Timeshare Coach Blog

THE MONEY!!!!!

noreply@blogger.com (The Timeshare Coach) — Tue, 20 Oct 2009 05:25:00 PDT

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"A wise old owl sat on a oak. The more he saw, the less he spoke. The less he spoke, the more he heard. Why aren't we like that wise old bird?"

"A Timeshare Sales Pro, went on a tour. Thought it was a laydown from what he saw. So he skipped lots of parts and told them the cost......That was how the sale was lost."

Two good poems there, both with a Timeshare message. Think about that wise old owl...The less he spoke the more he heard!

So lets talk about THE MONEY.......

"Did you get a Deal?"

"NO, It was the Money!!!!"

What is The Money? What does it mean when a client cannot afford it? "They had no Money?"

Does this mean you are touring homeless people? Beggars? The client's you see are living on the streets? NO, what it means is that they do have money; you just did not get it off them. They will still go and eat at a restaurant tonight, maybe play a bit in the casino, even take in a game of golf tomorrow. If they have kids, are you telling me that when the kids ask for an ice cream tomorrow, they say NO kids we can't afford it, we have no money?

Sometimes, and only sometimes, you will be doing a presentation and showing them a product that is just out of their league. They have money, it's just what you are showing them is beyond them. This is life, and is the reason we all do not drive Ferrari's’ and live on super yachts; it is beyond most people. Still, we all drive cars, and we could all afford a dingy!

So, with Timeshare there is always a product that fits someones need; every resort has drops that can cost less than the client's are spending on vacations anyway.

This message though, is to the Sales Professionals who tour clients that have got money, yet are closed by the clients who tell them they can't afford it. The more you let this line hit you and the more you believe it, you will never move forward.

It is never the MONEY........FACT!!!! They have money, they just don't want to give it to you. They don't want it. You have not built trust. They are not sold.

Before you start mailing me, saying well you don't see the tours that I get: First, take your last 100 tours, how many bought, and how many said the money, they can't afford it, we need to think on this one?

If I can give you one piece of information, that if you believe it, can increase your sales and earn you more money, PLEASE don't believe your client's when they tell you it's the MONEY. It's not, it means they are not sold.

"Oh yes, but mine are sold they just cannot commit to our monthly payment."

Stop closing yourself. If someone wants something, they will commit. That is however, if they really want it, because the high majority of the client's that say they can't commit, or can't afford it, if on vacation, are still booking excursions, eating out in restaurants, and drinking at the bar talking about where they are going to go next year!

So, how do you overcome this money objection or excuse?

1) If you hear this a lot, accept full responsibility that you are not selling your Timeshare and work on your selling skills.

2) Price condition, plant the seed of monthly payments early on in your tour.

3) Get a vacation commitment, find out what they are spending on vacation and find out what vacations they have planned for the future.

4) Make them want it, people take debt for anything they really want.

"We can't afford it" will be around for many years to come in Timeshare, and no Sales Coach is going to give you the perfect fix. What you have to do is make yourself aware of what you are doing, and what you could be doing better.

Many Sales Professionals fall out of Timeshare thinking that they did everything they could, they just saw clients without any money. The clients closed them........FACT!!!!

The Blog will be a bit quite for a while as I start work on the next Timeshare Coach Best Seller!!!!! This book will launch mid 2010 so stay subscribed and I will email you a free e-book sample.

While you are still selling Timeshare feel free to use this site as a reference guide to provide you with useful Tips to help you sell more Timeshare. As you scroll down there are over 92 Timeshare Sales Tips that cover all subjects related to your Tour. KEEP ON SELLING,

Change your Thoughts, Sell more Timeshare........FACT!!!!

Demotivation

noreply@blogger.com (The Timeshare Coach) — Thu, 17 Sep 2009 01:02:00 PDT

"You will be the same person in five years from today except for two things. The people you meet and the books you read"
Charlie "Tremendous" Jones

Life is Tremendous is a great motivational book written by Charlie "Tremendous"Jones I have taken a section from it and adapted it to Timeshare Sales. It's a great story which can sum up how your clients can demotivate you, if you let them.

"How well I remember my great desire as a new Timeshare Sales Professional to succeed and be top of the line. I couldn't wait to finish my training so I could use my dynamic selling skills. The sales presentations were so powerful; in fact they were so powerful that I felt I had to temper them or the prospect might die of a heart attack before I asked them to buy. I knew no one could resist the logic, the benefits, the value, the peace of mind of knowing your vacations are paid for - there hardly seemed a problem in the world that my presentation couldn't solve!

