Thanks for your input Blake. Great Comment. The so...

2009-09-26T10:18:17.184+02:00

Thanks for your input Blake. Great Comment. The sooner we accept that it's our fault and stop blaming the clients, the sooner we will all start closing more deals on the day. I love your four why's method. That's exactly how to handle the objection. Agree. Confirm. Isolate and Overcome.

What other good closing techniques for overcoming this objection are out there?

You’re absolutely right when you say it’s our faul...

2009-09-26T03:38:05.989+02:00

You’re absolutely right when you say it’s our fault when this objection (excuse) comes up.

We either have not made them want it enough for them to take action right away or have not built up enough urgency on why today is the best time to make a choice.

I've seen sales reps approach this excuse several different ways. Most approach it with a clever come back and closing technique. But usually that’s to fuel their ego and win the battle, when they end up losing the war.

The best validate their concern and try to understand why they feel they need more time. Ask them how much time will they need and then find out what part of ownership are they unsure of. By going thru the four why's you will be able to uncover the real objection.

Why Vacation
Why Vacation Ownership
Why (your company)
Why today

By going thru all four again and getting a commitment before moving on I'm sure you will uncover more information that leads you to start addressing the real issue

Comments on Timeshare Sales Training: How Do You Overcome The Objection We Want To Think...

Thanks for your input Blake. Great Comment. The so...

You’re absolutely right when you say it’s our faul...