RPM MANAGER SET UP R
RESULT: Create a smooth transition from you to the manager.
P
PSYCHOLOGY: So the guest will be receptive to new information.
M
METHODS: “Introduce new information…ASK for a new decision.” -Zig Ziglar • • • • • • • • •
Approach manager with greensheet and keep it positive. Never pre-judge whether you have a deal or not. You never know. Identify a specific manager and ask them to help. You must pick one! Introduce the manager to table using first names. Reconfirm (in front of the manager) with family, they would have purchased if affordable. Do not raise tension. Ask manager if there is anything he/she can do to help your family. Let them Take Over! Never justify or explain the manager drop!
SEQUENCE TO SUCCESS 75
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
PROPOSAL SET UP (Approaching the manager) Hello, (T.O.), I’m (your name). Can you help me out? (Yes)
(Introducing the manager to the guest) • •
John and Mary, this is (T.O.). I asked him to come over here. John and Mary told me they liked everything. (Turn to family)
CLOSE: As a matter of fact, and correct me if I’m wrong John and Mary….. (Turn to T.O.) they told me that if this WOULD HAVE been affordable, they WOULD HAVE purchased today. The problem is that it’s just not affordable. Can you help us?
76 SEQUENCE TO SUCCESS
INTERACTIVE TRAINING TECHNOLOGY
OWNER URGENCY STAGE
Congratulations! By now, Urgency is strong enough and the opportunity is enticing enough for them to justify becoming an Owner, Today!
OWNER URGENCY
BUYER SOLUTION
SHOPPER PROBLEM CREDIBILITY
PRE-SHOPPER
SEQUENCE TO SUCCESS 77
INTERACTIVE TRAINING TECHNOLOGY
“Test drive it before you buy it.”
RPM EXIT SET UP R
RESULT: Create a smooth transition from you to the VSP representative.
P
PSYCHOLOGY: To assure that the guest had a positive experience and to offer the opportunity to return to “You Resort”
M
METHODS: “It ain’t over ‘til it’s over!” - Yogi Berra • • • • • • •
78 SEQUENCE TO SUCCESS
Get CLEARANCE from the manager BEFORE bringing the VSP representative. STAY at the table WHEN POSSIBLE! Introduce the VSP to the family. Do Not telegraph the VSP program! Do Not introduce the VSP rep as gift/ticket agent! Do Not allow your physiology to change because it isn’t a sale! NO PARTING COMMENTS! 45% of these future tours BUY!!!
INTERACTIVE TRAINING TECHNOLOGY
IDEAS
EXIT SET UP TRANSITION: John and Mary, this is _______. He/She is a representative from the DEVELOPER and he’s/she’s here to close out your invitation.
CLOSE: Thank you for coming to see the presentation. I’m sorry things didn’t work out. I hope you enjoy the rest of your vacation. (Leave them on a good note & shake hands.)
SEQUENCE TO SUCCESS 79
THE PSYCHOLOGY OF A SALESPERSON
TEN MOST COMMON PITFALLS TO AVOID
80 SEQUENCE TO SUCCESS
THE PSYCHOLOGY OF A SALESPERSON
TEN MOST COMMON PITFALLS TO AVOID
10. Avoid….Focusing on the negative Don’t spend your time inventing or reinforcing obstacles. If your tour does not purchase, don’t fixate on them, STAY POSITIVE. Look at every green sheet as a new opportunity. 9. Avoid…Taking rejection personally Be self-confident and strong enough to deal with rejection professionally, not personally. It’s the end of the day, end of the week, end of the month, end of the year. 8. Avoid…Pre-judging Remember, sales is a transference of feelings. Pre-judging will make you defensive and aggressive. You will see your tour as an adversary. It is not a contest. Your mindset should be, “I am here to help these people”. 7. Avoid…Overselling “If it’s too good to be true, it must not be true”. When you paint a picture that is unrealistic, you instantly lose credibility. It is okay to tell your family “NO” every once in a while. 6. Avoid…Not listening to your tour Every family has a unique problem or concern. By doing all of the talking, you will never be able to identify it. You were born with two ears and one mouth; you should listen twice as much as you talk! You must sell people in a way they feel comfortable. Without listening, you will never know the way.
SEQUENCE TO SUCCESS 81
THE PSYCHOLOGY OF A SALESPERSON
TEN MOST COMMON PITFALLS TO AVOID
5. Avoid…Complicating a simple concept Keep it simple. Having an indepth knowledge of your product is a great thing. You don’t need to teach your tour everything you know. If they have a question, it’s great to know the answer, but chances are…if they aren’t asking about it, it’s not important to them! If they are not asking any questions, they are not interested. 4. Avoid…Being sold by your tour If you believe there is any reason for them not to buy from you, YOU HAVE BEEN SOLD! People buy needs, not wants. You change their needs by changing their perspective. 3. Avoid…Being fooled by a “LAY DOWN” The best tour to throw you off track is the one that “IS HERE TO BUY!”. It is very tempting to rush the presentation because you are afraid that this ‘hot’ tour will cool off. Skipping key parts of your presentation can be fatal to your sale. 2. Avoid…Selling Too Soon There is a natural process to a sale. You want to assume the sale from the very beginning, but NEVER start selling before it is time. Any average salesperson will try to satisfy the customer’s curiosity. A GREAT salesperson will try to make them more curious! 1. THE NUMBER ONE PITFALL YOU ABSOLUTELY MUST AVOID… __________________________________________________________
82 SEQUENCE TO SUCCESS
THE PSYCHOLOGY OF A SALESPERSON
Your Checklist for Consistency! 1.
Focus on the positive.
2.
Take rejection professionally.
3.
See my tour as a friend whom I can help.
4.
Make sure it’s not too good to be true.
5. Keep it simple. 6. I can’t be sold by my tour. 7.
There are no ‘Lay Downs”.
8.
Listen to my tour.
9.
Start selling only when it’s time.
10. _________________________________
STICK TO THE FORMULA!
SEQUENCE TO SUCCESS 83
SCRIPTING
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84 SEQUENCE TO SUCCESS