I recall how I expected the clients to snatch the pen from my hand to sign on the dotted line.....but they never did. Right in the hottest part of the sizzle, my prospect would yawn, look at their watch or interrupt with some scintillating statement like, "We have to think about it" or "We are putting the kids through college"

My heart would hit the floor. I would sink so low I'd have to reach up to touch bottom. You never saw a more discouraged Sales Professional than I was. I soon began to be learning my problem wasn't how to motivate people - my problem was how to keep them from demotivating me!"

This is a great read, it sums up the core of selling Timeshare. Timeshare is the job where you have to fail more than you succeed. You show me work where you are doing very well if you fail 75% of your working week. ( 12 tours 9 say, no 3 say yes, 25% close you are doing good)

Don't be discouraged when they say no, take it on the chin, be professional and learn from it. IT'S PART OF THE JOB

Charlie continues to say "Some people ask what is my secret of being motivated. Well, I didn't find it, it found me. One of my achievements during my first five years in selling was five years of consecutive weekly production. This means that I never missed one week in selling a policy. This sounds impressive, but it's not the whole truth.
The whole truth is that I believed in goals so I made a vow that I would sell a policy every week or buy one. Let me tell you, after I bought twenty-two polices I began to get motivated!!

Can you set a goal that you will sell a Timeshare every week, or buy one? Quite a funny story, but there is a Sales Professional in every Timeshare sales team who never misses a week of selling something!!!

Don't get demotivated, Motivate yourself to sell, have fun, sometimes you do not realize how lucky you are. Selling Timeshare is the best job in the world......FACT!!!!

Charlie "Tremendous" Jones is a legend. I have had the pleasure of being in his company and you are motivated to succeed as soon as he speaks to you. I have added his book Life is Tremendous to my amazon book store. Your can purchase this along with other Books I recommend below.

Amazon.com Widgets

Happy Birthday to The Timeshare Coach

noreply@blogger.com (The Timeshare Coach) — Sun, 13 Sep 2009 06:32:00 PDT

This week 2 years ago The Timeshare Coach Weekly Huddle was launched. A weekly email with Timeshare Sales and Motivational Tips. Since then it has moved to a Blog and with over 2000 hits a month is without doubt the Number 1 website dedicated to Timeshare Sales Professionals.

I would like to thank all readers for their continued support as well as a BIG THANKYOU to all those who have purchased my book The Timeshare Coach, Change your Thoughts, Sell More Timeshare…..FACT!!!!

Just so you know these countries are regular readers of the Blog, it really is a world-wide Timeshare Morning Huddle with Timeshare Sales Professionals from United States, Mexico, Canada, Aruba, Malta, UK, Spain, Australia, Dominican Republic, Philippines, India, Puerto Rico, Thailand, Hong Kong, Romania, Pakistan, Bahamas, Costa Rica, Honduras, South Africa

I am open to any new ideas of different subjects that you want to see here on the blog just email me on blog@thetimesharecoach.com Work has started on a 2nd Timeshare Coach Book ready for 2010 and the rise of Timeshare Sales.

Thank you again for your support, I think Tony Robbins describes it best on the role of a coach,

What is a coach? To me, a coach is a person who is your friend, someone who really cares about you.

A coach is committed to helping you be the best that you can be.

A coach will challenge you, not let you off the hook.

Coaches have knowledge and experience because they've been there before.

They aren't any better than the people they are coaching. In fact, the people they coach may have natural abilities superior to their own.

But because coaches have concentrated their power in a particular area for years, they can teach you one or two distinctions that can immediately transform your performance in a matter of moments.

Sometimes coaches can teach you new information, new strategies and skills; they show you how to get measurable results.

Sometimes a coach doesn't even teach you something new, but they remind you of what you need to do at just the right moment, and they push you to do it.

I truly am a Timeshare Coach. I help to coach Timeshare Sales Professionals on how to achieve what they really want more quickly and more easily. And everyone needs a coach, whether it's a Project Director, Director of Sales, a Sales Manager or a Sales Professional.

Here are some quotes from readers of The Timeshare Coach, Thank you again for your feedback.

