Probably The Best Job In The World!!

I’m often asked if it’s a good time to start a career selling timeshare in the present financial climate and I posted an article earlier this year entitled “Selling Timeshare In The Recession”

Apart from the fact that the experts are now telling us that we are through the worst of the recession and that we will start to see a slow but steady recovery by the end of this year, I firmly believe any time is a good time to start a career not just Selling Timeshare but to start a career in any sales industry.

Let’s just look briefly at some of the benefits of earning a living as a commission only sales person:

1. There is no limit to your earnings. You decide how much you want to earn and set your goals to achieve it.

2. You can work as hard or as little as you choose based on what you want to earn.

3. In most commission only based sales jobs you are your own boss and get to work out in the open, on the road visiting clients as apposed to being stuck in an office.

4. Commission only sales jobs are very rarely nine to five so there is a certain amount of freedom in setting out your working day and week.

Now let’s look at Selling Timeshare as a career choice:

I think Selling Timeshare has got to be THE BEST JOB IN THE WORLD!!

For those of you who have turned up on your resorts today feeling “Here we go again” and are ready to go through the motions and hope a deal pops out of somewhere, lets just take a minute to remind ourselves of just how lucky we are.

Added to the above benefits are:

5. You earn a living spending your working days on a beautiful holiday resort speaking to people who are on holiday about holidays!

6. You get to walk around the resort, sit by the pool have a cool drink in the beach bar and you’re surrounded by happy people chilling out and relaxing.

It’s almost like being on a permanent holiday yourself and to top it all of you can earn more money this year than your Doctor can stuck in his surgery each day!

When I was a rep I used to get so buzzed up in the mornings just thinking about the day ahead because I really believed I had the best job in the world. I would remind myself every day on my way to the resort what the pool bar was like how nice the apartments were. I would picture the Jacuzzi’s in the en-suite bathrooms and I would think about how I was going to feel walking through the immaculately kept gardens on my way to the health center and spa.

I loved my job and I still do. I would have no hesitation to go back to being a sales rep and often miss the buzz.

Selling Timeshare is a fantastic career for those who learn to love what they do and it can be the path to much greater things if you want to progress through to management and eventually run your own resort.

It is also one of the few sales jobs that offer you the opportunity to travel and work anywhere in the world so just remind yourselves once more how lucky you are.

You probably have the best job in the world!

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 personally 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.

People Don’t Buy Products….............

I’m having a lot of fun at the moment working with a telemarketing company that sells Google advertising and manages Adwords Campaigns for small to medium sized businesses.

Whilst I was wandering around the sales floor the other day listening to the sales team and looking at areas for potential improvement, I was suddenly made aware of something I had forgotten a long time ago.

People don’t but products for what they are or what name is on the can.

They buy a product for what it will do for them!!

Now you would think the mere mention of the word “Google” would have people screaming out to get a part of it wouldn’t you?

Wrong!

Even Google advertising doesn’t sell just because it’s Google. It sells because of what Google advertising can do for your marketing campaign.

So I thought I would share this mornings training session with all of you. Even if we’ve heard it all before it sometimes helps to be reminded of the basics of selling.

"Sell the sizzle not the sausage!"

Example:

“I’m selling sausages, they’re small slightly curved edible pink things that are wrapped in a thin see through skin that is made from some part of an animal’s inside and they are stuffed with minced pig.” “Special offer today and today only €1.99 for six” “Do you want some?”

Not really do you?

Ok let’s try again.

“Sausages are really good things to buy because they are cheap, easy to cook and can be wrapped in pastry to make nice little aperitifs at a party or just thrown on the Barbie and eaten in the hand. Would you like some for your next party?”

A little better but not the best pitch yet.

How about:

“Just imagine waking up to the sound of a couple of sausages sizzling in the pan alongside the bacon and eggs. As you rub your eyes and climb out of bed you can smell the fresh aroma of a traditional English breakfast being cooked and sitting down at the breakfast table you see your plate with two lightly fried crispy brown pork sausages that as you cut into them are all fluffy and pink inside. Can you imagine how it’s going to taste when you put the first piece in your mouth?”

