The Timeshare Coach: The Huddle, 100 Timeshare Sales Tips For Timeshare Sales Professionals 3651h

Copyright © 2013 by Carl Garwood.

ISBN:

Softcover Ebook

978-1-4836-8291-4 978-1-4836-8292-1

All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the copyright owner.

Carl Garwood is hereby identified as the author of this work and in accordance with Section 77 of the Copyright, Designs and Patents Act 1998

This book is sold subject to the conditions that it shall not, by way of trade or otherwise, be lent, resold, hired out or otherwise circulated without the author’s or publisher’s prior consent in any form of binding or cover other than that in which it is published and without similar condition including this condition being imposed on the subsequent purchaser www.thetimesharecoach.com

Rev. date: 08/27/2013

To order additional copies of this book, : Xlibris LLC 0-800-056-3182 www.xlibrispublishing.co.uk [email protected] 307070

Contents

1 They Close you, or you Close them

2 If you cannot handle objections, then you are in the wrong job… . FACT!

3 Tie-Downs

4 Meet The Clients… .

5 Make a friend

6

7

8 Questions

9 Selling not Telling

10 Negative Parts of Tour

11 John & Mary

12

13

14

15 Learn Timeshare

16 Involve Both

17 Goals

18 Celebrate your Successes

19

20 What R You Doing?

21

22

23 Maintenance fee

24 Have fun

25 First Names

26 Cancellations

27 Yesterday

28 Photos Of Your Family

29 Heat

30 Qualifed tours

31 Get Excited

32 You’ve done a good job

33 What is the sale really about?

34 Weak Excuse

35 Pre tour mind set

36 Breathing

37 Closing

38 Numbers game

39

40 Laughter

41

42 Wake up

43 Internet

44 Winners

45 Extra 1%

46 2nd face

47

48 Growth

49

50 Logic

51 Act now

52 Personal Touch

53 5 star

54 The Year Ahead

55

56 Meaning

57 Tour Times

58 Ode To A Salesman

59 You deserve it!!!!

60 Why timeshare

61

62 Pain or pleasure

63 Confidence

64 Deal With The Pain First

65

66 Every picture tells a story!!!!

67 Tell a secret

68

69 Blow them away

70 Hypnotic words

71

72 Get engaged

73 Charm

74 Get them both engaged.

75 IF I

76 Worry

77 Read Your Goals

78

79 You

80 Energy

81 Fuel for your mind

82 The Law of Influence

83 THE GIFT

84

85 Value

86 Easy Selling

87

88 The Law of Receptivity

89 Stroking

90

91 Compensation

92 Who Can I blame

93 First Names

94 Time

95

96 Dreams

97 Experience

98

99

100

This book is for all those who Sell Timeshare. Many Timeshare Sales Professionals live off their past.

“Once you know how to sell this product what else is there to learn?” “I’ve been doing this years . . . . back in the day! I know how to sell”

These are just a couple of quotes you may here from the Timeshare Dinosaurs in the world today. Yet the fact is you need to keep your mind focused, you need to be constantly on you’re A game… . FACT!

Morning meetings, weekly training sessions at your resort, from your Sales Manager are all tools to you. This is a pick me up book to read in between tours, or when maybe you have had a few days of no sales and flick through and see a tip that inspires you and puts you back on track. A lot of this you will know, like how I have put Tie Downs as a tip and of course we all use these, but sometimes habits can lead us off track, we can start to cut corners and then get in that terrible mind set state of blaming clients or asking that question to yourself “what am I doing wrong?”

So here you have some tips to assist you with your Timeshare Career. By taking on board the tips and advice you have read, committing them to memory and putting into practice you will begin to see your results improve, not just now but also throughout your career.—FACT! I wish you success and as your personal Timeshare Coach I welcome you to my websites www.thetimesharecoach.com and my New and Exclusive—Timeshare Coach Training www.timesharecoachtraining.com Following the success of both the Timeshare Coach and The Sales Caddie and

based on an increasing demand I am delighted to offer you the most exciting way to take your career as far as you want it to go with the launch of Timeshare Coach Training TM. This brand new website has been specifically tailored and designed to enhance the information provided throughout these books and give you simply the best value-for-results resource available in the Timeshare Industry. In addition to having on-line 24hr access to all of the help, tips and advice you will ever need, hip brings personalized one to one coaching each and every week. The trainers who are on-line to you have over 30 years combined experience in the business and have personally toured or T.O’d tens of thousands of prospects. You will have access to ongoing coursework, video tutorials, and personalized coaching throughout the next 12 months, any-time any-place!

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Enjoy the book and if you like it and it helps you even just by improving your closing that 1% please post a review on Amazon.

Plus you can email me your or if you have any Timeshare questions to [email protected] I personally dedicate this book to all the clients who told me

“It’s interesting”

“You’ve done a really good job”

“We need to think about it”

“We need to speak to our ant”

YOU MADE ME STRONGER… . FACT!

I believe that Timeshare Sales Professionals are the most talented and skilled of all sales professions… . FACT!

You’re on tour, and your client says “I’m in sales” all proud in front of their partner as if that is supposed to put you off. ‘What do you sell?’ you ask, “I’m in real estate” FACT number 1, people buy houses, if some one wants to buy a new home they call a real estate agent and say WE WANT TO BUY A NEW HOME, so the agent shows them lots of houses until the client sees the one they want, rarely buying on the day.

‘I sell cars” FACT number 2, people buy cars, they go to a car show room say then need a new car and the car sales rep shows them round asking which one they want.

“I sell electronics” Oh you work in a big store!!!! FACT number 3, when someone needs a new washing machine they go to a big store to buy a new washing machine, the sales rep does a big close by asking if they want a white or a blue one.

You as a Timeshare Sales Professional are that skilled that you can convert a couple who have no intention of buying. They are only in front of you because they have been promised a gift if they attend a 90 minute presentation, yet 3 hours later can be spending over $20,000 on a week or points of Timeshare.

THAT IS TALENT Believe it and believe in yourself . . . . FACT!

1

They Close you, or you Close them

, there is a sale at every table. The clients close you or you close them, someone is closing. If you can take the attitude that when you did not get a sale because they closed you, then you can work on your presentation to improve yourself.

Take your last 20 tour no sales. How many of them really had a genuine reason for not ing? Did the clients close YOU with an excuse that

“It’s great we love it but first we need to think about it,”

“We need to talk to our kids,”

“You’ve done a great job once we have put the kids though college then we will buy?”

Only you can be honest with yourself and answer that question. How many of your clients that did not buy last year have called you up this year to buy??????????? I bet you can count the figure on one hand!!!!!

The fact is when you get an answer like “talk to our lawyer” or “we will get back to you,” The real reason is they were NOT SOLD.

The reason I bring this up is too many middle and low performers never it that their presentation was not good enough for the tour. The clients had an excuse and they believed it. Plus they will tell everyone they know why the clients did not . How about the fact that you did not make your product exciting enough for them to want it??? How was your warm up? Did you make a friend? Did you involve both? Did you ask questions and wait for the clients to answer? Did you use tie-downs? What was their emotional buying motive?

Did you sell your product and make the clients want it?

The beauty of selling Timeshare is at any stage in your career you can CHOOSE to improve. Listed below are Top Timeshare selling tips that you can take to the table, use and convert into cash in your bank… . FACT!

2

If you cannot handle objections, then you are in the wrong job… . FACT!

Too many sales professionals come into this industry get a few sales, think it’s easy and then spend the rest of their life waiting for people to buy. When they get objections they straight away think there is no sale and try to finish the tour as quickly as possible.

A question to you. There is a new fabulous, five star timeshare resort, being built in a tropical paradise. It’s right on the beach, every villa has an ocean view, the price is amazing and it’s the only timeshare resort on the island. The demand for this product is very high. Now in order to get best performance we are going to form two sales lines, Sales Line A and Sales Line B Which line would you like to work on?

Line A only takes the clients that come in to buy.

Line B only takes the clients that come for their gift, will only stay for 90mins and have no intention of g in the day.

Which line do you want to work on? Which line will make you more money?

Line A or Line B? If you choose line A if you are really lucky you will go out maybe once a month or more likely twice a year. If you choose line B you will take 2 tours a day, every day, and you will close 1 in 4 with the right attitude and belief in yourself and your product. It is a fact. Your client’s only want their gift, only want to stay 90 minutes and have all the objections you could think of. Does that bother a Sales Professional? . . . . NO! They stay focused and work smart; they ask the right questions, LISTEN and get the clients to like them. They have a positive mental attitude regardless of the weather or what life throws at them.

A Timeshare Sales Professional Welcomes Objections.

When you get objections, the standard way to handle them is to, Agree, Confirm, Overcome. For those of you that want to take this to the next stage when a client says,

“The maintenance is too high”

Listen, wait a few seconds and repeat it back to the client,

“The maintenance is too high!”

and stay silent, in most cases the client will answer the objection themselves or even realize what they said meant nothing so you can move along in your presentation. You can use this for most simple objections (smoke screens) that your clients say.

PLEASE

A lot of front end objections do not mean anything; they are just lines to throw you off scent. All clients have an in-built defense mechanism that can cause reflex actions. These reflex actions are mostly minor objections which should be completely ignored, or by using this tip repeated back to the client for their response.

3

Tie-Downs

It’s nice to have a free list of Timeshare tips that you can use in your presentation to assist you with your sales isn’t it? Every day around the world a Sales Professional does a great presentation but ends up with no sale. They have to think about it. There is no magic secret to all of a sudden getting a Yes Today every time, but a big tip that can put you in the position of opportunity is to use Tie-downs. Here you can lead your client with a series of small yes, yes, yes that can lead up to a big YES at the end. If the client agrees with you that what you are presenting makes sense and fits their vacation needs, then they have moved closer to buying it haven’t they?

How many tie-downs do you use throughout your presentation?

“Owning your vacations makes more sense then renting them doesn’t it?” “It’s nice to know that you are guaranteed a high standard of accommodation every time isn’t it” “Don’t you agree that for the same money it makes more sense to have the 2 bed villa then a hotel room?”

With these minor yes, yes, yes, you can repeat what they told you and use it at the end of your presentation to get it down to the money.

WHY

Add power to your presentation, Ask your clients WHY? If you are doing all the talking you are not asking the clients WHY? If the client says it then it must be true!!!!!

“Are vacations important to you?” Yes WHY? . . . .

“When you buy your 2nd week of Timeshare would you buy to exchange or use at a home resort?” Exchange WHY? . . . . “Would you buy a 2bed or a 3 bed?” 2bed WHY? . . . .

“Is quality of accommodation important to you?” Yes WHY? . . . .

Nearly every question you put to your clients, when you get an answer ask the WHY, This checks the strength of the answer they have given you. Also during the presentation you can repeat back to them what THEY told you. When you are in the show villa, John & Mary you told ME earlier that accommodation is important to you… .

When on your resort or showing your resort brochure, John & Mary you told ME that facilities for children is important to you… .

I hope you get the point of the above as sometimes it is very easy to talk, talk, talk, ask questions, get an answer and move on thinking that they are telling you what you want to hear. The classic saying is two ears, one mouth. Your clients should be talking most of the presentation, hence I repeat, if you are doing most of the talking you are,

1. Not asking enough questions. 2. You are not asking WHY?

Start your next tour with a tie down.

Aren’t they?

Aren’t you?

Can’t you?

Couldn’t it?

Doesn’t it?

Don’t you agree?

Don’t we?

Shouldn’t it?

Wouldn’t it?

Haven’t they?

Hasn’t he?

Hasn’t she?

Isn’t it?

Isn’t that right?

Didn’t it?

Wasn’t it?

Won’t they?