“Timeshare Coach keeps us motivated and thinking about better ways to sell our product and serve our customers. He has a fresh approach that is fun to read and enlighting.” Chuck Elliott - June 1, 2009

“I constantly review the book and web site for tips for training sessions and meetings. An extremley valuable tool. As i always say 'THE ONLY TIME YOU STOP LEARNING IS THE DAY YOU DIE' Many thanks Coach Will Kerfoot - May 20, 2009

“The Timeshare Coach has become an invaluable addition to my “library of knowledge”. I look forward to the weekly insight he shares. I have drafted my entire office into students of the Timeshare Coach. Anyone in our industry will increase their sales performance with his help.” Rich Fitzgerald - May 7, 2009

“Awesome Book!!!! My employees love it both sales reps, and sales managers!!!” Bryan Phillips - May 4, 2009

“I read his book "The Timeshare Coach" over and over and find something new every time. I also look forward to his reading his blog. Very Informative” Sam Cherry - May 1, 2009

“I purchased and read the Timeshare Coach Book and I look forward to the daily blog with time share tips and techniques. I would highly recommend this book, the blog, and the website to any timeshare salesperson or manager, whether they be new to the industry or seasoned veterans. There are always "nuggets" of information worth their weight in gold.” Jim Melton - April 27, 2009

“Great sales information. Very motivational. I highly recommend this timeshare sales newsletter.” Stacey Zimmerman - April 27, 2009

“Timeshare Coach has made very positive contributions to the industry and I highly recommend all you do.” Rohan Mclure - April 27, 2009

“The Insights and perspectives discussed by Timeshare Coach are always short and to the point and hit on many key areas that sales executives should focus on in their daily presentations. These serve as a great reminder of always getting back to the basics and putting some focus on the clients we are meeting with. Thanks for the updates and words of sales wisdom.” Steve Garrison - April 27, 2009

“The Coach has something that many pretenders in this business don’t. He has an actual usable method of approach, one that that will actually make more money for the sales people and it is delivered in a way that deals with the direct source of all timeshare sales...the sales people themselves. The Coach has a track record that is impressive and he is personable and to boot. Highly recommended.” Richard Trevithick - April 27, 2009

“Timeshare coach, is an absolutely pleasure to work with. This coach has the skill to motivate people to a higher emotional positive level in order to reach a more successful sales person. Thanks for all your support in helping me being more successful, business wise and in my personal life.” Peter Van Beuningen - April 26, 2009

“This is the very first book that was written by a professional timeshare salesperson that tell you exactly what real timeshare selling is about. IF you read it and follow it , It will increase your sales and income . The author is a person that you can talk to and get advice at anytime .” Paul Harper - April 25, 2009

“I have been in the vacation ownership business for over 10 years. I started off as a liner and quickly advanced to sales manager and trainer. I have worked with many very successful tracks and the one thing I hear over and over again is the difference between being good and the best is the quality of your training you receive. Even when I was at the top of my game on the line I NEVER missed any training opportunities, It is true you should treat your brain like a muscle and always exercise it. Brilliant training is the key. I have come across many many training books, websites, systems and trainers themselves. I am proud to say that The Timeshare Coach is the most simple, easy to understand, get to the point and effective training I know off. Both myself and countless new and seasoned sales professionals agree, The Timeshare Coach is the best. If you wanna be number ONE, use the number one Timeshare Sales Trainer out there, THE TIMESHARE COACH. And i must say it is amazing sales training all around, no matter what you do in life, so if you want to be the best...work with the best!!!” Geln Askett - April 25, 2009

“With the Timeshare Coach as my back up, (really I am new to the business only 3 years), it has given me so much to think about, as well as use in my everyday sales presentations. It not only gives me confidence to start my day, but also gives valuable insight on what we can expect on a day to day basis. Keep on writing and thank you” Bill Kes - April 25, 2009

“Timeshare is an invaluable asset with a deep understanding of this very unique industry. His ability to communicate concepts to all individuals at different skill levels is a terrific talent. Everyone can learn from Timeshare! He has helped me to achieve much more than I could have on my own! Thank you,” Melanie Lane - April 25, 2009

What is the Timeshare Sale really about?

noreply@blogger.com (The Timeshare Coach) — Thu, 03 Sep 2009 05:33:00 PDT

What is the sale really about?

Emotion, enthusiasm, greed, excitement, holidays, saving money?

PEOPLE - that's what the sale is about!

It's about people like you and me, not just clients. Your clients are normal people with the same aspirations, fears, concerns, desires and dreams as you and I have.

When they first come through the door, they are clients and you are the Timeshare Sales Professional, this is a relationship you have to change. If you don't, you will not sell them........FACT!!!!!

As long as you remain the Timeshare Sales Professional, your people will think "this person is a sales person, why are they saying what they are saying?.........because they want our money, so they get their commission."

It is very similar to a doctor's bedside manner- the best doctors are not necessarily the most technically advanced - they are often the ones that have the best bedside manner, the ones that can relax people and listen to them.

"Does a Doctor tell you where he / she went to medical school? Or how many years they have been practicing? NO! The doctor asks "where does it hurt?"
Jeffery Gitomer

Become a vacation doctor today, ask the clients what hurts on their vacations and then fix it for them. Give them a prescription for 2 weeks of Timeshare.