Now do want some sausages?

Of course you do and I bet you want them right now don’t you? Not tomorrow right now! You won’t have to ask your partner if you should eat them will you?

Do you get the idea? It’s all about painting the picture, putting your client in the picture then building the desire and getting your client to want it there and then.

You wont sell your product just because it's got a good high profile branded name. You have to sell your product on what it will do for your client or how it will make them feel using their senses to build the desire.

I’m going to carry on next week by showing you how to adapt the sausage pitch into selling your resort until then, sell the sizzle and not the sausage!

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 personally 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.

Professional Sales Trainer on the Costa del Sol

Alan Roy Hocking

Author, Professional Sales Trainer,

Independent Marketing Consultant and

Personal Development Coach is now available for individual or Group Training Sessions along the Costa del Sol

Alan Roy Hocking has over twenty years personal experience selling timeshare on the Costa del Sol, the latter part of which has been dedicated to the Recruiting and Training of Timeshare Sales Professionals for Resort Marketers World Wide,

Alan offers a refreshing look at the psychology behind the sales process and can train on all aspects of Sales and Marketing Techniques.

His relaxed and easy going manner, along with an easy to understand and down to earth style of teaching and writing is a welcomed new look at the art of closing sales and has earned him quite a large following of regular readers to this Blog: “Simple Sales And Marketing Solutions”.

Alan has made it his personal mission to dedicate himself to studying the psychology behind why people buy, and passing on his knowledge to anyone who chooses to make selling a long term career and really wants to learn how to sell more efficiently.

The constant e-mails, words of encouragement and feed back received from this long running Blog, have eventually lead to the release of his first E-Book, “The Five Essential steps to closing the sale” and the decision to go freelance and offer his training services to all Sales and Marketing Companies along the Costa del Sol looking for a fresh input into their existing Sales Training Programmes.

Training can be arranged on an individual or group basis to cover all aspects of Sales and Marketing including:

Timeshare

Points Clubs

Holiday Clubs

RCI and II Exchange
Cold Line Sales Teams

In-House Sales Teams

Telesales

Direct Sales

Telemarketing

Customer Services

Business Development

Personal Development

Internet Marketing

Public Relations

Recruiting

For a no obligation call and to discuss your requirements in more details contact:

info@simplesalesandmarketing.com

Selling To RCI Exchangers (Part 2)

Hi everyone

Last week we looked a little into how to sell your resort to clients on an RCI exchange holiday and as I pointed out, the biggest problem when selling to RCI exchangers is that 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.

For those of you who didn’t read part 1 follow this link first.

Secondly there is always that 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.

I ended the article with a favorite closing question I always use to use:

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

What was I trying to achieve with that question?

I always found that if I could get my clients to compare my resort and their own resort themselves; they didn’t feel as if I was trying to sell my resort to them or pick holes in their home resort.

Now we have to remember that people will only buy something if their existing product stops giving them the service it used to, or they see something newer, better value for money or they feel that they are upgrading to a higher standard.

This is even more evident with people on an RCI exchange.

So what can you do?

You can only sell your resort on these buying factors:

1. The yearly maintenance fee is cheaper but the exchange power is higher therefore offering a more cost effective exchange vehicle. (Financial – Saving money in the long run)
   


2. There are more or better facilities on your resort therefore representing an upgrade in their existing ownership to a higher standard resort. Resort of International Distinction or Gold Crown. (Keeping up with Joneses or Ego sale)
   


3. New development planned in future so your apartment will be worth far more in a few more years. (Better return on Investment should you sell at a later date. (Greed sale)
   

The key to closing the RCI exchanger is to get them to point out one of those points themselves and they will have sold themselves and be asking you to help them upgrade!

I have to admit that I found the clients on an RCI exchange the hardest to sell to and there are times when we all have to admit that some people can’t be sold.

As long as you can honestly say to yourself after the presentation that you had tried everything you could. Gave it 100% of your effort, and you are 100% sure that nobody else could have sold them either, then don’t beat yourself up and get down, accept it as one of your “No’s” and realize it just means you’re one “No” closer to the next “YES!”

See you all next week.

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