Timeshare Sales Training - Goal Setting

Timeshare Sales Training - Goal Setting

This is the time of year when everyone has the sense of a fresh start. People start the New Year with intentions of making this year better than the last. It is no different in Timeshare Sales. As a timeshare salesperson, our goals are probably along the lines of how much volume we will sell, what our APG (or VPG as some call it) is, hitting the year end bonus marker, or being the salesperson of the year for our site.

Here is the formula for successful goal setting.

Have an effective goal statement.

This is done by being S.M.A.R.T.

Specific
Measurable
Attainable
Realistic
Timely

Make it happen with manageable steps.

In timeshare sales this can be accomplished by using each month as a stepping stone. Some examples - I will have a 3000 APG this month, I will have $150,000 in sales volume this month, etc. Month by month you will be inching towards your year end goal.

Being committed and staying motivated.

When setting goals you should share them with others. They will help you stay accountable, and some may even motivate you. Make sure you are sharing your goals with someone who won't bring you down. Some people may ridicule you for trying to better yourself, and its best to stay away from those "basement" type thinkers... you want the people surrounding you to be supportive. One great technique I have seen work is a contract each month for your monthly goals signed both by the salesperson and the sales manager.

Whatever your goals, I wish you a prosperous 2008!

Timeshare Sales Training - Christmas

Here is an article I found that is very relevant to Timeshare sales training - selling timeshare in the Christmas Season.

This was taken from the website timesharebeat.com and written by Chip Noe.

It is during this season that folks do the most shopping. As salespeople, we hear all kinds of reasons people want to wait to purchase our timeshare. We’ve discussed why everyone needs to buy today, but what about the Christmas season? With everything else going on, why not wait until next year? Besides, people spend a lot of money at Christmas. So once again, why not wait?

This week, folks, we’ll talk about that a little bit.

First, I want to thank everyone for their comments. Many of you are offering words of encouragement. And that spells disaster for those of you who aren’t. So if you have an opinion, either way, keep throwing them at me. It’s ALL good!

For a long time, for me, Christmas was a poor sales month. For other salespeople I knew, it seemed like a breeze. One of those people was Bud.

I didn’t know why, but Bud always sold more around the holidays than during normal times. From the hills at the foot of the Great Smoky Mountains, Bud would bet anyone he could run on all fours down the beach faster than they could. “Give ‘ya a twenty yard head start in the hundred yard dash,” he’d say. We took one look at his hands and bowed out. He had callouses on callouses. The man had worked hard for a living his whole life...manual labor. He and his wife loved to ride around the beach in their Cadillac with their five kids. They were a proud, jovial family. Selling timeshare was the first “professional” job that Bud had ever had in is life. So, I latched onto Bud.

“Let me ride (go on a presentation) with you,” I begged.

“Sure, Boy, you can come with me,” Bud said. “But maybe I can help you some other way. What’s the trouble?”

“I can’t give it away, Bud.” I said. “Around Christmas time, it seems like everyone is too busy. And too broke. Every time I turn around, my customers just bought a car or a boat. And now it’s Christmas. All their money is going to Christmas. Now matter how much I try, everyone wants to wait until next year. How come you sell better this time of year?”

I could see Bud was thinking about it, he had his baseball cap off and he started scratching his head.

“That’s easy,” he began. “How many people you got in your family for Christmas?”

For some reason, everything seemed to come easy for Bud. But I didn’t understand what he meant by “in your family for Christmas”, so I asked him to elaborate.

“To start off with, we’ve got eight people living in our house. That’s me, the wife, our five kids, and her Mother. Then, we try to have gifts for those people we’re closest to. That usually adds up to twenty people, total. That’s our family for Christmas. They’re all very important to us. If we can’t see everyone Christmas day then we’ll talk and we’ll get together later," he explained. “So, what about you...how many?”

I started by telling him, at home, were myself and my yellow lab, when he stopped me. “You don’t need to tour with me, you need to come over to the house,” he interrupted.