Questions, Questions, Questions

noreply@blogger.com (The Timeshare Coach) — Sun, 30 Aug 2009 01:36:00 PDT

Hey guess what? Have you ever had a tour and after half an hour felt that is was just a waste of time, they are only here for thier gift…and update……because they have to…….. They are rude…..rushing you…taking control………has no interest in what you are telling them…….

If this has happened to you then you are not alone……….It is a daily challenge and part of selling Timeshare. A BIG BIG TIP I want to share with you is there is a way that YOU……..YOU alone can deal with this…….change your mind…turn the situation into an opportunity. And it is all about asking yourself QUESTIONS.

THESE ARE PROBLEM-SOLVING QUESTIONS FOR WHEN ON TOUR…….GREAT TO ASK YOURSELF JUST AFTER YOUR WARM-UP WHEN YOU HAVE GONE TO THE BACK OFFICE AND FEEL THAT THE TOUR IS NOT GOING THE WAY YOU WANTED IT TO.

1. What is great about the clients I have in front of me?
Ask yourself this question, and find the positive answers…..they take holidays, they spend money, they like quality, they care about their family and spending more time together…..

2. What is not perfect about my tour yet?
Of course they are not buying you yet, you have not warmed them up, you have not got them excited about ownership with ……what is not perfect about your tour YET……

3. What am I willing to do to make this tour go the way I want it?
This is where you wake up and start to realize that you are on commission only, what options do you have? Go back and accept the excuses they are giving you about time or that they will not decide today?

4. What am I willing to no longer do in order to make it the way I want it?
This is personal to you….what are you no longer willing to do in order to make your tour change to the way you want it…..i.e become a sale or at least put yourself in the position of opportunity of becoming closer to sale. Maybe you are no longer willing to complain about your clients, believe the excuses they are giving you. You are no longer willing to accept that this will not be a sale.

5. How can I enjoy the process while I do what is necessary to make it the way I want it?
This is a great question that when asked to yourself you begin to realize that all is not that bad, first your on tour….your not sitting at you desk waiting for a tour, you are out there with an opportunity to earn money, you are on stage performing…this is what you came here for so make the most of it………

ok Timeshare Coach…. get real you have not had the tours I have had this week…. It might sound good what you are saying but if you were touring the clients I had then you would not have been able to turn them round……….Maybe so BUT………….

The key, though, is to develop a pattern of consistent questions that empower you. You and I both know that no matter what tours that we get in our Timeshare career, there are going to be times when we come up against these things we call "problems": the roadblocks that prevent us from getting the deal TODAY.

Every Sales Professional in the Timeshare world , no matter who they are or how long they have been selling for has to deal with these special "tours."
The question is not whether you're going to have problems, but how you're going to deal with them when they come up.

We can go and moan to management and blame the economy or marketing yet We all need a systematic way to deal with challenges. So, if you can realize the power of Questions that will immediately change your state of mind and give you access to resources and solutions, you may find yourself turning these so called rubbish tours into opportunities and along the way getting more sales not less.

Print out this page so that you can have at your desk to ask yourself these questions when you feel you need to.

TRY IT….. and listen to the answers that you give your-self

It's Interesting!

noreply@blogger.com (The Timeshare Coach) — Wed, 26 Aug 2009 14:30:00 PDT

No posts for 12 days......why? I have been on holiday.......does that interest you?

Want a killer line from a client while your on tour?

"It's Interesting"

For years this has been a killer punch thrown by a client to a Sales Professional. What do you mean it's Interesting???????

"The Encyclopedia Britannica is, without doubt, extremely interesting, BUT I've never bought one."
Chris Kemp

On behalf of every Timeshare Sales Professional in the world, this has to stop now. You have to make sure the clients do not even dare mention to you that it's Interesting, because it means they are not going to buy.........FACT!!!!!

"Interesting means you can keep your distance, play around with ideas and concepts in your mind, agree or disagree"
Eckhart Tolle

That is what it is.......FACT!!!! Interesting is a client's way of keeping their distance, "ummmmm, yes It's Interesting." "Well is it interesting enough for you to buy????????"

One of the best tips to become an excellent Sales Professional is to take full responsibility for yourself and your actions.

In most cases you are only going to hear a client tell you it's interesting when you ask them, "So what do you think so far?" Asking this is weak selling. You ask it it hoping that they will say "its fantastic, how much does it cost as we want to join?" Yet 90% of the time you will never get that answer.

If you are truly close to a sale they will ask you to confirm how something works or address you with a concern. Otherwise, so as not to be rude, they will just say "It's Interesting."