Won’t you?

Createyour own tie-downs that you can use from the list above. Write these down, learn them, and put them into action. Practice tie-downs at home and with your friends, soon they will come naturally. You can put both subjects of this tip together, after you have asked the tie-down and got your answer, then ask WHY? Watch your clients tell YOU all the reasons why buying your Timeshare makes sense to them. Be professional, adapt and use in a natural way. It will not look right if every thing you say is a tie-down then a WHY? WHY? WHY? The top Sales Professionals make this happen so naturally and in a smooth flow that the clients feel relaxed and open up just like in a conversation between friends… . FACT!

4

Meet The Clients… .

Believe it or not, a sale can be won or lost in the first few seconds of your presentation… . FACT!

With all the positive self-talk that a Sales Professional can give themselves before their tour, the big mental test comes when you see your clients just before you go and greet them. Your mind can start to judge what you have. “Why me??????” “Look at the state of them!!!!” “Great, as usual Gary gets the good clients I get the lousy ones” “They are reading books, don’t they know this is a sales presentation?”

“Whenever doubt creeps in treat it for what it is a doubt. Believe your beliefs and doubt your doubts.” Napoleon Hill

Any seed of doubt in your mind that what you have in front of you does not look like buying can cause your greeting of your clients to change,

“Hi Yes good morning come with me let’s take a seat”

Compared with the greeting when you think you have got quality clients.

“Good morning Mr & Mrs Laydown, How wonderful to meet you, My name is Steve, I am so pleased you are here, Can I get you a drink? Please let’s go and take a seat and let me tell you about our beautiful resort”

The top Sales Professionals do not know the difference between a bad client or a good one, everybody gets the same greeting regardless. They smile, are enthusiastic, projecting positive vibes around them with a great handshake and good eye … . EVERY TOUR

You never know and you have no right to presume. They may be in yesterdays clothes because their luggage was lost, all it takes is some genuine concern and care from you and you have made a friend. They may be reading a book because they are on vacation and relaxing. They could have been recommended by a friend who is an owner that they met last night at a restaurant and are all excited about what they are going to hear. a lot of clients will be worried not knowing what to expect. It’s your job to relax them straight away.

Monitor your greeting, does it need sharpening? You are on stage, you have to perform. Yet you have the only audience that gets to pay after your performance.

SO MAKE IT GOOD

5

Make a friend

If they like you, they will buy from you… . FACT! This quote is used by all Sales trainers around the world. You can also add If they trust you as well.

The dictionary has the word Friend as meaning,

“A person whom one knows, likes, and trusts.”

So you can be pretty sure that this plays a massive part in you getting your sale. The product can sell itself in most cases, and many many sales do not happen because the clients do not like the Sales person. Of course they will not tell them that, they will smile and say you did a really good job. We all know a big tip is to find common ground with your clients. This meaning if you have something you both like then barriers will be dropped as you share an interest. Yet if they like pottery or stamp collecting please do not go WOW so do I what fun!!!!! They will spot you being false and view you as another Timeshare Sales Rep who only wants their money.

Show a real interest in your clients; ask about their family and hobbies. If they like pottery and you have no clue about it, then show a genuine interest. EVERY

ONE LIKES TALKING ABOUT WHAT THEY LIKE.

You can then play the part of the listener. Of course a winner is to get a client talking about their children or grand children. They will love their kids, and go off all proud about what they do. Trigger the emotions

You are getting paid thousands of dollars in commission just by making friends. What a job to have!!!!!!!!!

6

Reading affirmations to yourself can have a big impact on your mind and help to control your self-talk and belief. Muhammad Ali did not tell himself that he was going to be the heavy weight champion of the world for fun.

By repeating positive affirmations to yourself daily you will notice an improvement in your attitude at the start of every tour regardless of what is in front of you.

Write this affirmation down and read it before every tour, IT WORKS!

“I am a great Sales Professional. When talking to a client, I am guided as to what to say and how to say it, so that I will be successful in gaining their interest in that which I am selling.”

7

“A Positive mind finds a way it can be done, a negative mind looks for all the ways it can’t be done.” Napoleon Hill

The above quote is one of my favorites. Why? Because to me, this is one of the best quotes for Timeshare. You have got your tour, they take vacations, so find the way and get the sale. The top Sales Professionals find a way it can be done every time. The word blame does not exist in their vocabulary… . FACT! The clients can tell them, they just bought a new house, the kids are going to college, I am going to lose my job exactly 5 minutes after this presentation, all these excuses bounce off the top performers. Why? Because they find a way it can be done, not looking for a way it can’t. Listen around you at work to people who blame. “Great they are on the 3rd tour this year”

“No chance here they have got 4 kids they are putting through college”

Listen around you, who is talking about getting deals and who is talking about not getting deals. Who blames the clients or the weather or their pen!!!!!!!!

Of course you will not sell to every tour you meet, but the big difference between the top Sales Professionals and the bottom is when there is a no sale, the bottom will say

“No chance, gift hunters waste of time”

The top performers will say

“What do I need to do differently next time with clients like these to get the result I want?”

Everyday you have the opportunity to earn more in a few hours, than your clients can earn in a week… . FACT!

So find a way it can be done, not a way it can’t.

8

Questions

Ask the right questions, and you will get the answers that YOU want to hear. If only it was that easy. You will notice I put YOU in capitals and bold. This is because what YOU want to hear is not always going to happen… . FACT!

If you think about it, a lot of your tour is asking questions. Where are you from? Are you having a great vacation? What do you think of the resort?

Do you own a Timeshare? How many children do you have? The list is endless. You are asking all these questions so you can store the information in your mind, waiting to find the hot spots that you can focus on to assist you towards your Sale.

While on vacation I got chatting with someone, we talked about a few things and I asked where he was staying. He mentioned he was on a package where he pays a small fee to stay at a resort as long as he sits through a presentation. I asked how the presentation was, he said “fine, infact it was really going well no pressure until the end when I told the sales rep that I did not want to buy as I already own a Timeshare.” He said the sales rep then turned and got all funny because he did not mention it earlier.

The client did not have to mention that he owned a Timeshare because he wasn’t asked!!!!!!!

It’s the 21st century. Many of the clients you will see have been on presentations before. Ask them. Ask the clients why they did not buy? Ask the clients why they did buy?

A client will purchase on their 2nd or 3rd presentation, not because they wanted to think about it before, but because they were not sold.

Make sure you are the Sales Professional that sells them TODAY.

ASK QUESTIONS

9

Selling not Telling

Are you Selling to your Clients or Telling? Sometimes when you are in a flow, without knowing it you just tell your clients the presentation.

“Our resort is amazing!!! It has 2 pools, 2 bed villas right on the beach, great weather all year round, a kids club, top class restaurants, a 5 star spa service and golf nearby, and you can swap your week to anywhere else in the world for a small exchange fee.”

The above is an example of Telling NOT Selling. Timeshare is such a great product, with so many benefits it is very easy to get excited and TELL all the positives about owning. A Sales Professional will always SELL not TELL. The simple way to do this is to involve the clients all the time.

PUT THEIR MINDS IN THE PICTURE

“Our resort is amazing!!!! Can you imagine you and your husband sipping cocktails by the pool while your children are having fun at the children’s club?

You both can walk back to your villa that is right on the beach, watching the sunset together every night from your own private balcony. You never have

to hire a car because restaurants are on site, and Mary, wouldn’t it be nice to have a relaxing massage while John is playing golf and the children are on a treasure hunt?”

Isn’t that what vacations is all about? “And John, you know you told me you would love to take Mary to Italy for your 25th wedding anniversary… . Well”

To most of you the above is selling Timeshare for Dummies!!!!!! Yet it is amazing how many times you can just start talking talking talking, and then wonder why they want to think about !!!!!

When asking questions, it is great to ask positive ones, to get positive asnwers.

Tell me what do you like best about Timeshare? What have you enjoyed most on your vacation this week? Why would you buy a Timeshare? What do you like best about quality accomadation? Why do you prefer 2 bed villas to hotel rooms?

All the positive you are getting from your clients can only be getting your mind thinking yes and their mind thinking yes too… . FACT!

10

Negative Parts of Tour

Negative parts of the tour are positive parts of the tour and have to happen… . FACT!

Confused????

You have to throw negatives into your tour. It builds trust and gives balance to you presentation. This has to be shared especially if you are new to Timeshare all excited about how great your product is.

“Yes no problem you can swap your week anywhere, anytime you want no problem you always get what you want” “Yes their is a maintenance fee, but it hardly ever goes up” “No problem if you want an ocean front, just ask and you get it”

When you start selling Timeshare, due to your excitement about the product you sell, it can be very easy to tell your clients how great everything is. It is a fact that to get a 5 star resort in Spain in July or August on an exchange. Or to exchange to a ski resort in February or Hawaii in the high season and get the resort you want. You really have to make your request in advance. Hand on heart we all deep down know this. Unless you own an ocean front Timeshare you have to request an ocean front.

“No you will not get the exchanges you want all the time. You have to book in advance.” “YES the maintenance does go up every year!”

I have heard sales presentation’s where the Sales Professional just keeps telling the client yes no problem you can do this and do that everything is so good good good. This will not help you sell, because in the mind of the client they will think it is too good to be true. By saying you have to book in advance to get what you want, and it is very very unlikely you will get Hawaii on new years eve with your January week in cape cod, you will build more trust.

Please that your clients are expecting you to tell them how fantastic and amazing your product is. They are on a Timeshare presentation. the clients have heard stories about Timeshare sales presentations, some have bought before been promised the world and then never got it. If the Sales Professional keeps all the time on the positive track about you can go where you want no problem and flights are so cheap, the clients’ will think it is too good to be true.

By putting negative’s in you build trust and bring balance to the product you are selling.

11

John & Mary

John and Mary take presentations around the world every day. They are offered a gift if they attend a 90 minute presentation and normally are aged between 25 to 75yrs

It does not matter what John and Mary look like. Tall, small, large, thin, smart, scruffy, they all buy. Never let what John and Mary look like make you presume you have no chance of a sale. THAT IS A FACT!!!!!!!!!!

The dream is the well dressed couple, with the Rolex watch and flash handbag that look like they have plenty of money—yet many times these people do not . In every sales pit around the world you will hear stories of how they looked like they could not afford anything yet got out the black Amex at the end. You will never know what is going to happen until the end and you have done a full warm up asking the right questions, digging deep to find out where, why and how they take vacations.

The fantastic fact about selling Timeshare is that you have to fail most of the time to succeed. On a average working week you will fail 75% of the time to succeed 25% (1 in 4 will buy) The more John and Mary’s you see the more chance you have of selling. Focus on the NOW.

When you meet John and Mary today, no matter what they look like or where they a from, smile and get excited about the opportunity you have. This is why

you CHOOSE to sell Timeshare. It’s your time, what is the alternative, get rid of them and go back and sit in the room and talk about non buying clients?????

If they take vacations then you can show them a great alternative to what they are doing that will save them money and give them a higher standard of accommodation… . FACT!

12

Try this exercise. On your way to work tomorrow play no sound in your car at all. Just have complete silence. As hard as you try to think positive thoughts, your mind will drift all over the place, many things will distract you. The next day play your favorite music in the car, turn up the volume loud, imagine your day ahead, getting the deal, shaking hands and doing the paperwork. Notice the difference in your feelings when you arrive at work. You will be upbeat and ready for the day ahead.

Music brings ion into your thoughts.

13

“None of us can change our yesterdays, but all of us can change our tomorrows” Colin Powell

How were your sales last month? Did you do good? If so, well done, congratulate yourself and enjoy it. what it was that made you perform to your best and take that to the sales floor today.

