Introduction to Timeshare Sales Are You Ready to Travel? By Michelle Cloos University of Phoenix...

Introduction to Timeshare Introduction to Timeshare SalesSales

Are You Ready to Are You Ready to Travel?Travel?

By Michelle CloosBy Michelle Cloos

University of Phoenix OnlineUniversity of Phoenix Online

September 1September 1stst, 2004, 2004

Outline for Timeshare Sales Outline for Timeshare Sales CourseCourse

• The 10 Steps to the SaleThe 10 Steps to the Sale

• Sales Rep’s FunctionsSales Rep’s Functions

• IngredientsIngredients

• Key PhrasesKey Phrases

• 2 Silver Bullets2 Silver Bullets

• DiscoveryDiscovery

ObjectivesObjectives

• The learner will be able to recite all of The learner will be able to recite all of the 10 steps to the sale with 98% the 10 steps to the sale with 98% accuracy.accuracy.

• The learner will be able to provide a The learner will be able to provide a valid description and give an example valid description and give an example of an effective discovery technique.of an effective discovery technique.

• The learner will be able to recite the The learner will be able to recite the two silver bullets and provide an two silver bullets and provide an example of each with 100% accuracy.example of each with 100% accuracy.

10 Steps To The Sale10 Steps To The Sale

• Meet & Greet (Warm-up starts now)Meet & Greet (Warm-up starts now)– Start building rapport. There’s never a Start building rapport. There’s never a

second chance to make a first impression.second chance to make a first impression.– Smile! Look directly into their eyes.Smile! Look directly into their eyes.– Firm handshake. Men shake men first, Firm handshake. Men shake men first,

women shake women first. Introduce women shake women first. Introduce yourself: “Hi! I’ll be your Pahio yourself: “Hi! I’ll be your Pahio representative today. I’d like to thank you representative today. I’d like to thank you for coming and hope you’ll enjoy your for coming and hope you’ll enjoy your time with us.”time with us.”


• Warm-UpWarm-Up– Make a friend. Don’t talk about the Make a friend. Don’t talk about the

program, talk about them. Find a program, talk about them. Find a commonality.commonality.

• Agenda/Statement of IntentAgenda/Statement of Intent– Get gift concerns out of the way; confirm Get gift concerns out of the way; confirm

they’ll get what they are promised for coming.they’ll get what they are promised for coming.– Let them know this will be a 60-90 minute Let them know this will be a 60-90 minute

presentation.presentation.– Give them an agenda of what’s to take place; Give them an agenda of what’s to take place;

guest profile, written presentation, speaker, guest profile, written presentation, speaker, wall tour, 2 programs available, at the end wall tour, 2 programs available, at the end someone will show them how to get involved.someone will show them how to get involved.

– Let them know, “all we ask for is a yes or no at Let them know, “all we ask for is a yes or no at the end, that we have some great incentives if the end, that we have some great incentives if you like what you see.”you like what you see.”



• DiscoveryDiscovery– Don’t ask the questions in front of you! Don’t ask the questions in front of you!

Get to the real them. Time to get 3rd Get to the real them. Time to get 3rd level.level.

– Discover their hot buttons, what do they Discover their hot buttons, what do they like? Create/discover the warm and like? Create/discover the warm and fuzzy.fuzzy.

– Avoid interrogation!! Transition properly Avoid interrogation!! Transition properly to written presentation.to written presentation.


• Podium/Pahio Credibility/CendantPodium/Pahio Credibility/Cendant– 15-20 minute video showing the Pahio 15-20 minute video showing the Pahio

resort and what we have to offer.resort and what we have to offer.– We are not a timeshare presentation, We are not a timeshare presentation,

but this is what is offered today.but this is what is offered today.


• PresentationPresentation– Rent vs. OwnRent vs. Own– The Evolution of Timeshare. The 70’s, The Evolution of Timeshare. The 70’s,

80’s, and present. Fixed week, floating 80’s, and present. Fixed week, floating weeks, point programs, and now a weeks, point programs, and now a universal point program available only universal point program available only with RCI.with RCI.

– Build Value!!Build Value!!


