News Flash!!!!
At Last!!!!
Available Now!!!!
The Long Awaited!!!!
Downloadable Sales Training E-Book
The “Timeshare Sales Techniques” five week mini series is on hold for this week.
Why?
Due to the overwhelming response and daily e-mails I receive, I have been working very hard on producing a full version of the five week Timeshare Sales Techniques mini series in a downloadable ebook version along with other sales training articles including CD's and Video's that I always get regular requests for.
Follow the link above to get your copy now!
I am also looking at a completely new format for this sales training site in the future that will make it easier to search and find the exact answers to your sales problems and articles with the solutions you are looking for.
There is also the possibility of a completely new updated look to the site with a move to a new location that will also hopefully make your reader experience that much better.
I hope the changes will be met with all of your approval and always welcome your feedback as to what you would like to be included in this site and any changes you think would improve it.
Please be patient as there are always teething problems with any changes and new ventures that you plan especially when you’re dealing with the internet!
Keep dropping in on a weekly basis as I will be keeping every one updated on a regular basis on how the e-books and website changes are progressing.
In the meantime, keep sending in your e-mails and leaving your comments on any sales and marketing subjects you would like me to cover in the future.
See you next week……
At Last, Just Released, The Long Awaited Downloadable Sales Training E-Book!
Timeshare Sales Techniques – Five Week Mini Series – Meet And Greet
Last week we looked at the importance of self preparation.
This week I want to look at the initial introduction to your clients commonly known as “Meet & Greet”
There are three main things you need to take into consideration when you’re preparing yourself to meet and greet your clients and these are best illustrated buy understanding what’s going through your clients mind in the first few seconds when they meet you.
The average human being takes in their information through three main sources:
Visual (Sight)
Audible (Hearing)
Kinetic (Feelings)
As an example let’s imagine you’re on holiday in a new resort and venturing out of the hotel for the first time to have a nice cold beer.
As you walk along the sea front looking for a nice bar to have your cold beer in you will first be attracted by how the bar looks. Does it appeal visually to you? Do you like the look of it? (Visual)
Your next reaction will be to the sounds coming out of the bar (Audible) is the music laid back or upbeat? What’s the conversation like? Does it sound like a friendly fun place? Did the staff greet you in a friendly, pleasant manner?
You will then decide how you feel (Kinetic) about the whole situation based on the first two factors and how you feel will decide whether you stop and order your cold beer or carry on to the next bar where you will repeat the whole process over and over again until you find a bar you do feel comfortable in.
Now although this process only takes a split second, it is the exact same process that your clients will use when you first introduce yourself to them.
They will first decide if they like the look of you? (Visual)
Then they will react to how you introduce yourself? (Audible) Did the rep greet me in a friendly, pleasant manner?
The Kinetic senses will then kick in and they will decide if they feel comfortable about being in your company.
If they don’t feel comfortable in the first few seconds, then your presentation is going to be all uphill and you will have to work extra hard at winning your clients over in the warm up stage before you can even attempt to do any fact finding.
This week, I’d like you to take more notice of how people react to you when they first meet you.
Is there anything you should change about the way you look?
How you speak or introduce yourself?
What would make your clients feel more at ease in your company?
Next week we’ll look at the difference between a “bus stop” warm up and a “proper” warm up.
See you all then.
Clearer Rules for Selling Timeshare Gives European Families More Protection
The Timeshare Holiday Rights of some 1.5 million European families will soon be better protected.
A draft EU directive, unanimously approved by the EU internal market committee updates rules that are 14 years old so as to address consumer concerns and revitalise a business that is still performing well below its potential.
Timeshare deals, which allow buyers to occupy holiday accommodation for specific periods in alternation with others, have won millions of takers worldwide since the 1970s. They are often sold as a cost-effective alternative to privately rented apartments, hotels or a second home.
According to data from the Organisation for Timeshare in Europe (OTE), in 2001 there were 1.452 million holiday centres in 25 European countries, 1.4 million families using this kind of accommodation and 200,000 Europeans employed within this still fast growing holiday sector, with annual sales totalling €2.3 billion.
Since 1994, an EU directive has helped to harmonise Timeshare rules across the EU, but litigation between operators and holidaymakers is still a frequent occurrence, notably about conditions and quality of service.
Furthermore, new holiday products and services, similar to Timeshare but not covered by the directive, have emerged. These include new types of holiday clubs giving holidaymakers reductions in the cost of their stays if they take out a subscription. Some of these new contracts clearly circumvent consumer protection rules.
The revised draft directive, which supplements the general rules introduced by the recent directive on unfair commercial practices, will cover both Timeshare packages and all the new holiday products that have so far have escaped any previous legislation.
Consumers will be better protected by rules that clearly state their rights, and will find it easier to go to court and the honest operators will no longer have to face unfair competition from fraudsters.
The proposal aims to enhance consumer confidence and legal clarity, which are essential to the growth of this promising sector, via simplified EU-wide rules.
Most Timeshare holidaymakers are from Germany or the UK, where most of the agencies are located, whereas most of the holiday centres are located in Spain, Italy, France and Portugal.