Did you have a bad month? Are you still talking about it to yourself, people at work and your family? Why? That time has gone, it is history, so focus on the now.

Non buying clients are part of the job . . . . FACT!

If you a have a tour that does not , mark yourself on a scale of 1 to 10 on how good your presentation was. Be your own coach, look for ways to improve ready for next time. When you have a sale, look for what you did right and take that to your next tour.

All of us can change our tomorrows, TODAY.

14

Today: Quite possibly and should be, the most used word in a Timeshare Presentation. This is how Timeshare is sold.

TODAY

Some Sales Professionals, when they happen to be on a bad run of no sales and confidence is low, are afraid of asking for a YES today. They run through their presentation hoping the clients will just say “we want it” at the end. Mostly, they are afraid of experiencing rejection. They are afraid of hearing a no. The presentation is going great, the clients love it. They say how flexible the product is and that the accommodation is amazing!!! The clients then say the classic line… .

“It’s interesting”

The Sales Professional does not want to mention buying today as they feel it could ruin the flow of the presentation. However, the reality is that by doing this they are rejecting themselves first. They are saying no to themselves before the clients have a chance to. By doing this, they are no better off then when they started. when you wanted the dance at the school disco, but you did not have the courage to ask? Well, you never got the dance! You have to ask, ask, ask, ask, ask.

A study done by a marketing specialist found that:

44% of all salespeople quit trying after the first call 24% quit after the second call 14% quit after the third call 12% quit trying to sell after the fourth call.

This means 94% quit after the forth call, yet 60% of all sales are made after the forth call. You can convert this to the sales floor in Timeshare. So many Sales Professionals ask the clients to today, they hear a “I want to think about it” so the sales pro gives up.

THEY DID NOT ASK UNTIL THE END

The top performers ask the clients to throughout the presentation at least 5 times, and with the 5th time, the reply is mostly a YES… . This is a FACT!

How many times did you ask your clients to today on your last presentation?

A “we want to think about it” is not a no. It is a “I do not know enough to say yes yet.” Ask your clients to today and keep asking. if you do not ask, ask, ask, you are no better off then before you got your tour.

“We keep going back, stronger, not weaker, because we will not allow rejection to beat us down. It will only strengthen our resolve. To be successful there is no other way.” Earl G Graves

15

Learn Timeshare

You cannot stand still in this business. You move forward or backwards. You sell or you do not sell… . FACT! A very high percentage of Sales Professionals start in the industry, have a couple of weeks training, get on line, get a few deals, think they know what to do and then plod along getting the odd sale, always moaning that the clients are no good.

“He who stops being better stops being good” Oliver Cromwell

As a Sales Professional in Timeshare, you are the CEO of your business. How much time do you put in each week to improving your Timeshare knowledge and your presentation? You are already ahead of the rest as you reading The Huddle, with 100 Timeshare sales tips. As I have said before, some tips you will know, some you may have not used for a while. The main point is that it refreshes your mind and keeps you alert, sharp and focused. You may tell your colleagues about this but some will say “I do not need that” or “I know enough.” This is similar to a professional golfer who plays the PGA tour, just to get the pay checks. They never win a tournament because they do not practice enough, they wait hoping one day to get lucky. If you add 15 minutes a day from your working week to learn more about your product, or improving your presentation, that is five hours a month of personal training. That’s nearly three full days a year. Spending only 15 minutes a day on

self improvement.

Here are some ideas to start: Name a 5 Star resort in 10 different countries from your Interval or RCI brochure? Describe them in full detail, where are they, what do they have, what are they near, are they on the beach front? Are they villas or condos? Describe the rooms, what activities are there for the kids? Put me there, sell me the resort. How good is your presentation? How well do you present the maintenance fee, the financial logic, painting pictures. Take a look at where you can improve.

You tend to find a huge gap in sales skill between the top 3 on a sales line and the bottom 3. You also tend to find the top 3 are the first to arrive at work and the last to leave.

The most important person is YOU!

When selling Timeshare only think about yourself, your clients, your money.

Don’t waste energy thinking about anything else. It does not matter who Gary or Lisa are touring. It does not matter what anyone else has sold. It does not matter if someone gets that lead or not. The only things that matter is you, your tours, your presentation and yourattitude. They are the only things that will put money in your pocket… . FACT!

“Champions know that success is inevitable, that there is no such thing as failure, only . They know the best way to forecast the future is to create it.” Michael J Gelb

that there is no magic formula. The talent comes from you. The purpose of The Huddle is to create awareness and ignite new ideas into your presentation. I want to congratulate you all because if you have had sales this year then you have achieved what so many other sales people can not.

You are one of the most talented Sales Professionals in the world . . . . FACT!

Go back to one of your sales this year: John and Mary came along to your presentation because they wanted a gift, they had no intention of buying a Timeshare, infact they made a pact. They promised that they would not sign anything today. No matter what they were told. Yet what did you do, in the space of 90 minutes to 3 hours you turned them around, made a friend, and built a trust like you had known each other for years. They liked you so much that after hearing your presentation they chose to spend between $10,000 to $50,000+ on a Timeshare. IN LESS THAN 3 hours. Some sales people take longer than that to sell clients a washing machine, even when the clients went to the store to buy!!!!!!!!!

Timeshare Sales Professionals are the most skilled and talented of all sales professions in the world… . FACT! I believe this, do you?

“Belief creates the actual Fact” William James

16

Involve Both

It is very common to find during your presentation, that when one person is doing most of the talking, the quiet one will be a major factor in the decision at the end. You always want your presentation to flow smoothly, this is a heads up to make sure you don’t forget to involve both your clients.

Notice the next time you are in a discussion, say a salesperson is dealing with you and your partner at a store, and they forget to involve you, or you are out at a restaurant in a group and you are not being brought into the conversation. This leaves your mind to wander and drift in to self-talk. Just think what a client could be saying to themselves if they are sitting there in the presentation not being asked anything.

“So my opinion does not count?”

“I am bored as soon as the 90 minutes is up we are back to the pool”

“I don’t like this sales person, they have no interest in me. I am just going to smile and tell them they are doing a great job”

NO SALE

You do get the clients where the man just talks, talks and talks leaving his wife just to sit there and nod her head. Just think how much your chances of a sale can improve when you ask for her opinion.

If the man is telling you they like to go skiing every year, of course ask him why? Listen to the reply and turn the answer to his wife,

“What do you like about skiing Mary?”

You may then find out that Mary does not like to ski or that she loves it. What you are doing though now, is involving both of your clients, you must do this every tour. It can be very easy to think things are going well as you are building such a great relationship with John or Mary. The highly skilled professional will always involve both clients. The Sales Professional will study in their mind the reactions they get when asking questions and dig deep to find that hot spot or buying motive.

Make a mental note to involve both of your clients in your presentation, it will double your chances of a sale . . . . FACT!

17

Goals

Are you on target to achieve your goals for 2013?

Did you have goals for 2013?

You could write a whole book just on goals as there are so many parts to touch on. To keep it simple, I want to address the power of written goals, because without them, how do you know where you are going?

“Before you can score you must first have a goal”

You will hear on every sales deck around the world in January “I am going to write $$$ million this year” “I am going to sell xxx weeks this year” “I am going to be number 1 this year”

“A goal properly set is halfway reached.”—Abraham Lincoln

It is ok just saying what you want to achieve for the year, but it is a proven fact that it is TEN times more powerful if you write your goals down

When Olympic decathlon gold medalist Bruce Jenner asked a room full of Olympic hopefuls if they had a list of written goals, everyone raised their hands. When he asked how many of them had that list with them right that moment, only one person raised their hand. That person was Dan O’Brien. And it was Dan O Brien who went on to win the gold medal in the decathlon at the 1996 Olympics in Atlanta. Don’t underestimate the power of setting goals, writing them down and constantly reviewing them.

DO YOU HAVE YOUR 2013 GOALS LIST ON YOU RIGHT NOW?

ARE YOU ON TARGET TO ACHIEVE WHAT YOU WANTED THIS YEAR OVER AND BEYOND?

OR HAS IT BEEN AN AVERAGE YEAR AND YOU FEEL YOU JUST HAVE NOT HAD THE RIGHT CLIENTS?

DOES YOUR MIND SAY “I DON’T NEED TO WRITE THEM DOWN I KNOW WHAT I AM GOING TO ACHIEVE” IF SO ARE YOU THE NUMBER 1 OR EVEN IN THE TOP 3 ON YOUR SALES LINE?

“Goals that are not written down are just wishes . . . . FACT!!!!”

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Celebrate your Successes

You don’t have to get a sale to have successes. You may have turned around a difficult client who had had a bad experience of Timeshare before. You may have collected hot leads from an owner or assisted one of your clients with their ownership. Look for your successes every day and celebrate. Praising yourself for your successes is a powerful way to reinforce your minds desire to work harder for you. It’s basic human nature.

“For those who believe, no proof is necessary. For those who don’t believe, no proof is possible.” Stuart Chase

Constantly remind your subconscious mind what it is you want by repeating short, positive affirmations in the present tense. These affirmations should be stated as if the end result has already occurred. It works because your subconscious mind operates best in the present tense. If you want for something in the future, your subconscious mind will the thought that this result does not need to happen now, but in some future time.

“It’s 7pm on the 22nd of October 2013. I have had a fantastic day, I got a 2 week sale from a very difficult couple. All their objections just bounced right off me, My presentation was amazing . . . . FACT!”

This is so much more powerful than:

“I am going to get a deal”

You can even keep repeating all the way to work:

“I sold two weeks today, I sold two weeks today, I sold two weeks today, I sold two weeks today.”

The future is not something we enter, it is something we create . . . . FACT!

19

Painting pictures is pretty standard training in Timeshare, of course we all do it. A great tip on Painting Pictures to your clients is to use the 5 senses when you paint the dream

It is aknown fact that buying a timeshare is an emotional purchase backed up by logic. One of the best ways to really get the client’s emotions going is to paint pictures in their mind of where they can go and what they can do once they own your Timeshare. To take this to the next level, when you paint the dream in the client’s mind use the 5 senses.

SEE, SMELL, FEEL, HEAR, TASTE

Take notice when you watch the adverts on the TV. When you see a Coke or Pepsi ad, you hear the can being opened, the ice in the glass, the drink being poured, and the sound of the fizz. This triggers your mind to think refreshing cold drink. Companies spend millions of dollars to come up with the best ads that get the client’s mind thinking into buying their product. You have it even better because you have the client’s right in front of you, and can tailor your painting pictures to trigger the hot spots you picked up from your warm up.

This is so powerful, and plays a big part in putting yourself in the position of opportunity for making a sale.

Take a look at your presentation and review how you can add the 5 senses when you are painting pictures.

, Mary’s mind does not buy the 2 bed villa in the luxury resort, her mind buys the kids having their own room, and her husband with no blackberry, giving her his full attention!

John’s mind does not buy the fact the you can swap for an exchange fee, he buys the kids at the kids club and the wife sunbathing by the pool, while he plays golf on a championship golf course with an ice box of cool beers!!!!!! The above will get the client’s emotions going, try and re word these and involve the 5 senses.

Use the senses, trigger the emotions. If the clients can hear, see, feel, taste and smell it in their mind. They will be more likely to buy… . FACT!

20

What R You Doing?

Different questions will get a different response. Questions that get your clients really thinking about the way they take vacations are great to ask. This lets the client think that what you are showing them is better then the way they vacate now.

“What are you doing now to guarantee that you and your family always have luxury accommodation every year when you take vacations?”