So, if you never want to hear the words "It's Interesting", do not ask the clients what they think so far. Instead, switch this question to a:
"Where would you go on your first vacation?" (if they don't know, NO SALE)

"Would you use this to come to here every year or would you exchange" (if they don't know, NO SALE)

"What are the main benefits that you and your family would use from what I have shown you?" (if they don't know, NO SALE)

There are hundreds of questions you can ask your client, just make sure you do not ask them "what do you think so far?" It's weak and all you deserve is an "It's Interesting!!!!!"

ASSUME YOUR CLIENTS ARE GOING TO JOIN ALL THE TIME. THIS WILL INCREASE YOUR SALES PERFORMANCE. YOU DO NOT HAVE TO ASK THEM WHAT THEY THINK SO FAR AS YOU KNOW THEY WANT TO JOIN, JUST ASK THEM HOW THEY WOULD USE IT AND WATCH YOUR PAY PACKET RISE.

Remember, this is a 90 minute plus Sales Presentation. 99% of the time you will never see your clients again, and if you sell, you get paid, if you don't, you get nothing. So ask the right questions that take you closer to a yes or no at the end.

Lets get deep on Selling Timeshare!

noreply@blogger.com (The Timeshare Coach) — Fri, 14 Aug 2009 04:01:00 PDT

Enjoy this post as The Timeshare Coach gets deep.

Leonardo da Vinci made a quote that the average “person looks without seeing, listens without hearing, touches without feeling, eats without tasting, moves without physical awareness, inhales without awareness of odor or fragrance, and talks without thinking.”

Perhaps that could be a sound assessment of most people when they are just doing their day to day things. To be a Timeshare Sales Professional to separate you from the average sales staff at your workplace you have to have the ability to understand what is going on in your clients head.

Selling Timeshare is all about Persuasion and Persuasion is a power. It is the ultimate source of advantage in selling Timeshare. I am sure you know sales professionals who are incredibly persuasive. Somehow they always seem to be getting deals. Maybe you think that what they do seems to be utterly effortless. Or maybe they are so well versed in persuasive skills that it is effortless.

The good news for you is that persuasiveness can be learned and mastered.

What is this power of persuasion? You could define it as any message that attempts to influence people’s opinions, attitudes or actions. Or as I go deep again, the philosopher Aristotle over 2300 years ago said “it was the art of getting people to do something they wouldn’t ordinarily do if you didn’t ask.”

This reminds me really of the basics of selling Timeshare.

Powerful persuasion begins with the ability to hear what others are saying. And listening is about far more than being quite when somebody else speaks. If it is carried out correctly at the Timeshare Sales Table it creates and improves your relationship with your client and effective listening will help you to understand another person’s thoughts feelings and actions.

When Sales Professionals are accused of being poor listeners, it is usually done behind their backs. The clients will never tell you will they?

Sales Professionals’ who are poor listeners often see listening as a passive – and therefore unproductive activity. Their ego gets in the way. They feel the need to be talking in order to make any impact with the clients they are with.

So where do we go from here? What have we learnt from this post? Well my message is that if you really want to take your persuasive skills to the next level and sell more Timeshare…. it starts with the most simple of skills and that is the skill of listening.

Spend some time after your tours to look back on how you listened to your clients. Or....did you just speak at them?

Did you show empathy when they told you their feelings?

Were you at all interested in them?

Or were you just trying to a get a deal?

Change your Thoughts, Sell More Timeshare...........FACT!!!!

Charm

noreply@blogger.com (The Timeshare Coach) — Sun, 09 Aug 2009 02:49:00 PDT

"Charm is a way of getting the answer yes without asking a clear question."

Charm is a quality that is not used enough on the sales floor. Charm to Timeshare Sales is like Bread to Butter, put them together and it tastes so much better. Bread without butter is dry. A Timeshare Sales Presentation without charm is the same.
The skill is to make it genuine charm. Not the false charming personality of say the character Prince Charming in Shrek.

There are many different meanings for Charm:

To attract or delight greatly,
To induce by using strong personal attractiveness,
To cast or seem to cast a spell on,
To be alluring or pleasing,
To function as an amulet or charm,
To use magic spells,

All of the above are part of a Timeshare Sales Presentation. (yes, in our own way we use magic spells to sell Timeshare...it's called creating emotion) If you have a difficult client, use charm to win them round. Charm is a vital element of your warm up. Charm is about your best self, being interested in other people and making them feel comfortable. Charm is your presence when you enter a room.

When you put Charm in action it becomes Charming, which the dictionary quotes as "Possessing or using or characteristic of our appropriate to supernatural powers."