“Thanks, Bud,” I countered, not wanting to be a nuisance. “But we’re great, Dr.J and I. We’ve got plans. Besides the fact that I appreciate your offer, how can I sell more in December?” I prodded, being a nuisance. I could tell he was getting hot, because by this time, Bud was squeezing his cap.

“Let’s start with the simple mathematics,” he stated matter of factly. “We used to spend a lot of money during the holidays. All of the kids wanted the latest stuff. When is the last time you bought the latest stuff? And then the clothes, the latest clothes. That was just for the kids. When it came to them, my wife, her Mom, the rest of the family, the extra food we ate, the tips we gave, and the money we donated, monetarily, it added up.”

I could have told him all of that, I thought to myself. My customers tell me that every day. (Obviously, my arrogance was getting in the way. I was thinking instead of listening. I was already reaching my own conclusions. Layering the reality with my own assumptions.)

But Bud wasn’t a top salesperson by accident! Sensing my naivete, he explained some more. “One year, we were sitting around in the dead of winter, by the fireplace. I asked the kids about some of the wonderful gifts they had received for Christmas. One of the kids couldn’t even remember what Santa had brought. Another one mumbled something about how all of his gifts were broken or worn out a long time ago.”

As he paused, I could see Bud was measuring his words.

“It seemed like only seconds later, one of the girls brought up vacations.” he continued. “She wanted to know where we were going this year. When she did that, a couple of my other kids laughed. One said, ‘Sure, Dad. You’re like the house painter whose own home is peeling paint. You sell vacations, but we don’t ever go on them! Almost every year we talk about a big vacation and then something comes up.’ When she said that, I asked everyone if that was true. Boy, did that open the floodgates!”

I could see Bud was getting excited, now. His hat was back on and his arms were waving. Suddenly, I realized, and listened.

“It was the first time I had taken a hard look at my own family’s vacations. I’d been neglecting that. We had to ask ourselves, why had our vacations been so helter-skelter? When were we going to find the time... the money? The timing of those two conversations was a miracle. After what seemed like (considering the magnitude) an easy discussion, we decided to buy a timeshare of our own. That way, we knew we’d find the time. And to help pay for it, we decided to cut back, monetarily, on gift giving. We decided to bake more food and create more with our hands and give more of our time."

"So, we framed old photographs and strung beads...we traded favors...we bartered chores...we donated our time to charities. We told the others of our family decision, and asked them if they would like to reciprocate, to please do so in kind. When we explained why, they understood and applauded. Everything about it, Chip, has brought us even closer. And I got a bunch of cookies that lasted almost as long as Junior's toys did!”

There was a long pause, and by now, I was sure I had the picture. Bud and his family were right. It boiled down to PRIORITIZING that which is most important. And finding creative solutions to reach those priorities. Once again, though, Bud, the salesman, sensed that my education was incomplete.

“Last year, while on vacation,” he concluded. “My daughter looked up at me, while sitting on the Loc Ness Monster, and said, ‘those Christmas presents may be long gone, Daddy, but this one I’ll never forget.’ Every since then, Chip, I’ve done pretty good in December. ”

Yea, Bud, and every other month too, my friend.

This holiday season is one that promotes spiritual and family values. It promotes having fun and letting loose. It is in the same context we use our timeshares. Show people that, and they’ll buy. And when they do, let’s leave our new owners with the same thought that Bud left with me:

Timeshare is one gift that never wears out, never gets lost, never gets stolen, and never grows old. It’s a gift that will go on giving, even when we’re gone. It’s a gift that adds life to people’s lives, long term. And take Bud's word for it, what initially appears to be a sacrifice, will turn out to be a blessing. In many more ways than one.

Now, go sell some of it!

Hope you enjoyed that article, I know I did. Happy Holidays everyone!

Timeshare Sales Training - Closing

Timeshare Sales Training - Closing

I like using this close when my guest is just making things too complicated. This happens a lot with the accountant, or engineer personality who loves to analyze things to the max. Their mind is logical, and yet we have to work with that and do it without complicating things further.

