You need to know who your market is and their mindset. What are your buyers wrestling with internally that will motivate them?
No better sales training than Timeshare sales training
Let’s talk about timeshares. If you go on a destination vacation you’ll always encounter people who want to sell you timeshares, wherein, basically, instead of selling an entire apartment in a resort, they sell you a 1/52 ownership and you get to own a unit for one week of the year.
From the seller’s perspective, it’s a difficult sale, but timeshare salespeople are the best salespeople in the world. There is no better training for any kind of sales than timeshare sales.
The Timeshare Sales Model
Timeshares entice people into attending a 90-minute sales presentation by offering them a reward at the end. Couples who go to these presentations are literally coaching each other not to buy, but one in four that attend still do. How do the salespeople do that?
Learn more from Condo Mastery:
Discovery in the First 20 Minutes
The most important part of their success is what happens in the first 20 minutes of their presentation. This time period is called the “discovery.” It’s when they get to know all about you.
Get your customers to open up
They’re not using Google searches, but they’re really good at getting customers to open up about the things that are fun for them, and they actually take notes. They’re using this time to figure out what it is that’s going to motivate their customer. Is it friends, is it family, is it grandkids, is it pets? What is it? What’s exciting for the people sitting right in front of them?
Apply what you learned to the formal sales process
Next, timeshare salespeople get into the formal sales process and start relating everything back to what the customer told them during discovery. It’s a very, very powerful sales process.
“Get to know your customer, and then gear your selling to what you already know about them.”
Learn more from my book
The Million Dollar Minute – The Secrets of how we sold 367 Condos in 90 Minutes, and how You can too!
Learn about the 5 Steps in a Sales Process