Wow, to think that by being Charming you can use supernatural powers to sell Timeshare! Take this to the floor today. Be a Super Sales Professional. Be Charming.

Timeshare Owners: Don't get Scammed!

noreply@blogger.com (The Timeshare Coach) — Sun, 02 Aug 2009 06:40:00 PDT

To those of you that sell Timeshare on a daily basis around the planet, regrettably many times before we can even begin to present our product we have to deal with the dreaded situations of Timeshare Owners that have been scammed or mislead.

You even hear stories from your clients in front of you how their friends who own a Timeshare have been ripped off or taken for a ride and paid hundreds sometimes thousand of dollars to crooked Timeshare companies on the promise of there Timeshare being sold or rented.

All this does is make it more difficult for you to sell your Timeshare and more time is spent building trust that could be spent (in that short space of time you have) showing your clients the lifetime of dream vacations they can take.

I myself have met many clients who have confessed to me some what embarrassed how they paid out money on the promise of their Timeshare being sold. We can not change the past but we can help and advise Timeshare Owners and future owners and warn them of the potential Timeshare Scams that are in operation world-wide daily.

I would like to recommend a book that I feel would be of great benefit for you to pass on to your existing Owner base. This book will share with you some of the Timeshare Scams that attack Timeshare Owners by phone, post, face to face and e-mail to swindle Timeshare Owners and make them part with money under false promises.

Plus if you have any Timeshare Owners that have just bought from you and are looking to sell their old Timeshare that they do not use, this book will be a guide to warn them if they enter the resale market.

You can click to buy the book on amazon here

One Legger

noreply@blogger.com (The Timeshare Coach) — Mon, 27 Jul 2009 05:40:00 PDT

One legger tours, you either love them or hate them. In most cases Sales Professionals give up straight away:

"Great single woman"

"Just my luck another one legger, I bet his wife is by the pool and he blagged marketing"

"How can she qualify, no way she is on that much money a year"

The fact is you have the tour, that's it, now it's what you do with it that is important. If you can train yourself to find the positive in this, you may start to feel that a one legger is a better tour than a couple:

1. They make the decision

2. When you present, you can talk directly to them and build that one on one relationship without feeling you are leaving someone out.

3. The whole presentation is about them and what they want.

4. You make them feel special. Sometimes it can be pretty tough for a single person to take the tour, perhaps they have no partner or maybe someone passed away, the main thing is they are infront of you so build up their ego and self esteem.

5. Sometimes they have a point to prove. Look how many one leggers own a property. Millions of people by their house themselves, and that is why millions buy a Timeshare as well.

I believe when you have a single person on tour, this really is one of the best tours you can get. You really get to tailor make the whole presentation to them and their vacation needs. The only thing that defeats you is your attitude. A very high percentage of Sales Professionals can switch off as soon as they get the tour sheet and then its game over. You struggle for 90 minutes to get any sort of flow going and the client spots this, so any chance of a sale has gone any way.

When you have candidates that are running for President. Even though they would love to get every couple to vote for them, they know the key is to target every single person as well. Their vote is just as important.

If you have clients that take vacations it does not matter if they are on their own or if you have ten people in front of you; Sell them your Timeshare!!!!

You don't get what you deserve!

noreply@blogger.com (The Timeshare Coach) — Mon, 20 Jul 2009 11:43:00 PDT

YOU DON"T GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE!

This is how the best sell Timeshare. They are not the best because they deserve to be, or because of who they are. Everytime they are in front of a client they negotiate towards a sale.

Thesaurus meaning of the word negotiation : The act or process of dealing with another to reach an agreement

Business dictionary meaning of the word negotiation: Process of bargaining that precedes an agreement. Successful negotiation generally results in a CONTRACT between the parties

There you have the simple answer to success and financial reward from selling Timeshare. Successful negotiation is a signed contract , which means with the correct follow up and customer service, MONEY IN YOUR BANK.

Don't say or feel that you deserved a deal if you do not get one.

Get a deal today because you negotiated it and got a signed contract with money down.

Then you deserve to be paid.

WAKE UP

noreply@blogger.com (The Timeshare Coach) — Mon, 06 Jul 2009 00:28:00 PDT

WHAT IS THE FIRST THING YOU THINK ABOUT WHEN YOU WAKE UP IN THE MORNING?

Do you want another five minutes sleep?

Do you lie there and hit the snooze button again & again & again?

Are you hung over?

Do you want to go to work?

Apart from your thoughts preparation is important.

Are your clothes ready?

How long do you give yourself before you have to be out the front door ready for work making sure you are there on time, thinking ahead for traffic or your bus being late?