For this I use the gas close. With the high gas prices we are facing now - they can relate. The story is also simple enough to make them realize how wise a choice they would be making if they got involved TODAY!

Here it is - The Gas Close

John & Mary lets say you were driving home today and you passed the local station where you usually gas up your car and you saw a sign that says $.80 a gallon. Would you stop?

Sure you would, even if the tank was full you'd try to put a little more in there wouldn't you. And, lets say you went in, and they told you that gas is $.80 a gallon and you can buy all you want and we'll store it for you. Would you buy any?

Sure you would because you know gas will never be $.80 a gallon again, Don't you. So, Basically what you would be doing is storing up gas for tomorrow's use at yesterday's prices, Right?

Isn't that what you were doing here, storing up vacations for future use at yesterday's prices?

Timeshare Sales Training - Time

Timeshare Sales Training - How Much Time Do You Have?

What is the best way to create urgency? Emotion. We have to make our guests think, and not just think, but feel what they are thinking. When we pick up our guests from the lobby the furthest thing on their mind is buying a timeshare... they just want to get the free gift and leave.

Here is something a former Sales Director gave me, and is something that opens the mind, and is a great way to lead into an emotional third party story. This is also something we all should take to heart... Read Carefully!


How Much Time Do You Have?

Imagine there is a bank that credits your account each morning with $86,400. It carries over no balance from day to day. Every evening the bank deletes whatever part of the balance you failed to use during the day. What would you do?

Draw out every cent of course!

Each of us has a bank. Its name is TIME. Every morning, it credits you with 86,400 seconds. Every night it writes off, as lost, whatever of this you failed to use for a good purpose. It carries over no balance. It allows no overdraft. Each day it opens a new account for you. Each night it burns the remains of the day. If you fail to use the day's deposits, the loss is yours. There is no going back. There is no drawing against tomorrow. You must live in the present on today's deposits. Use it, so as to get from it, the utmost health, happiness, and success!

To realize the value of ONE YEAR, ask a student who failed a grade.


To realize the value of ONE MONTH, ask a mother who gave birth to a premature baby.


To realize the value of ONE WEEK, ask the editor of a weekly newspaper.


To realize the value of ONE HOUR, ask lovers who are waiting to meet.


To realize the value of ONE MINUTE, ask a person who missed a train.


To realize the value of ONE SECOND, ask a person who just avoided an accident.

Treasure every moment that you have! And treasure it more because you shared it with someone special... special enough to spend your time.

REMEMBER THAT TIME WAITS FOR NO ONE.

Yesterday is History.
Tomorrow is a Mystery.
Today is a Gift.
THAT'S WHY IT IS CALLED THE PRESENT.

Timeshare Sales Training - An Introduction

Timeshare Sales Training

I started this blog for a couple of reasons. First, to establish a place I could share my knowledge of Timeshare Sales with others. Second, for those who are already in timeshare sales looking for training on the internet. I am not sure if there are in other blogs covering this specific niche, but my hopes are that my readers will truly benefit on what they find here.

I have been selling timeshare since 2002 and have quickly risen to the top in sales. It has been said that timeshare sales is, "the easiest high paying job, or the hardest low paying job." Anyone who has been in the industry for any length of time probably has experienced that to some extent. I know early in my career, I did! Once it "clicks" though, it is very easy to be consistent, and the big paychecks follow!

I am not a professional writer, so topics may be random. I am not going to stick to a rigid outline of topics. As this blog gains an audience, I will be catering to the wants of the audience. This blog will cover everything in timeshare sales training such as; overcoming objections, third party stories, urgency methods, take away selling, rapport, trial closes, book reviews, and more.

My hopes are that my own experience in timeshare sales will stimulate learning and will help you reach your full potential in the very lucrative field of timeshare sales.

Timeshare Sales Training

Welcome to my Timeshare Sales Training blog. Here you will learn about timeshare sales training and how to succeed in the lucrative world of timeshare sales.