This is a powerful question that a Sales Professional will ask early on in their presentation to non owners of Timeshare. They will listen for the reply and straight away move on, knowing that they have planted a great seed of thought in the clients mind. The client will know deep down, that unless they pay luxury prices to rent rooms or villas, then they can not guarantee that they will have that standard. They would have told you that they like comfort, and quality is important to them.

So, how do you make sure you get that? You have to pay for it. Your presentation will show them how they can have that every year. You will get many different replies, some will be negative towards your sale:

“We use our parent’s timeshare”

“We might not go every year”

“I get discounts as my best friend is a travel agent”

These, plus others are smokescreens, automatic reactions to cover the fact that what you have is better than what they already do… . THIS IS A FACT! Some replies will be positive as they realize what they are paying, or will have to pay to get the luxury accommodation that they want. The main thing, is to ask the question, listen to the reply, and move on. You can bring this up again at the back end of your presentation, or in the show flat.

21

NEVER, NEVER, NEVER let your clients browse through your Interval or RCI book on their own—because that is all they will do, BROWSE. In fact, don’t let them even touch it until you are ready to let them. Tell them what is in it, build up their interest, excite them until they almost want to tear it out of your hands. The book is the key to make their vacation dreams come true. Give them the key easily, and they will think nothing of it.

22

The best Timeshare Sales Professionals are like Olympic Athletes. They are the best in their field, performing at such a high level, the rest do not even come close. Everybody gets the same clients with the same objections, yet it’s the Olympic Sales professionals who constantly out perform everyone. They are the champions. Not just the number 1 on line, but the top performers, who every year, perform like an Olympic Athlete.

You don’t just turn up for the Olympics, you have to go through a number of qualifying stages, backed up with four years of training. Even if you get the bronze you have performed an amazing achievement. Below is a quote about champions that I feel you can compare to selling Timeshare.

“You are all Champions in your own way. That doesn’t mean you have to be number 1 or be the best. Just do your best. If you aren’t first, then make those people ahead of you break records by pushing them with your personal best. Consider for a moment what we achieve from selling Timeshare—the sheer fun of competing—the building of a healthy and alert mind and body—stamina, courage, perseverance, dedication, commitment, selflessness and most importantly, the will to excel.”

FACT!

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Maintenance fee

“The main reason clients buy a Timeshare is because of the Maintenance fee.”

This line should be used every tour to offset any maintenance objection. A lot of non buying clients love to use the maintenance fee as a reason for not ing.

“What bothers me is that you have to pay a maintenance fee every year.”

A lot of low performers in the industry use the maintenance fee objection as the reason they did not get the sale.

“They thought the maintenance fee was too high, I did everything I could”

IF A CLIENT HAS A PROBLEM WITH THE MAINTENANCE FEE THEN THEY ARE NOT SOLD . . . . FACT!

It is as simple as that. The maintenance fee is the best part of buying a Timeshare, it’s the value of the ownership. Say your maintenance fee is $1000

for a 2 bed villa that sleeps 8, that means the client is paying $142 a night for 2 rooms a living area and a kitchen!!!!! You can not get that value with the same standard unless you own a Timeshare… . FACT!

Maintenance fee is a good thing. Install that in yourself. A lot of times the client’s will just use this objection to put you off, they think it is a way out. A great tip is to diffuse this objection before it comes out, and to plant the seed that he maintenance fee is why clients .

Clients will agree that it makes sense to buy because of the luxury accommodation, the flexibility and locations. IF you present it strongly with conviction, that the maintenance fee is why clients buy, they will agree with that too.

A great way to present the maintenance fee is to say:

“Your maintenance fee is $$$ and this is why people .”

Repeat this throughout your presentation. This will make the client feel unsure of using this as an objection not to if so many others buy because of it. They will feel that they are not understanding it correctly and ask more questions on how it works.

When you present the maintenance fee be proud of it. It’s your job to present it, explain what it’s for, where it goes, and how the quality is guaranteed. You know you can compare it to what they spend on vacations anyway. If you have belief in your product and yourself, this will not be a problem.

TWO FACTS:

1) Too many Sales Professionals who are low performers use the maintenance fee objection as an excuse, and accept it when the clients use it as a reason for not ing. 2) No owner of this product has a problem with the maintenance fee, only non— owners.

Diffuse the maintenance fee early, get your clients to agree that it’s good value.

At the end of the presentation it should only be down to the money . . . . FACT!

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Have fun

The earlier you get your clients laughing the quicker they will like you. This does not mean your tour should be one long joke, but laughter will warm up your clients quicker than anything.

This is the key to starting your tour on the right foot. you are selling vacations not funerals. Bringing laughter or fun into your presentation will set your clients at ease, and show them that you are a real person, not a typical timeshare sales rep who only wants their money. Of course everybody’s personalities are different, not every one can tell jokes naturally, or let their natural humorous side of their personality spread to the clients. So even if you are not getting the laughter, keep smiling. Even getting the clients to smile really does make the difference.

The big thing to spot if your clients are enjoying the presentation or not, is if they keep looking at their watch or keep telling you they have to leave in 90 minutes. This of course is not rocket science, but it is a fact that if they want to leave then they are not enjoying the presentation. Clients will stay well over 2 hours on a presentation if it is informative and fun. This will put you in the position of opportunity, as most clients will buy at about 2 hours or more.

Treat your tour like you are going on stage to perform. Yet you have the only audience that gets to pay after your performance.

25

First Names

How would you feel if a total stranger started calling you by your first name? If the clients are roughly your own age they probably won’t mind this familiarity, however if they are older they will probably resent it. Tell them your first name and wait for them to volunteer their own. If they volunteer their first names it is the first sign they are accepting you as a friend. Using clients first names is quite a powerful tool, don’t give it away too easily.

“Pretend that every single person you meet has a sign around his or her neck that says, ‘‘Make me feel important.’’ Not only will you succeed in sales, you will succeed in life.” Mary Kay Ash

Today is world-wide make your clients feel important day. This can be difficult when you have a client who upfronts you that they only want their gift, and have to leave exactly in 90 minutes because they have an appointment. Yet by making THEM feel important, in most cases, you can diffuse any situation and turn them around. Make your clients feel important. Make your contracts department feel important. Make the front desk staff feel important. Make your boss feel important.

How do you feel when you get praise, recognition, or some one shows a real interest in what you do? Everyone is a winner in their own way. The top Sales Professional’s will make every client they tour feel so special. The low

performers always put their ego first.

Change your thoughts, Sell more Timeshare… . FACT!

26

Cancellations

In anything where the rewards are very high, there is going to be an element of risk. Cancellations are the risk in Timeshare . . . . FACT!

If you play the stock market you can make plenty of money when your shares go up, and of course you can also lose when they go down. That is the risk you choose to take. The people who make money are the ones that stick it out long term, knowing that to be successful you have to take the ups and the downs.

If you have been in the Timeshare business a long time you will find with cancellations the deals you thought were solid, kick, and the deals that looked a bit shaky end up going ahead. You just never know. The worst bit is hearing all the stupid excuses that a client will give you when they cancel. Like a packet of cigarettes carries a big sign saying smoking can cause death, we should give a sign on the Timeshare paperwork that says:

WARNING!!! BUYING A TIMESHARE CAN LEAD TO YOU LOSING YOUR JOB AS SOON AS YOU GET HOME!

It’s amazing all the different reasons a client will give when they decide not to go ahead, and you have to accept that many things can lead to this happening. Buyers remorse can play a big factor, even just speaking to a friend or family member can cause that dreaded call, email or fax to say they wish to cancel.

Cancellations are part of the job . . . . FACT!

You have to this. This is the risk factor of your job. You chose the path of Timeshare. The fact is, you will have days when you sell, and days when you won’t. Also, you will have sales that decide to not go ahead. Accept it, and then move on.

The best way to replace a cancellation is to get another deal.

You should not dwell on cancellations at all if you know that you have gone the full distance. This being a correct presentation, presenting all the positives and negatives of owning, backed up by a full follow up when the clients leave you. A big tip is that if you get cancellations constantly then review what you are saying to the clients, and check your presentation. The slightest thing that may not be the truth, or an extended truth, can cause your clients to wobble. Don’t be scared of the cooling off period or rescission. It is always going to be there so use it to your advantage. The Sales Professional’s who do not like this are the pitchers who just bang deals down and hope they stick, NO NEED. The rescission period is a great tool. In the old days you got the clients to sign, got your money, and NEXT. However, this would lead to the product being presented the wrong way, and why now, a lot of trust has to be built into your presentation. To help keep your cancellations low after they sign keep working them. Flowers to their home, postcards, a little gift, a follow up call, all play a big part in keeping your sale in bed. Many Sales Professional just sign them up and that’s it. They just wait for the funds to come through.

Even with the cancellation period there are top performers in this industry who hardly get any, WHY??? Ask what they do, maybe they pitch the product as it is,

and have a professional follow up procedure that makes the client feel even more happy with their purchase. This, of course, also leads to getting owner referrals who buy, and they have the lowest cancellation rate of them all.

27

Yesterday

“Our achievements of today are but the sum total of our thoughts of yesterday. You are today where the thoughts of yesterday have brought you and you will be tomorrow where the thoughts of today take you.” BlaisePascal

That quote holds all the answers to your performance when you go out on Tour TODAY. It’s amazing that when you are selling, all your thoughts of success and overcoming objections carry with you every day. When you are have a run of tours with no sales, your thoughts of not getting the deal and no one wanting to sign today, carry with you as well.

It’s all about what you believe

The philosopher William James stated that “Belief creates its verification in fact”. This meaning that, just as fearful thoughts set you up to experience the situation you can’t stop thinking about, optimistic thoughts and expecting the best inevitably form favorable circumstances. You can take this to The Timeshare world.

The mental rollacoaster ride of selling Timeshare can play havoc with your mind, yet if you never lose your belief in yourself, and Control your thoughts, you will have a head start over the person who keeps talking about non buying

clients, or the fact that Lisa or Gary get all the lucky clients.

Focus on the now not the then. The Top performers are so focused you could give them a one legger who already owns 5 weeks of Timeshare, yet they would still find a way in to sell them more. How? Because they only think about how they are going to get the deal, not all the reasons why they won’t… . FACT!

Challenges and objections are part of the ingredients that you mix up with enthusiasm and belief to make the sale.

Yesterday is history today is a mystery, and that is what makes it exciting. Who knows what will happen or what tour you will get today. A Sales Professional who is focused mentally, and thinking of the NOW, not the THEN, is already in the winning position. Anyone who is thinking about yesterday, has a lot more work to do.

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Photos Of Your Family

What are we mostproud of in our life, our children, our home, our job, our car?

If you carry and show clients pictures of your family, it makes you seem more human, more warm, more like a real person not a Timeshare Sales Person. Who do we trust more than anyone, our mother, our father, our grandparents? Show people pictures of your family and ask to see pictures of theirs, it brings you closer… . FACT!

“If you think you’re too small to have an impact, try going to bed with a mosquito in the room.” Anita Roddick

Do you realise the impact you have on a family when you show your clients the benefit of owning a Timeshare?

IT’S LIFE CHANGING.

Thanks to your persuasion skills, you will break a strong pact and convert a no to a yes. The clients will come along to your presentation certain that they are not buying anything today, yet you let all that bounce off you, as you believe in your

product and yourself. Thanks to you, their children and their children’s children will have the opportunity to take vacations in luxury accommodation, all over the world, for the rest of their lives.

Children have more memories about their vacations than they do about their birthdays . . . . FACT!

You, as a Timeshare Sales Professional, stop people from renting and taking pot luck when they take their family on vacation. You give them piece of mind and comfort for the rest of their lives. Congratulations on what you do. Feel proud about yourself and go and change someone’s life again today.

