I wrote an article last year entitled: “The Five Simple but Essential Steps to Getting the Sale”
I’ve had so many positive comments and e-mails on the article I thought it would be good for everyone if I re-wrote the article taking each step as a separate article and turning it into a sort of mini five week series.
As a quick reminder the five simple steps are:
1. Meet and greet. (First impressions)
2. Warm Up. (Making a friend)
3. Fact finding. (Looking for problems to solve)
4. Product presentation. (Solving the problem)
5. Close the deal! (Fit it into a comfortable budget and close the deal on the day!)
You can read the original article as a refresher course by clicking on the link above.
Next week we will be starting the “Five week mini series” with step one “Meet and Greet” and we will look at more depth into the importance of first impressions and how the first five seconds of initially meeting your clients and how you introduce yourself can either make or break your sale.
The phrase, “you only get one chance to make a good first impression” is never truer than in direct sales. So if you’re only getting one chance, you had better make sure you give it your best shot!
The sale can be lost in the first five seconds if you’re not mentally and physically prepared to meet your clients.
I’ll be looking at self preparation in depth in next weeks article.
This simple five step formula if followed by the book is guaranteed to improve your closing percentage, get you more deals and top up your bank account so don’t miss it.
Look out for next weeks first part and be sure to call by each week so that you get the full series.
Please feel free to print each week off and keep them as a reference book to return to and refresh your enthusiasm when you hit your next slump.
If there’s a particular sales skill or closing technique that you would like me to cover in future articles, or an objection that you are having a problem overcoming, leave me a comment below or drop me an e-mail.
Remember: there is no such thing as a foolish question, only a fool who doesn’t ask questions.
See you next week.
Timeshare Sales Techniques - Five Week Mini Series - Intro
Overcoming Objections - “We Always Book Our Holidays On The Internet”
More and more these days with internet in nearly everyone’s homes, Timeshare Sales Consultants are telling me they are coming up against the objection:
“We always book all of our holidays on the internet these days, it’s so easy and we always get a very cheap deal”
As with all objections that keep regularly appearing in our presentations we should find a way to dispel the objection before it has a chance to be brought in at the end of your presentation and kill your sale!
Look for things on the internet that can be used to burn the travel agents and online flight companies and find a way to include it into your presentation in a way as to not seem like your knocking the opposition but rather asking your clients if they have had experience in being ripped off in the past.
As an example you might say something during your warm up period like:
“My friend tried booking one of those cheap flight deals that you see advertised on the internet the other day and there were so many hidden charges in there that he ended up going back to his usual travel agent to book it for him”
Then shut up and let them tell you if they have had the same experience or not.
I wrote an article on my other site “In Between The Tapas And Tantrums” entitled:
Buying Flights Online Can Be Confusing, Misleading Or a Complete Rip Off!
Both Airlines and Independent Travel firms that sell airline tickets online are said to be using “misleading advertising,” “unfair Practises,” “abusive clauses” and “non-existent discounts.”
58% of the sites investigated showed misleading price indications, 49% were found to have irregular clauses in ticket sales conditions and 15% were problems with the advertising.
The final price to pay when actually booking the flight tickets is generally higher due to a series of added charges that can vary from so-called airport charges to handling fees, booking fees or priority booking, luggage, fuel etc. that are related to credit card payments.
The full article can be read by clicking on the title of the article. Please feel free to use it in your future presentations.
As always, don’t just sit around the pit waiting for your next up to arrive. Use the time constructively to find new ways to overcome any new objections that you find regularly popping up in your presentations.
Remember just as we continue to find new ways to sell our products. The public are finding new ways to avoid buying them!
Always stay one step ahead.
See you next week.
Apologies To All My Regular Readers
Apologies to all my regular readers and especially to Robert Latta who took the time to e-mail me and give me a quick reminder that I haven’t updated the site for over a month now.
I have been very heavily involved in setting up a new call centre and telesales marketing department for a fairly large and well established sales and marketing company here in Europe and just haven’t had the time needed to dedicate to the site.
Anyway enough of the excuses, I’m back on a regular weekly basis and would welcome your input on any subjects that you would like me to cover in the future.
My regular readers will also notice that I’ve gone from the blogspot domain: simplesalesandmarketing.blogspot.com to my own custom domain: www.simplesalesandmarketing.com
When I started this blog just over a year ago it was really just a way of writing a Sales Training Manual that could be available and accessed by anybody in the world.
I have been blogging for just over a year now so I’m still very new at it and have read countless arguments for and against buying your own custom domain including the main one:
“Nobody takes your blog seriously if you’re still using a blogspot domain.”
I never realised that this site would grow as popular as it has and so after over 12 months of deliberation and resisting going “professional” in the eyes of all the other “Professional Bloggers” I have finally succumbed to buying my own custom domain to protect the site and so that I can continue to grow the readership and possibly turn the whole thing into the “Timeshare Sales And Marketing Techniques” book at a later date. And so for the pricey investment of $10.00 “simplesalesandmarketing.blogspot.com” has become “simplesalesandmarketing.com”
For anyone thinking of buying a custom domain name for whatever reason I brought mine through Google and found the process completely painless and very simple.
I just logged into my Blogger account. From the dashboard I clicked settings and under publishing went to the domain page and followed Google’s very straight forward step by step instructions on buying a custom domain name.
Blogger do have their own help page which also explains the process in a step by step easy to follow idiot proof guide for non computer literate people like me.
The other benefit I found from doing the whole thing through Blogger and Google is that it was all configured for me and set up in a matter of minutes with all my old links still working perfectly and automatically redirected to my new URL.
So to close, Hats off to Google and thanks for the continued brilliant service.
See you all next week.
If there’s a particular sales skill or closing technique that you would like me to cover in future articles, or an objection that you are having a problem overcoming, leave me a comment below or drop me an e-mail.
Remember: there is no such thing as a foolish question, only a fool who doesn’t ask questions.