• Standard Program/AnytimeStandard Program/Anytime– Anyone can purchase Pahio at anytime Anyone can purchase Pahio at anytime

for the standard resort price.for the standard resort price.– Try out the membership first and then Try out the membership first and then

all equity from the trial goes towards all equity from the trial goes towards purchase of standard program.purchase of standard program.

– 85% of people purchase the standard 85% of people purchase the standard program.program.


• Wall TourWall Tour– Take them on a trip. Build the desire. Take them on a trip. Build the desire.

Fulfill the dream here. Take this Fulfill the dream here. Take this opportunity to get them 100% involved. opportunity to get them 100% involved. Get them imagining themselves on their Get them imagining themselves on their dream trip using the facilities, etc.dream trip using the facilities, etc.


• Trial Program/TodayTrial Program/Today– Summarize benefits. Write down Summarize benefits. Write down

questions (don’t answer them).questions (don’t answer them).


• Turn to CLOSER Turn to CLOSER – Turn with a good turn, never with a Turn with a good turn, never with a

negative!negative!

Sales Rep’s FunctionsSales Rep’s Functions

• Make a friendMake a friend

• Make them feel specialMake them feel special

• Get them to give a yes or no decisionGet them to give a yes or no decision

IngredientsIngredients

• Total ControlTotal Control

• Customer InvolvementCustomer Involvement

• Verbal CommitmentsVerbal Commitments

Key PhrasesKey Phrases

• Can’t you just see yourself…Can’t you just see yourself…

• Can’t you just imagine…Can’t you just imagine…

• As a member would you…As a member would you…

• What this means to you is…What this means to you is…

The 2 Silver BulletsThe 2 Silver Bullets

• Third Party Stories (Feel, Felt, Found)Third Party Stories (Feel, Felt, Found)

• SilenceSilence

The DiscoveryThe Discovery

• PhilosophyPhilosophy– The Discovery is the single most The Discovery is the single most

important part of the sales presentation. important part of the sales presentation. Too many salespeople assume that they Too many salespeople assume that they know why the customer would buy our know why the customer would buy our product. The biggest mistake salespeople product. The biggest mistake salespeople make is not asking the customer make is not asking the customer questions, not asking the right questions, questions, not asking the right questions, and not listening for the response. and not listening for the response.


• Finding the Dominant Buying MotiveFinding the Dominant Buying Motive– A problem can be viewed as the A problem can be viewed as the

customer’s Dominant Buying Motive customer’s Dominant Buying Motive (DBM). A DBM can be a “hot button”, an (DBM). A DBM can be a “hot button”, an emotional or logical need, the want of emotional or logical need, the want of something they don’t have. We begin to something they don’t have. We begin to uncover the DBM through the asking of uncover the DBM through the asking of first, second, and third level questionsfirst, second, and third level questions


• Strategies for Getting to Level ThreeStrategies for Getting to Level Three– Ask “why” questionsAsk “why” questions– Ask any question with the word “feel” in Ask any question with the word “feel” in

itit– Just listen. Listen so hard it hurts! The Just listen. Listen so hard it hurts! The

more we listen, the more our clients will more we listen, the more our clients will feel safe to open up to usfeel safe to open up to us


• Questions you Must AskQuestions you Must Ask– Why are vacations important to us?Why are vacations important to us?– How important are vacations to you on a How important are vacations to you on a

scale from 1 to 10?scale from 1 to 10?– Do you see your vacations changing any Do you see your vacations changing any

in the next few years?in the next few years?


• Find a Problem with Timeshare Find a Problem with Timeshare AlternativesAlternatives– If you could change anything about your If you could change anything about your

current vacations, what would it be?current vacations, what would it be?– If you could go anywhere in the world on If you could go anywhere in the world on

your dream vacation, where would you your dream vacation, where would you go? Why haven’t you gone yet?go? Why haven’t you gone yet?

Self-TestSelf-Test

• What are the Ten Steps to the Sale?What are the Ten Steps to the Sale?

• What are the two silver bullets?What are the two silver bullets?

• What is one of the rep’s functions?What is one of the rep’s functions?

• Why is it important to listen?Why is it important to listen?

• What does DBM stand for? What does DBM stand for?

• How do you uncover the DBM?How do you uncover the DBM?

Introduction to Timeshare Sales Are You Ready to Travel? By Michelle Cloos University of Phoenix...

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