29

Heat

“You can fool some of the people all of the time, and all of the people some of the time, but you can not fool all of the people all of the time.” Abraham Lincoln

Pitching Heat is not lying to your clients, it is more exaggerating the truth to help you get your sale.

Heat you will hear from tables sounds like:

“Your week will double in value in the next few years”

“No problem, you can swap your week to Vail for Christmas”

“Maintenance fees only rise a little bit”

“You will get Ocean Front if you ask for it”

“Rentals are amazing you can buy this and rent it for $5000 a week. Infact we will do it for you”

The most heat pitched is about rentals. This is because it gets the clients greed emotion going and they buy the Timeshare on the basis that they will make money, not enjoy quality vacations with the family.

Do not pitch it unless you can back it up. There is no need to pitch heat or lies just to get the sale.

“Once you start to pitch heat, and it works to get you a sale, you will find it much easier to do it a second and third time, until at length it becomes habitual.”

Timeshare is a good enough product to sell without pitching heat. The slightest exaggeration from the truth will only lead to a cancelled sale, or a problem you have to deal with when you next meet your client.

If you have to pitch heat to sell Timeshare then maybe you are not as good as you think you are. Anyone can pitch heat to get a deal, like anyone can take drugs to enhance their performance in a sports race. The true Sales Professionals are the ones that pitch the product as it is and still get the deals. Who is the better Sales Professional, the 20% closer who presents the product as it is, or the Heat Merchant who closes at 30% because they sell on rental and how studios always get you a 3 bed??!!!!!!

“What you don’t need in business, is exaggeration. It’s better to understate than to overstate. In Business, be sure it turns out to be easier than you said and more

then you promised. Exaggeration is the childish attempt to make up for lack of self-worth and self-confidence.” Jim Rohn

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Qualifed tours

Failure is not the worst thing in the world. The worst thing is not to try.

Sometimes you will find a Sales Professional will get their tour, not like the look of them, and straight away feel the client is not on a good income or maybe not living with their partner, and spend more time trying to get the client disqualified than trying to build a relationship and sell them a Timeshare. What is the point?

How much money can you earn when you are not talking to a client?

Why spend time trying to get rid of them because you feel they do not qualify. Of course you may be concerned about your figures or closing percentage, but this is a sign of non belief. If you are good at your job then your figures will take care of themselves.

“But if i get rid of these then I can go back to point and get another tour”

BUT WHAT IF YOU THINK THAT TOUR IS NO GOOD TOO?

Once your mind starts playing games with you and you start disqualifying your clients as soon as you meet them, you are heading down the wrong road.

Yes of course it helps if you have a couple and both are there, but even if the client is without the partner and there is no other tour for you to take, you might as well spend time building a relationship with the client that may lead to a sale in the future or even referrals.

What is the alternative? Get rid of them, all proud that you got them disqualified and then go and sit somewhere hoping you will get another tour? You will never get the perfect tour all the time, and what is the perfect tour anyway? The only thing that matters, is that you have the perfect mind and attitude to sell sell sell, regardless of if they are 21yrs old living with parents, just bought yesterday, or living in a RV.

Pessimism is an excuse for not trying.

Never let the words “All the clients I am getting are no good” enter your mind.

It does not matter where you work in the world there is no perfect tour. Once you start blaming your tours you are hiding the fact that you are not focused.

Change Your Thoughts, Sell More Timeshare . . . . FACT!

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Get Excited

We all know how boring it is to listen to someone who speaks in monotones. For example, if you want to excite someone you talk fast, if you want to appear serious you talk slowly and softly. How animated you are will also affect how bored your clients will be. Moving your arms, your eyes, your body necessitates your clients watching you. We are all more excited by an action packed film than a slow moving documentary. If the clients are not excited, then start moving about. Get them up and walk around. Motion creates Emotion.

“Every winner can be identified easily because of his or her positive self expectancy. Winners expect to win. They know that so called “Luck” is the intersection of prepararation and awareness.

Today we salute all the winners in Timeshare. The Top Sales Professionals, who time after time, are at the top of their game. We salute them because even with all their knowledge and experience, they still read The Huddle as they know you can grow all the time, and how important it is to keep your mind refreshed with new ideas, or recap on things you may already know. We salute the winners because every day, no matter what they have in front of them, they search for the sale every time. They do not go complaining after 5 minutes that their tour is no good just because they heard a front end objection. They constantly get sales no matter what tour they have, and have an attitude of success, that if only the rest would follow, they would get the same results.

This is a fact—if you do exactly what successful people do, EXACTLY, you will get the same results. It’s not rocket science, nobody gets the lucky clients or the

magic pitch pad. Every year, everyone starts at zero, yet the same people always end up on top. If you have just started in Timeshare or what to perform better, study the winners, the best, and copy what they do. You will find it is no special closing sales technique, they just have the right mental attitude to win everytime.

“While most are dreaming of success, Winners wake up and work hard to achieve it . . . . FACT!

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You’ve done a good job

“We are not going to today, but you did a really good job, you explained it so well, the best presentation we have ever had, and if we buy we will buy from you, do you have a card?”

Wouldn’t it be nice, that instead of hearing “you’ve done a good job” the clients told you,

“You did not sell me, your pitch was boring, you did not listen and you talked too much about yourself!”

What gives you the better feed back? You will find someone starts new in the industry and all they hear is what a good job they did? 10 tours of that is not going to make them a better Sales Professional. They go home to their partner, “well i did not sell, but they said i did a good job.”

“YOU’VE DONE A GOOD JOB” Does not pay the mortgage, Does not take the wife or husband out for dinner, Does not by the kids Christmas presents,

SALES ON THE DAY DO . . . . FACT!

How do you stop hearing “You’ve done a good job”? You ask the clients when they tell you this, say to them in your own words:

“That’s nice to hear John and Mary, thank you, but I feel I have not done a good job, as this fits you and your family perfectly, yet you are not ing today. So how I can improve my presentation for next time, what should i have done?”

In most cases, the client will say you did nothing wrong, you explained everything perfectly, “it’s just that we never make a decision on the day”

The only answer to that is NOT SOLD… . FACT!

Timeshare is a today business. If your mind keeps hearing You did a good job, when you have no sales, it will not know what to do to improve. After your tour, repeat to yourself that you were not good enough, you did not sell them. This will cause your mind to work harder for you and dig deeper. The top Sales Professionals hear yes or no, their presentation is so sharp, with a great intent statement, all doors closed, that it always comes down to the money and a Yes or No, the clients would not even dare say “you’ve done a good job”.

Tour Guides do a good job. Sales Professionals’ get it down to the money . . . . FACT!

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What is the sale really about?

Emotion, enthusiasm, greed, excitement, holidays, saving money?

PEOPLE—that’s what the sale is about.

It’s about people like you and me, not just clients. Your clients are normal people with the same aspirations, fears, concerns, desires, dreams as you and I have. When they first come through the door, they are clients and you are the Timeshare Sales Professional, this is a relationship you have to change. If you don’t, you will not sell them… . FACT! As long as you remain the Timeshare Sales Professional, your people will think “this person is a sales person, why are they saying what they are saying, because they want our money, so he/she gets their commission.”

It is very similar to a doctor’s bedside manner—the best doctors are not necessarily the most technically advanced—they are often the ones that have the best bedside manner, the ones that can relax people and listen to them.

“Does a Doctor tell you where he / she went to medical school? Or how many years they have been practicing? NO The doctor asks “where does it hurt?” Jeffery Gitomer

Become a vacation doctor today, ask the clients what hurts on their vacations and then fix it for them. Give them a prescription for 2 weeks or Points of Timeshare.

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Weak Excuse

Let the clients know early on in your presentation, that you have only done a good job if they today. Tell them how embarrassing it is to hear them tell your manager that you really did do good job, even though that they are not ing. This will get rid of this weak excuse early on, so you can then focus on the real objection and work at overcoming it.

“Champions aren’t made in gyms. Champions are made from something they have deep inside them: A desire, a dream, a vision. They have to have lastminute stamina, they have to be a little faster, they have to have the skill and the will. But the will must be stronger than the skill” Muhammad Ali

This is a quote from one of the greatest sportsmen of all time, Muhammad Ali. To re-word this, you would say that the Top Timeshare Sales Professionals are not made in the training classes. they are made from something deep inside them. A desire, a dream, a vision. They have to have the last-minute stamina. How many sales have gone down because the Sales Professional kept on going and did not give up? They have to have the skill and the will. But the will (the drive and the focus) has to be stronger than any sales skills… . FACT!

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Pre tour mind set

Timeshare is not a 9 to 5 job. It is not a go to work at 9, have a lunch break, and then finish at 5.

Low performers in the Timeshare industry turn up to work everyday, and go through the motions. Going to work is a social event for them, as they know that now and then, they will get a deal from someone who is pretty keen on buying a Timeshare. The low performers are not focused, they are not sharp. They do not have a pre tour mindset, they focus on complaining about not getting tours (as they are bottom of the line), or the tours that they get are no good.

The top Sales Professionals are in the zone. They have a plan everyday, and that plan is to get sales. They have a pre tour mindset. No matter what is going on, 5 minutes before their tour they flick the switch, they focus. They play ahead in their mind, meeting the client, overcoming objections, making a friend and getting the sale. This is an important part in your pre tour mindset, playing the tour ahead in your mind. The top performers even go as far to deciding what they are going to sell the clients. Focusing all their strength on directing the clients to a purchase.

To assist you in getting into the zone before your tour, spend some time alone, make sure your books are in order, and you have a pen that works. Check that you look smart and sharp, your breath smells nice. The clients will only be impressed by someone who looks the part. You do not find the Mercedes car sales person in jeans, scruffy hair and alcohol on their breath.

Also, if possible, try and listen to music via an ipod or personal stereo, or a computer with headphones. Your favorite uplifting music can only help put you in a better state of mind. It’s all about being at your best ready for the tour. The Olympic athelete does not jump out the car, put their running shorts on, and run 400 meters. They prepare mentally before the race. Take this mindset to the sales deck before your tour.

Take note of what you are doing today 5 minutes before your tour. What are you thinking? Have you flicked the switch?

The Top Sales Professionals do not become champions when they get the deal, but in the hours, weeks, and months they spend preparing for it. The getting the sale itself is merely the demonstration of their championship character.

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Breathing

Many people do not breath probably. Before you go on tour, set aside a minute to do some breathing exercises. This is important to release oxygen into your blood. This will give you more life, more pep, and more energy. You should slowly breath in deep through your nose, as deep as you can, so your breath reaches your abdomen, right at the bottom of your chest. Feel it, and then slowly breath out through your mouth. Like a tire without air is flat, a body without air will become tired or flat too. If one day you go straight from one tour to another, just take some time and do this breathing exercise. Do 3 or 4 deep breaths like this and notice the difference. It works… . FACT!

A positive attitude may not solve all your problems, but it will annoy enough people to make it worth the effort. Herm Albright

How are you feeling today? How is your attitude? At every Timeshare resort in the world right now, there will be a group of people standing out in the car park having a cigarette, moaning and complaining about “the tour’s are no good”, “the Manager lost me a deal”, or “they would have bought if we had given them time to think about it”. That typical morning news of negativity from the same people. A lot of negative attitude, and a lot of wasted negative energy. A positive attitude is not going to get you a deal every tour, but it will put you in the position of opportunity more often. It is not that the tour was no good, it’s your reaction and feelings after the tour that count.

“It’s snowing still,” said Eeyore gloomily. “So it is.” “And freezing.” “Is it?” “Yes,” said Eeyore. “However,” he said, brightening up a little, “we haven’t had an earthquake lately.”

