Selling To RCI Exchangers (Part 1)

Hi everyone

This weeks subject come thanks of John who sent me this email the other week.

So a big thanks John and I hope my book has helped a little.

Here is the email that he has kindly given me permission to use to help others who might be experiencing the same problems:

I am in-house rep for Massanutten Resort in Va. I am having so-so success with upgrading owners, but no success in selling to RCI exchangers. For what ever reason I get no interest in this beautiful resort. I build the value and solve their problems on how to better exchange, (I know they are lying when they say they have no problem). Any suggestions!!!!!!!!!!!

Help

Firstly dealing with RCI exchangers can be a problem in itself as the mere fact that they are on your resort proves that the RCI exchange system works and we all know that people only buy another product or upgrade existing products when the product they already own stops working or they are offered a better option.

Secondly there is always an element of “pride of ownership” and nobody likes to be told they’ve been sold a pup or will admit that the resort they own at isn’t as good as the one they are staying at so we have to be extra gentle and subtle when dealing with this type of client.

My own experience was that they needed a very laid back approach. An almost, "I’m not even going to bother trying to sell you anything," we’ll just go through the motions because that’s what I get paid to do attitude.

The majority of my presentation would be spent in warm up, fact finding and just having fun.

The main answers I wanted were:

Did they buy their home resort because they liked the resort, it was close to home, or did they buy it as an exchange vehicle?

How often do they stay at their home resort and how often do they exchange?

Was this exchange their first choice and if it wasn’t why did they think they didn’t get their first choice?

What was their first choice and why?

And how often have they not got their first choice?

These are all standard fact finding questions when dealing with RCI exchange clients but the one I loved and would always leave till the end was:

If this was your resort, what facilities or things would you change or add to bring it up to the same standard as the resort you already own at?

I want to follow on from this next week as I think it’s impossible to cover this subject properly in one article so stay tuned for:

“Selling To RCI Exchangers Part 2”

See you all next week.

My Latest Book Now Available At Lulu.com!

May was a particularly exciting, positive and very productive month for me.

My first Sales Training e-book “The Five Simple But Essential Steps To Getting The Sale” is not only getting good reviews and selling well on my own site, is now published and can be previewed and downloaded at lulu.com

I have also just finished my second book “Oh Look There’s Two Of Them!” a light hearted look at bringing up twins based around my own personal experiences of bringing up my own twin daughters.

“Oh Look There’s Two Of Them!” can also be previewed and downloaded at lulu.com

May was also the start of a new project for me.

I have been asked to set up and develop a dedicated customer support department for a young but rapidly expanding Telemarketing Company here in Mijas Costa.

Customer support is a new challenge for me as I have always been front line sales and marketing so I’m really enjoying the learning curve and will be starting a new section covering customer services here on this blog based around my experiences over the coming months.

I’m helping out with the recruiting, training and managing of the telesales teams as well so we will be adding more articles to the Tips for Telesales section over the next coming weeks.

Any spare time I have will be dedicated to producing my next book covering the art of closing over the phone.

“Hmm. I must start a book about writing books………….”

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 a comment below or drop me an e-mail to: info@simplesalesandmarketing.com

Remember: there is no such thing as a foolish question, only a fool who doesn’t ask questions.

A Testimonial:

Dear Alan,

Just to say thank you so much for the info that has boosted my sales career to another level.

For the life of me I could not see where I was going wrong, I have read many other publications and to be honest could not make much sense of it all.

After reading your 5 simple steps guide it just "clicked",

I am now selling almost double the amount in just a few days of putting your suggestions into practice. I'm waiting for your next publication with great excitement and will be following your blog with great interest. Thank you so much for some genuine, great advice...

Simon Peterson (London UK)