Do you eat breakfast before you go or is it on the go?

How is your mind? What are your first thoughts?

It has been said that the first few minutes of your day in what you think and how you behave determine how the rest of your day will be.

If you are going to change your thoughts and sell more timeshare then I believe how you start your day is the first step.

Let’s look at the wrong way to start your Timeshare successful sales day.

1.Do not want to go to work?
This is a killer right away, if you do not even want to go and sell timeshare today then stay in bed, with the attitude of not wanting to go work you will just burn your tour. Any objection, any excuse the slightest thing will set you off into a reason that makes YOU feel you have no deal, I quote the words of many famous losers in the industry,

“THEY ONLY CAME FOR THEIR GIFT”

2.Do you want another five minutes sleep?
You’re wasting time already! WAKE UP. That five minutes can lead to another ten minutes, you hit that snooze button again and again, lying there in your dream world of being that best timeshare sales professional in the world, well stay there, because all you are doing is DREAMING.

3.Are you hung over?
The answer to this question is you are your own boss. You are the CEO of your own corporation Y.O.U. Timeshare inc. do you think the CEO or president of a million dollar a year plus company wakes up for work hung over after another night drinking?

When you meet the drinkers in the timeshare industry, and there are many of these all over the world, all scraping by, pay day to pay day, living off their stories of when they were top dog, and trying to tell you of all the closes they thought of and the big deals they once did. BORING.
Watch them run to the bar straight from work and have to keep leaving resorts as they have another bar tab they can not pay.

Do you see where this is leading?

This is not the best way to start your day, it’s got NO SALES TODAY written all over it…...FACT

Put yourself in the position of opportunity,

These first moments of the day are so important. You must set your mind and your attitude ready for whatever life throws at you. It makes you prepared. It is a habit that you will enjoy doing because when you think about it what is the alternative?

Self Talk Script

noreply@blogger.com (The Timeshare Coach) — Mon, 29 Jun 2009 00:25:00 PDT

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

noreply@blogger.com (The Timeshare Coach) — Tue, 23 Jun 2009 05:52:00 PDT

"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!

noreply@blogger.com (The Timeshare Coach) — Mon, 22 Jun 2009 05:55:00 PDT

" 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

noreply@blogger.com (The Timeshare Coach) — Thu, 18 Jun 2009 05:04:00 PDT

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

noreply@blogger.com (The Timeshare Coach) — Sun, 14 Jun 2009 00:41:00 PDT

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

noreply@blogger.com (The Timeshare Coach) — Tue, 09 Jun 2009 00:31:00 PDT

"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

noreply@blogger.com (The Timeshare Coach) — Sun, 07 Jun 2009 07:25:00 PDT

"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

noreply@blogger.com (The Timeshare Coach) — Thu, 04 Jun 2009 00:26:00 PDT

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

noreply@blogger.com (The Timeshare Coach) — Tue, 02 Jun 2009 05:25:00 PDT

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!!!!!

Confidence

noreply@blogger.com (The Timeshare Coach) — Sun, 31 May 2009 06:03:00 PDT

"Confidence doesn't come out of nowhere. It's a result of something.....hours and days and weeks and years of constant work and dedication."
Roger Staubach

Clients just love a confident Sales Professional.......FACT!!!! It's their money and they want to know that if they give it to you, they are going to get what you promised.

How confident are you that you will get a sale today?

Of course, when asked this question everyone will say yes, yet if you are not selling at the moment or on a bad run of tours with no sales, a voice in your head will overrule that with a line like:
"If I get a good tour I will get a deal"

CONFIDENT SALES PROFESSIONALS CREATE A GOOD TOUR.

"Confidence is a mental process that arises from considering if a person or thing is capable of something. Self-confidence is having confidence in oneself when considering a capability."

That mental process that arises from you considering if you are capable of getting sales, starts when you arise. It starts as soon as you wake in the morning that no matter what is in front of you today, YOU WILL sell them something. WHY? Because you know you will, nothing will stop you. YOU WILL find a way.

Confidence is like treating every tour as if it is your last tour; you have to sell them or you will never get a tour again. It's a burning fire inside you to WIN, WIN every time. That is Confidence, not just saying every day "I am going to get a deal", that conviction is like saying "I am going to win the lottery!"

"The greatest barrier to success is the fear of failure"
Sven Goran Eriksson

The Psychology INFLUENCE of Persuasion

noreply@blogger.com (The Timeshare Coach) — Wed, 27 May 2009 11:36:00 PDT

Just got back from a quality vacation with the family. (Timeshare does work)

The pool side book of choice was The Psychology INFLUENCE of Persuasion by Robert B Cialdini. I would highly recommend this, the main theme is the how people say YES without thinking.