If you don’t like something change it. If you can’t change it, change the way you think about i

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Closing

“People don’t like to be sold. But they love to buy” Jeffrey Gitomer

This quote from Jeffrey Gitomer is so true. He goes on to say that people don’t go around saying:

“I got sold a car”, they say, “We bought a car.”

You don’t say, “We got sold a house”, you say, “We bought a house.”

So what happens if the clients leave the presentation saying “we were sold that Timeshare” ? This can lead to a change of mind, and they may decide not to go ahead.

Some Sales professionals focus too much on Closing the sale. They feel they have to, it’s the only way to get the deal.

“I am trying to close them but they will not give me a yes today”

Those days are gone. You are not selling home improvements or insurance. You are selling vacations. The old way of Timeshare was about closing, yet you would never see the clients again anyway. Plus, once they signed, they could not cancel.

“If I could would you?” or “If you could afford it would you today?” are sharp replies that can sometime scare your clients.

The top Sales Professionals do not close, they let the client buy. Yet really they are closing all the time. CONFUSED? Very simply, the sales presentation is so smooth, and has such a flow, that the clients do not even notice any form of closing, because the Sales Professional is leading them along the presentation, selling to them, but making them feel like they are buying. You can not miss out simple things, like asking the client if they want a 2 bed or 3 bed, or would they buy to use at a home resort or exchange? These alternative closes test the strength of how you are doing. A lot of alternative closes are done to get clients to start talking naturally like they own. This is giving them ownership.

Closing is a part of sales. You can buy hundreds of books on how to close a sale, and get a full list of different techniques that you can use. Anyone can repeat a close to a client, but it is not going to guarantee you the deal. Nothing can replace the YOU, the friendly people’s person that has earnt their trust. This is the YOU that can speak to your clients like you are asking your best friend questions.

Be a top Sales Professional, don’t be a closer, let your clients buy from you. If your clients leave feeling they have bought, they are happy. If they leave feeling they were sold, they will think of reasons not to go ahead… . FACT!

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Numbers game

The best time to do something worthwhile is between yesterday and tomorrow.

Too much focus and energy is spent on worrying about numbers or closing percentage. When you start thinking that your figures are too low, and start to worry as you are closing at less then 10%, you are wasting your energy on the wrong things. It happens on sales decks all over the world, the Sales Professional has hit a slump. No deals for a couple of weeks, the closing percentage is dropping by the day, so is the confidence, and it shows every tour. You will meet your clients and just because they say they will not sign anything today as soon as you meet them, it’s like you have just got a flat tire. The positive you would think no problem, get out, and change the tire (you hear that all the time, no problem, they have just met me, lets make friends and build some trust, as this is going to be a deal.) The negative you gets out, leaves the car, and walks (as soon as you hear non buying words you give up).

, failure is only feed back, quitting is final. The reason your numbers are low is because your presentation is not good enough… . FACT! You stopped doing what you used to, or your are missing parts out, or cutting corners. That is the only reason, it’s you, not the clients, not the weather, not your pen. Forget about numbers, and focus on your next presentation and sell.

At this time of year, it is very common to find Sales Professionals hanging on, as they know in January all the figures are reset and every one is at zero.

“I will be in the top three next year”

“Just had a bad year, clients were not that good”

“I had home problems, I will be focused in January”

These quotes get you nowhere, it’s like running from the truth. Re read this Huddle next May. The same people that are at the top now, will be at the top then. The blamers and low performers will still be where they are now. Yet they could be at the top, if they focused more on their presentation and selling skills, and took full responsibility for themselves.

Deal or nor Deal, it is down to me . . . . FACT!

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EVERY WINNER STARTED OUT AS A BEGINNER Dennis Waitely

Yes, Timeshare is a numbers game, the more clients you see, the more chance you have of making a sale. If you have not got a deal, the best way to get one is to get on tour again. It’s making sure you are prepared every time and giving it your full enthusiasm, energy and focus. Don’t worry about numbers, focus on doing the best you can all the time.

WINNERS MAKE IT HAPPEN. LOSERS LET IT HAPPEN . . . . FACT!

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Laughter

Following from the tip on breathing, here is a tip on Laughter.

A good laugh can produce effects similar to those of moderate exercise. Your pulse rate can double and your systolic blood pressure can rise about 66%. This mimics approximately what happens when you exercise at a moderate pace on a stationary bicycle. After laughing, your muscles are more relaxed, and your heartbeat and blood pressure are also lower. Imagine that, not only does laughter make your clients feel relaxed, it keeps them fit as well. WOW that is a first, having fun on a Timeshare tour is good exercise. Let your clients know this today.

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“You cannot just give it what you’ve got, you’ve got to give it what it takes.” Rohan McClure

What does it take to get the sale today? Too many low performers close themselves with the fact that they think they did their best, they gave it all they had.

If you are not in the top three on your sales line you may think you are giving it your best, but the the top three are the ones giving it what it takes, again and again and again. When you give it what it takes, you will constantly get sales every time.

Giving it what it takes is not just selling the tour. It’s the practice you do perfecting your presentation. It’s the time you spend asking what the winners do. It’s re writing your pitch and reading books to improve your knowledge. It’s the extra time you spend looking after your owners, and going the extra mile with your follow up and after sales service. It’s taking all you learn and putting it into action. Give it what it takes every day. If you give what it takes, you only can succeed.

YOU ARE DOING YOUR BEST ONLY WHEN YOU TRY TO IMPROVE WHAT YOU ARE DOING . . . . FACT!

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Wake up

“Determination is the wake-up call to the human will.” Anthony Robbins

What are your first thoughts in the morning when you wake up? Do you want to go to work? Or would you rather stay in bed? Do you wake up excited about how much money you can earn today? Or is it just another day in your life, and really you can’t wait for the weekend?

This is where it all starts; As soon as you wake up. It’s not when you arrive at work, or when you get your tour sheet. The day starts as soon as you wake up… . FACT!

“You have got to get up in the morning with determination if you are going to go to bed with satisfaction.” George Lorimer

It can give you an amazing feeling selling Timeshare. It is a fact that you can wake up every day and have the opportunity to earn more in a few hours then the clients in front of you earn in a week. You must wake up feeling and knowing this. Your work day should never be a:

“Oh not work again, I hope I don’t get a late tour today,”

This sort of attitude has failure written all over it. The worst bit, is that you can fool others around you with your false attitude of pretending to be positive. The “trust me I want a deal today approach.”

The reason you have the opportunity to earn what you want, is because of the special skill that this job takes. That is why only the top few take the lion’s share of the income. They wake up and the only thing they think of is selling… . FACT! The top performers would work until midnight if need be, and as I have quoted before, they are constantly the first ones in and the last ones to leave. Are you first out the door at 5pm everyday?

Make a note of your thoughts when you wake up over the next few days. Are you thinking of selling, or what is on TV tonight?

Change your thoughts, Sell more Timeshare . . . . FACT!

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Internet

“The Internet is becoming the town square for the global village of tomorrrow” Bill Gates

The Internet is here to stay, infact it’s the future, so you must use it to your advantage. Thanks to the Internet, you are reading The Huddle. Thanks to the Internet, your clients can easily book flights and check availability online. Thanks to the Internet, you can communicate with your clients after the sale to give better customer service and follow up. Thanks to the Internet, you can update your clients on new resorts opening up and special deals to sell to all the referrals you collect. Thanks to the Internet, you have the opportunity to earn more money… . FACT!

A lot of people in the industry are scared of the Internet. They blame it for them losing sells (another excuse). You can not hide the fact that if you type the word Timeshare into a search engine you get all kinds of things.

Sell your timeshare now, Buy a timeshare, www. don’t buy the one you have just bought, we can sell it to you cheaper.com

Don’t be scared of this, it will always be there, with Timeshare or any product

you sell. Just type stomach pain into a search engine and it tells you that you could be seriously ill! You have to accept that most of your clients will do research on what they have bought when they get home. You also have to accept that they may have done some research before they came on their presentation.

The benefit you have, is that the relationship you are building with your clients will make them loyal to you. No computer can replace that special one on one relationship, so as long as you use whatever means you have to your advantage, then the Internet can assist you with sales, not prevent them. You can buy anything online now, but a lot of people prefer to go and get that customer service and personal attention.

The fact is, even with all the websites out there on resale, or Timeshare forums, there are still thousands of couples all over the world buying a Timeshare, at a sales site from a Sales Professional every day.

“Give a person a fish and you can feed them for a day. Teach someone to use the Internet and they won’t bother you for weeks. Sell someone a Timeshare and back up your promises with after sale service, and they will feed your business for years . . . . FACT!”

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Winners

When you can, do your best to surround yourself with Winners. Winners are unique, they stand out from the crowd and spread enthusiasm to whoever they meet. Losers let it happen, Winners make it happen. That is the difference. If you do exactly what they do, you will get the same results… . FACT! Selling Timeshare is not like a sport, where you have to be stronger or bigger, faster or fitter. It’s all in the mind, what you say, and when you say it. You learn your product, you learn different techniques on how to present, and you hold a winning attitude all the time. If you want to perform better, watch and learn what Winners do. Take a Winner out for dinner, what you would learn over the course of that meal will probably earn you thousands more next year. THAT IS A FACT!

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Extra 1%

“A racehorse that consistently runs just a second faster than another horse is worth millions of dollars more. Be willing to give that extra effort that separates the winner from the one in second place.”

When you look back on the year, what difference could that extra 1% have meant to your volume? Your closing? And your pay packet? To some, maybe not a great deal, but that can mean the difference between being good and being a winner.

“Its not the ONE thing you do 100% better than anyone else but the 100 things you do 1% better than everyone else . . . . FACT!”

That extra 1% on your tour, that extra 1% effort in your meet and greet and warm up, throughout your presentation and on your walking tour. That extra 1% of asking questions, and more importantly, listening. There are 100 things that a Sales Professional does in a sales day, and the difference is that a winner does every one of them 1% better.

In Motor racing during the trials, the difference between 1st and 10th place on the starting grid is less then a second. Only a 3 minute lap, yet those 30+ corners are taken in just under 1/100th of a second better by the winner.

Take a look at yourself and see what you could do just 1% better to improve yourself. Take the 24hr day for example, if you picked up a book on self improvement or Timeshare, and were to study for just 1% a day, 14 minutes and 40 seconds, that’s over 7 days a month of study. Over a year, that’s more than 1 working week of your own personal studying on self improvement. Just 1% a day.

Take the average tour time, extend that by 1% every tour, that’s an extra 15 minutes a tour of being in front of someone selling, or being at your desk waiting for the tour. How many extra sales could that be over the year? More than this year… . FACT!!!!

It’s a choice, but the same people are at the top year after year, if you are not, think about that extra 1%, it’s all it takes.

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2nd face

Do not underestimate the power of a 2nd face.

The more you hear the same information from different people, the more you believe it. This is a fact. Used the right way, a 2nd face can add a lot of power to you getting your sale. A lot of Sales Professionals who do not use this, feel they know everything, and ignore a tool that will assist them in their presentation.

You have to you are seen as the sales person, telling them everything they want to hear, and always answering their questions straight away. If you have been in the business less than 2 years, it would only add credibility to your presentation, even if it is only to clarify maintenance fees or how the exchange system works. If you have been in the business less than a year, then it should be mandatory. You may present how you know everything, yet to your clients who are spending thousands of dollars of their money, they want to know all the facts. , they are not going to tell you that they are not comfortable with what you are telling them, instead they will just say “we need to think about it.”

A lot of low performers blame the 2nd face as reason for them not selling, they see it as just another excuse for dragging the presentation on, yet try and bring a 2nd face on at the end to bang the deal down, and the clients who have never seen this person before, now become even more determined to say no.

