"Time Share for Sale": The salesperson wants your money. Here are the "Seven" steps they will take you through.

The steps listed here are to be taken after you have checked into the resort for your appointed presentation.. Most of the resorts schedule the presentations so that as large a number of prospective customers as possible arrive at the same time. This creates a feeling that you are not alone, and that other people are just as new to this resorts preview as you are.

1. The Introduction

2. The Warm-Up

3. Salesman's Personal Story

4. Resort Credibility

5. Product Presentation

6. The Tour

7. The Close

The salesperson with whom you meet is determined, by most resorts, by his or her closing percentages. In other words, if you are one of the first few customers whose name is called, you probably are being toured by a strong salesperson. This is a reward to top selling salespeople. The resorts want their sales people with the highest closings to be first in line to meet with the customers.Because of their high closing averages, the resort wants the top salespeople to quickly be available to move to the next customer.

The Warm-up: The salesperson wants your money. "Time share for sale" is the reason you are there, so the salesperson has to warm up the customer as quickly as possible. Most managers have trained the salesperson to get to know the customer by asking questions about the customer and their families. I guess, because of my age I liked finding out about the customers and their families and background. My warm-ups took a little longer. This sometimes irritated the managers. They would stop by my table or booth and tell me that one of my customers was on the phone and ask me to take a minute to talk to them. This was a ruse to find out why I was taking so long and whether or not I had a good prospect.

Salesman's personal story: This is part of the warm-up. This should be very brief. This is not why you are there. We have met salespeople who have gone on and on about themselves and how they use their time shares for vacations. In fact, I have found that maybe only 20% of the salespeople actually own timeshare deeded weeks.

Resort Credibility: Next comes the resort credibility. The developer who has time share for sale wants the salesperson to establish that the resort developer has financial stability. So, they will show you anything that looks official so that you will feel comfortable should you decide to make a purchase. How can I cover this? I guess you must look and listen to everything said and take a leap of faith. Most resorts have a 3-5 day cancellation period giving the customer some time to check into the resort's claim of credibility.

Product presentation: This is where the saleperson describes how time share works by explaining the history, how exchanges work,the benefits, and how it makes sense to purchase time share for sale at their resort. Usually the time share presentations will show the logical reason for a purchase by comparing the cost of staying in hotels and motels over a certain number of years and how the purchase will actually save you money and give you better accommodations. Also, you will be able to deed your vacation ownership to relatives when you are through using it.

The Tour: This is what you have been waiting for. Let's take the tour of this time share for sale resort. This is also where the salespeople, prior to going on tour will ask you to please give them a "yes or no" when he or she gets you back to the presentation table. Your tour is just about over. This is where you actually see the time share for sale units and whether or not the concept appeals to you. Whether it does or not, the salesperson just before ending the tour of the time share units and before taking you back to the table, will ask you this. "Other than money, is there anything that would hold you back from making a purchase today?" At this point the salesperson wants to find out if there is a reason outside of money as a objection. When they get back to the table the sales manager will be watching to see if the salesperson has a sale or an objection.

The close: So, there you have it. After showing the time share for sale unit, and having asked the question,"Other than money, is there anything that would hold you back from making a purchase today? it can be an awkward time for the salespersons because they want to get to the money and financing part of the sale. The last thing they or the sales manager want to hear is, " We have to think about it". This reponse drives the salesperson and his sales manager crazy, even though they won't visibly show it. The salesperson should have asked the customer to give him a simple "yes or no" prior to the close. You can bet your boots that the salesperson will get a talking to and go to the bottom of the line in rotation if a sale hasn't been made.

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