A few key points came up in the book and I will share these with you in future posts.

The last chapter is called Scarcity and covers the key subject of creating loss which in turn makes people want it. This is used around the world in all sales situations and in Timeshare is used daily with purchase incentives only available today as well as creating urgency when it comes to inventory left to buy.

It made me think more on how Timeshare is mostly sold on how you save money by owning your vacations instead of renting them. Maybe your presentation should feature how much money you are losing by not owning a Timeshare.

I quote from this chapter.

"The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value. For instance, homeowners told how, much money they could lose from inadequate insulation are more likely to insulate their homes than those told how much money they could save." - Robert B. Cialdini

This needs a discussion and not just mine or Robert Cialdini's point of view. Please share your views on this subject. email me at blog@thetimesharecoach.com and I will post all emails.

How do you present, more on saving or more on losing?

You can buy the book below from the Carousel.

Amazon.com Widgets

If you cannot handle objections, then you are in the wrong job........FACT!!!!

noreply@blogger.com (The Timeshare Coach) — Wed, 20 May 2009 00:28:00 PDT

Too many sales professionals come into this industry get a few sales, think it's easy and then spend the rest of their life waiting for people to buy. When they get objections they straight away think there is no sale and try to finish the tour as quickly as possible.

A question to you. There is a new fabulous, five star timeshare resort, being built in a tropical paradise. It's right on the beach, every villa has an ocean view, the price is amazing and it's the only timeshare resort on the island. The demand for this product is very high.

Now in order to get best performance we are going to form two sales lines,
Sales Line A and Sales Line B
Which line would you like to work on?

Line A only takes the clients that come in to buy.

Line B only takes the clients that come for their gift, will only stay for 90mins and have no intention of signing in the day.

Which line do you want to work on? Which line will make you more money?
Line A or Line B?

If you choose line A if you are really lucky you will go out maybe once a month or more likely twice a year.

If you choose line B you will take 2 tours a day, every day, and you will close 1 in 4 with the right attitude and belief in yourself and your product.

It is a fact. Your client's only want their gift, only want to stay 90 minutes and have all the objections you could think of.
Does that bother a Sales Professional?..........NO!
They stay focused and work smart; they ask the right questions, LISTEN and get the clients to like them.
They have a positive mental attitude regardless of the weather or what life throws at them.

A Timeshare Sales Professional Welcomes Objections.

Tell me a story

noreply@blogger.com (The Timeshare Coach) — Mon, 18 May 2009 08:16:00 PDT

Don't sell me a Timeshare, Tell me a story!!!!!

Everyone loves a story: kids like it at bedtime and the best conversations at the bar will always come from the storyteller.

When someone talks to you about an event in their life, they are sharing a story. Sounds simple, but what happens is that while they tell you what happened, your memory banks are looking for something similar that happened to you too. Then you take your turn in the conversation. As the other person listens to you they are doing the same thing, often they get excited when a thought or memory occurs to them, that they may interrupt you. This is engaging your clients.

Basically, stories contain elements - usually specific words that trigger memories in people. If I tell you about my experience stuck in a traffic jam coming to work today, I am setting your mind to drift off mentally into thinking about a time when you were stuck in a traffic jam - not a good story to tell when selling a timeshare! However, if I tell you about my honeymoon and staying in a 5 star hotel with a room with amazing ocean views, your mind tends to drift into a more positive thought - maybe your honeymoon or the last time you stayed in a room with a fantastic view.

I talk about lunch and if you have not eaten, your mind will think of food. All this is fantastic news for you, because by the way you tell stories you can control the mood and feelings of your clients.

MOST IMPORTANT IS TO YOU USE YOUR LISTENING SKILLS. TAKE WHAT YOU HEARD EARLY ON FROM YOUR WARM UP TO MAKE SURE YOUR STORIES FIT THE SITUATION.

BE AWARE OF WHAT YOU SAY AS YOUR WORDS ARE CAUSING ACTIVITY IN YOUR CLIENT'S MIND.

You do not want to be telling stories about honeymoons, say, if they are in a 2nd relationship and not married to each other, any talk about honeymoons may trigger past thoughts about an “EX.”

The top Sales Professionals will ask the right questions, listen and then use a story later in their presentation to trigger the right emotions to create the right atmosphere to move the clients towards a “yes” today. You want your clients to be thinking in a positive way. Keep them focused on what they get from your product or service and keep them focused with a story that reminds them of their wants. As you are reading this, your mind will start thinking of stories that you tell clients on your presentation.

"It is not the voice that commands the story: it is the ear"
Italo Calvino