A big tip is to plan ahead, if you have a smooth presentation, plan parts where

you can introduce a 2nd face. The maintenance fee is a great part, or even to explain more details on your company, especially if the 2nd face has been with the company longer than you. Also, speak to your 2nd face before you are about to to use them. Let them know the lay of the land, what you want them to say or not to say.

, A 2ND FACE WORKS FOR YOU TO ASSIST YOU GETTING THE SALE, NOTHING ELSE. YOU ARE INCHARGE, IT’S YOUR PRESENTATION, YOU DECIDE WHEN TO BRING THEM ON, BUT USE ONE, IT WILL HELP YOU SELL.

I have seen presentations where the clients are really close to saying yes, and a 2nd face is brought in to cover something as simple as booking to go to a home resort, or when do you pay the maintenance fee. The question is answered exactly the same way the Sales Professional explained it, and this gave the client the comfort of knowing what they were being told was true, so out came the credit card.

When you make a purchase for a car, a home or a new TV, and a 2nd or even 3rd person reinforces what you have done is good and repeats what you have been told as well, it makes you feel more comfortable. This is a fact, it’s the process of buying, it takes away that buyers remorse and makes you feel good. Think about it.

Look at your presentation as a Tennis game, you, the single v your clients, the doubles. You are the professional and smack the ball around the court winning most points and games. Now and then, when needed. it is good to bring on a doubles partner for the , just when you need a set point and more importantly, for match point. It makes a difference.

Genuine Relationship

Until you have established a genuine personal relationship with your clients you really have not had a successful warm up. Some people, you may say, are impossible to warm up, and to a certain extent that is true, so sometimes these types have to be warmed up on the tour. Are you genuinely interested in your clients? Do you really like them? Do they really like you? Do they trust you? This is the core of the sale. Use these questions as a check list after your warm up to see where you are.

“It’s not enough to be in the right place at the right time. You have to be the right person in the right place at the right time.” T Harv Eker

To some people, ‘luck’ or being in the right place when the right clients come in, is the secret to their success. “It’s a numbers game” you will hear. To be fair, if you are really lucky you could get through a year by the skin of your teeth just by being in the right place at the right time. If you see 100 clients, even an average performer can get a couple of sales if their product is good, just by being in the right place. Yet if you are the RIGHT person, you will find you are in the right place more often. The key questions to think about as you move forward this year are,

How do you really feel about yourself?

How confident are you in yourself?

What will you do this year to make sure you learn and grow?

, your income can grow only to the extent you do!

“The key to success is to raise your own energy, when you do, people will naturally be attracted to you. And when they show up, bill them!” Stuart Wilde

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This is an exciting time. Timeshare as an industry is growing every year. As always, there are many challenges that are thrown your way: Resales, cooling off periods, bad companies with untrue comments on the Internet. Yet this year millions of dollars will be spent on Timeshares around the world, on the day, after a 90 minute presentation… . FACT!

Blame and responsibility are two key words for the Year. With the opportunity now to all be at the starting line together, there is no reason why you cannot be a top performer this year as long as you do not blame and you take responsibility. If you go 10 tours without a sale, it’s YOU not the clients. This is a 100% fact, and if you can take responsibility of this and focus on areas in your presentation that you can improve, then your next 10 tours will have sales. It cannot be the clients all the time.

“They just would not sign today” “They own six weeks, do not need any more” “They only just bought a week” “They need to speak to their financial advisor” “They will buy once they sell their house” “They want to speak with their family” “They do not like the resort”

Look at how many times the word They is used. You will hear this so many times from a low performer. It is putting the blame on the clients and taking the

responsibility away from the Sales Professional. So as far as they are concerned they are doing the best they can with what they have in front of them.

You could write a book called “1001 reasons why the clients did not buy” and write a follow up title called “NOT SOLD”.

The Timeshare Sales Tip of the Year is to take responsibility of your performance and do whatever you can to improve, learn and grow. Take the word blame out of your vocabulary. If you take everything you learn and put it into action, you will succeed and earn more money . . . . FACT, FACT, FACT!!!!!

What you hear, you forget, What you see you , What you do you understand.

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Growth

This is a short story that explains growth. You can fit this to Timeshare and how struggle is good. Some buy, some don’t, how we react to this is what makes us stronger… . FACT!

“Once a little boy was playing outdoors and found a fascinating caterpillar. He carefully picked it up and took it home to show his mother. He asked his mother if he could keep it and she said he could if he would take good care of it. The little boy got a large jar from his mother and put plants to eat, and a stick to climb on, in the jar. Every day he watched the caterpillar and brought it new plants to eat. One day the caterpillar climbed up the stick and started acting strangely. The boy worriedly called his mother who came and understood that the caterpillar was creating a cocoon. The mother explained to the boy how the caterpillar was going through a metamorphosis and becoming a butterfly. The little boy was thrilled to hear about the changes his caterpillar would go through. He watched every day, waiting for the butterfly to emerge. One day it happened, a small hole appeared in the cocoon and the butterfly started to struggle to come out. At first the boy was excited, but soon he became concerned. The butterfly was struggling so hard to get out! It looked like it couldn’t break free! It looked desperate! It looked like it was making no progress! The boy was so concerned he decided to help. He went to get scissors and he snipped the cocoon to make the hole bigger and the butterfly emerged!

As the butterfly came out the boy was surprised. It had a swollen body and small, shrivelled wings. He continued to watch the butterfly expecting that, at any moment, the wings would dry out, enlarge and expand to the swollen body. He knew that in time the body would shrink and the butterfly’s wings would expand. But neither happened! The butterfly spent the rest of its life crawling around with a swollen body and shrivelled wings. It was never able to fly

As the boy tried to figure out what had gone wrong his mother took him to talk to a scientist from a local college. He learned that the butterfly was SUPPOSED to struggle. In fact, the butterfly’s struggle to push its way through the tiny opening of the cocoon pushes the fluid out of its body and into its wings. Without the struggle, the butterfly would never, ever fly. The boy’s good intentions hurt the butterfly.”

As you go through your career in Timeshare sales and life, keep in mind that struggling is an important part of any growth experience. In fact, it is the struggle that causes you to develop your ability to fly, or in this case, Sell more Timeshare.

“Through every adversity and defeat there is the seed of equivalent or even greater benefit.” Napoleon Hill

At this time of the year, with clients paying high prices, it is very easy to forget

about other reasons for buying and to focus too much on logic. Just because they are paying $7000 for the family to have 2 hotels rooms is not always a reason to buy. Don’t forget to trigger their emotions. The family usage forever, vacation memories, seeing the world. It is important to present the fact that they can save money, but when clients are used to paying thousands for their accommodation you have to trigger their emotions to help them to buy.

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If things are not going well in your outer life, it’s because things aren’t going well in your inner life.

There are Two Sales Professionals working on line, Sales Professional A and Sales Professional B. Sales Professional A is never late for work, and most of the time is last to leave. When not on tour, they spend their time being productive, working on their presentation, or calling existing clients to assist them with their vacation plans and to ask for referrals. They take full responsibility that they decided to choose the path of selling Timeshare on a commission only basis, so they focus on what will take them closer to getting a sale, rather than waste any energy talking about anything they can not control. Sales Professional A CREATES THEIR LIFE.

Sales Professional B scrapes by into work always with just a few seconds before they are supposed to be there, more than often being late. Of course they have the usual excuse about traffic, being ill, or an earthquake happened while they were taking a shower! If they are not on tour, they cannot wait to blame everyone else, especially if they are bottom of the line, (forgetting that it takes sales to get you to the top!). When not on tour, most of the time is spent being negative about the company, the tours, or telling other Sales Professionals how they are planning to go somewhere else. When on tour, 75% of the tours last 90 minutes or less due to the fact that they feel the clients only came for the gift!!!! The rare chance they are positive occurs when they are talking about the one, and only, big sale they got last year which was a complete laydown as the clients came into buy after being referred by someone. Sales Professional B BELIEVES LIFE HAPPENS TO THEM.

, your inner world reflects your outer world . . . . FACT!

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Logic

Logic is by no way the only reason to purchase a Timeshare. It is easy to compare the high prices that clients are paying in hotels, to the value they can get from owning a Timeshare and only paying a maintance fee. Yet in the mind of some clients who have the money, they think “So what, I can afford it anyway.” This can happen when you tour clients who have plenty of money, the financial logic will not always convert them. If it meant that much to them, they would not pay $1000 a night for a hotel room, they would book something cheaper. They pay $1000 a night because they can. I know of a tour where the Sales Professional had a client paying $20,000 a year on vacations, WOW, The Sales Professional was so excited thinking they had a deal straight away. However, because they found out what the Client was spending, they skipped most of the important parts of the tour, purely focusing on how much money the client would save by owning Timeshare instead of renting. The shock on the Sales Professional’s face when the sale did not happen was a picture. First, the tour only lasted an hour before pricing thinking it would fly down, and the client just said “NO I AM NOT INTERESTED.”

Fact of the week… .

When the subconscious mind must choose between deeply rooted emotions and logic, emotions will almost always win, and that is a FACT!

Just think about how many parents got more into debt over the Christmas period because even though they cannot afford it. the logic says no. They had to buy all those extra Christmas presents because they would prefer to see the kids smiling

on Christmas day, than seeing money in the bank. Emotions always win. Someone shopping for clothes, logic says no they do not need any more shoes, yet dinner tonight with a new outfit means they have to look good, Emotions always win. The avid sports fan, put their team in the superbowl or soccer cup final, it can cost thousands for a ticket and hotel plus time off work. logic says no, yet chance of a lifetime to see their team in a final, Emotions always win.

This does not mean miss out presenting financial logic and all the logical reasons that clients should own your Timeshare, just make sure you present logic and then back it up with emotion. A great question to ask your clients towards the end of your presentation,

“John and Mary, I have shown you how this can save you money compared to renting your vacations, and you both agreed that owning this will give you more family time together. I always ask my owners this, What would be the main reason for you ing us today, the financial value or the benefits for you and your family?”

The answer you get tells you how well you are doing.

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Act now

“Knowing is not enough; we must apply. Willing is not enough; we must do” Johann Wolfgang Von Goethe

All skills are learnable. In this world, if you want to learn anything, you can. You can learn to drive a car or play golf, learn a new language, play a musical instrument, anything you want to can be learnt, if… . YOU take the time to learn it, and then put what you have learnt into action. Sounds simple? Yet once you learn it, how much do you do it?

To relate to this, when you are taught to drive a car, there are strict instructions on how to feed the wheel when turning a corner, using your mirror then signal to maneuver. Even when making a 3 point turn in a road, there is a correct way and a wrong to do it. But once we our test, we do it our way, we slip into our habits, because we get comfortable and complacent. If the whole world drove exactly the way we have to for our license test, i.e. driving at the correct speed, using all the signals and mirror techniques you are taught, then many traffic accidents in this world would disappear. If all Sales Professionals applied and acted exactly on what they are taught to sell Timeshare, then sales performance figures would greatly improve… . FACT!

DO-SO IS MORE IMPORTANT THAN SAY-SO

It does not matter if you are tall, big, small, young or old, everyone is on the same playing field. All through your Timeshare career you are given more knowledge and skills to assist you to become a better Sales Professional. You have all the training files on questions to ask, responses to give to certain clients, the way to present your financial logic or to paint pictures. You know it and you are willing to do it, yet the fact is, if you are in the bottom half of your sales line, if last year your sales performance was below average, if you scraped by week by week, just hanging in there, then no matter what YOU say to convince yourself that you are doing your best, you are NOT applying what you have learnt and been taught… . FACT! ANYONE WHO IS A LOW PERFORMER WITHOUT A SALE IN 10 TOURS AND SAYS THAT FAMOUS LINE . . . . “I have not missed a sale, the clients just could not afford it” should think about a new career, because they are closing themselves all the time and burning tours. YOU WILL NEVER EVER HEAR THAT FROM A TRUE TIMESHARE SALES PROFESSIONAL… . FACT!!!! Every single training manual, questions to ask, style of presentation, using a 2nd face, pricing the right way, everything you need is in front of you to make you a better Sales Professional. You just need to learn it and apply it, you need to ACT NOW. Take the same 10 tours that did not buy from a low performer and give them to a Top Sales Professional, and there would be at least 3 sales or more and that is a FACT!, anyone who disagrees with this, well I bet they are in the bottom half of their sales line.

HOT TIMESHARE SECRET TO SUCCESS… .

“If you do exactly what the Top Sales Professional’s do, EXACTLY, you will get the same results.”

THE TOP SALES PROFESSIONALS ARE COMMITTED TO BEING SUCCESSFUL. THE AVERAGE SALES PROFESSIONALS WANT TO BE SUCCESSFUL

That is the big difference. if you want to be at the top, then commit to it. The definition of the word commit is to devote oneself unreservedly. This means holding absolutely nothing back, giving 100 percent of everything you’ve got to achieving success. This is the way, no ifs, no buts, no maybes, and failure is not an option… . FACT! You speak to the top performers and all they know is Success Success Success, they know no different. Do you think like that?

“We are all faced with a series of great opportunities brilliantly disguised as impossible situations.” Charles R. Swindoll

The Top Sales Professionals focus on opportunities, The low performers focus on obstacles, The Top Sales Professionals see potential growth, The low performers see potential loss, The Top Sales Professionals focus on the rewards, The low performers focus on the risks.

As I have said before, The Top Sales Professionals take full responsibility for the results in their lives, if somthing is not working, they take action. It will work because they will make it work. The Top Sales Professionals expect to succeed. They have confidence in their sales performance, and they believe that even with a tour full of all objections in the world, they will still find a way to succeed.

, what you focus on expands.

The Top Sales Professionals see a sniff on their tour, jump on it, and get the deal more often then not. The low performers are still talking about themselves in their presentation!

Timeshare FACT: If the clients are speaking 20% of the time, you have a 20% chance of getting a sale. If they are speaking 50% of the time, you have a 50% chance of getting the sale. Let the clients speak more than you, ask questions, keep asking them questions, and then listen. It’s better to listen to understand, then to listen in order to reply.

“Listening is a magnetic and strange thing, a creative force. The friends who listen to us are the ones we move toward. When we are listened to, it creates us, makes us unfold and expand.”

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Personal Touch

What is your personal touch? What is your brand? What sets you apart from the others? What makes your clients loyal to you? Why should they buy from you and not someone else?

The above are key questions. Many clients stay loyal to the Sales Professional who has sold to them because of that personal touch. It makes them feel special. A high percentage of the time, the clients buy the Sales Professional as well as the product. Direct sales will never change, when spending thousands of dollars, clients are more comfortable when they have built a personal relationship with the Sales Professional.

The best looking dotted line won’t sign itself without the intelligent persuasion of a Sales Professionals words.

Add your personal touch to your presentation. Instead of giving business cards, which get thrown in the trash anyway, give them a bookmark with your details on and pictures of the product you are selling them. If not a bookmark, be creative and think of something different from the usual business card. This small investment in yourself will make you unique from the others. Add your

personal touch to your follow up, become unique, don’t just send an email or a call, use the tools of the web to send ecards, or video clips of destinations your clients want to visit. This extra effort shows you care and that you did listen. For your existing owners, send birthday cards or anniversary cards, this will make your owners stay loyal to you.

There are many things you can do to make you stand out from the rest. By creating your own personal touch, you make your own brand. You’re unique and special, not just another Timeshare sales person.

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5 star

The classic line when selling a Timeshare is “Everything is 5 star”. “You buy this today and for the rest of your life, you will stay in 5 star accommodation all around the world.”

What is 5 star? What does it mean?

To the experienced traveller, what you are presenting most of the time is not 5 star. To them, it’s not just about the accommodation, it’s the service. From bellboys, chocolates in the room, room service, free drinks around the pool, towels on the sun beds, the whole package is 5 star, and this is expected when you spend over $1000 a night to stay in a top class hotel. There are a few Timeshares that offer this kind of service, and if they do, it’s coming from the maintenance fee. With the clients that you see these days, you have to adapt the words in your presentation to become a lot more meaningful. You must use impact words that sound better than just saying 5 star? For example:

Quality, Luxury, Spacious, Flexibility, Comfort,

Home from Home, Value, Peace of Mind, Kids having fun, (which gives the parents a break)

There are many words like these that you can use, words that trigger the emotions. Try and incorporate as many words as you can into your presentation that trigger the mind into thinking and visualizing what to expect. Try not to just sell everything on being 5 star, as many people have different values attached to its meaning.

“Vacation used to be a luxury, however, in today’s world, it has become a necessity.”

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The Year Ahead

Right now is the time to focus on what your clients are planning to do for their vacations this year. If they do not own a Timeshare, where are they thinking of going? How much will it cost? If they do not know, dig deep and ask them what they have done the past few years? When did they book? What did they pay? If they own a Timeshare, have they booked an exchange yet? Are they booking any other vacations outside their Timeshare? The first few months of the year can be the best time for selling Timeshare as you can use your incentive purchase as their first vacation, offsetting the outlay. You will only find the information if you ask the questions. They have no reason just to tell you. Get them excited, create the urgency, bring life to your presentation by getting them to talk about what they plan to do this year. This will give you your hot spots to work on.

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“Every morning in Africa, an antelope wakes up. It knows it must outrun the fastest lion, or it will be killed. Every morning in Africa, a lion wakes up. It knows it must run faster than the slowest antelope, or it will starve. It doesn’t matter whether you’re the lion or an antelope—when the sun comes up, you’d better be running” African Proverb

“Every morning, somewhere around the world, a client wakes up. They know they must think of a great excuse, or they will be closed by a Timeshare Sales Professional. Every morning around the world, a Timeshare Sales Professional wakes up. They know they must overcome any excuses presented to them today, or they will earn no money. So, if you are the Timeshare Sales Professional when the sun comes up, you’d better be ready, focused, sharp, with 100% belief in yourself and your product. You have to take full responsibility and SELL not TELL, otherwise you are going to be hungry . . . . FACT!”—Timeshare Coach Proverb

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Meaning

“No Thought has a meaning unless you give it one.”

This quote holds a big key to your success. No thought has a meaning unless YOU give it one. Take this to the table and your Timeshare presentation. You get comments from your clients early on such as:

“We will not make a decision today”—this enters your mind and creates a thought which you give meaning to—“Great, just my luck another one who wants to think about it.” By giving this meaning, the tour is practically over… . FACT!

“We will not make a decision today”—this enters your mind and creates a thought, but you give no meaning to it—“WHATEVER!!!!”

The response to these comments is in your mind, not something you say out loud. The big difference is, negative comments from your clients will only affect YOU if you give them meaning. So many times the sale is over because a Sales Professional gave a comment from a client meaning, they let it affect them. They let that comment become a thought in their mind, and played it over, and over, and over again. In other words, the client closed them.

You have complete control of your thoughts, only you can decide if they are

positive or negative. Nobody can take that away from you. You will be challenged along your tour with many comments sent to test you, but they mean nothing unless YOU give them meaning. This can be tested when you share your experiences from your tour with someone else. When you speak to a low performer, you get agreement, you get meaning.

A conversation between two low performers:

“My client’s would not decide today, they wanted to think about it, as soon as the 90 minutes were up they wanted to leave”.

“Well you did your best, mine wanted to think about it too, but they said I did a good job.” (do not get stuck on a desert island with these two!!!!)

A conversation between a low performer and a Top Sales Professional:

“My clients would not decide today, they wanted to . . . .”

“STOP . . . . , I am not interested, is this putting money in your pocket? NO, so leave it, I only speak about winning”. I can assure you that even though people are polite, if a low performer speaks about their non buying tour to someone else, they may nod and pacify you, but when you walk away they just think what a waste of space, as they know, with that attitude, you will not be working here in six months.

In Timeshare, a lot of energy is wasted on giving meaning to negative comments

that are only used by clients to throw you off pace, or are just knee jerk responses because they are in a sales presentation.

“You are today where your thoughts have brought you; You will be tomorrow where your thoughts take you.” James Allen

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Tour Times

To bake a cake, there is a recipe and a formula to follow. You mix the ingredients together, then put it in the oven for a set time to bake your cake. If you cook it too long, it can burn, but it’s still a cake. Bake it too short, it may not look like a cake or it may taste a bit funny, yet it is still a cake. The message here, is that to get a sale on the day, there is a formula to follow. Your ingredients are your warm up, pitch, tie downs, walking tour and many more that make up your sale, your cake.

The key is how long do you bake it for? This is your tour time. Everybody has a different point of view here, due to different resorts having different line rules or tour procedures you have to adapt. In-house tours don’t need all the ingredients, it’s a cake that needs a top up, maybe some icing or more filling. The key ingredient with this recipe is building trust so that they will want to do business with you, and then creating the urgency to do it now. Plant the seed, create the need. The cold line tour, or the presentation to someone who does not own timeshare, or does not own the product you are presenting, requires a baking time, that more than often, will produce the perfect cake, or in your case, a new owner and money in your pocket.

I can guarantee if you look at your tour times this year, you will see a difference between your sales and your no sales. You can not just meet a client, do a warm up up and pitch your product, and get to pricing in under 90 minutes. Some may disagree, but all you are making is a cake that by the time it gets home, is going to kick or just taste bad. The simple way to judge how well your tour is going is to check two things:

1: The clients want to leave, or makes excuses that they have another appointment = You have not made a friend, built trust or made it fun. Spend more time on your warm up, and in most cases, continue this throughout your tour. your Sales never want to leave.

2: You price them and they say thanks, or give you an excuse and leave within 5 minutes = NOT SOLD AT ALL, do not kid your self here, this was not sold at all. To know you are doing a great presentation, your back end should be at least 20 minutes plus of you pricing the client, showing the incentive, and, if needed, them asking for time to speak on their own. This situation does not always become a yes, but 1 in 4 of these situations will… . FACT!!!! At this stage, you know you have sold it because they are talking about it, you have closed them into making a decision, and to get to this stage, your tour time was sensible and you had the client’s interest at all times.

Do not drag the tour on over 3 to 4 hours before pricing, this just bores them, and they do not have the strength to tell you they want to leave. So where is the balance?

A tour time of 90 minutes or above, before pricing, will put you in the position of opportunity more often than not. Worldwide fact : Sales Professionals that do this are in the top 3 of their company. Another big tip is to focus more on your front end and back end, including walking tour and show flat. The front end should not be rushed. You can make, or lose, a sale at this part… . FACT!

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Ode To A Salesman

Selling is a great profession, Selling is a noble task, And if you want that order, All you do is ask. Enthusiasm’s a terrific thing, But no designed for Martyrs. Use it in your daily life And you’ll bring in the orders. Selling’s more than merchandise, More than product knowledge. Selling is an attitude, This you must acknowledge. To have the porper attitude, Forget about your woe. Just think about solutions, And watch your probelms go.

Selling is a great profession, Selling is a way of living. It’s more than just financial gain, It’s a way of giving.

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You deserve it!!!!

“Today, and every day, deliver more than you are getting paid to do. The victory of success will be half won when you learn the secret of putting out more than is expected in all that you do. Make yourself so valuable in your work that eventually you will become indispensable. Exercise your privilege to go the extra mile, and enjoy all the rewards you receive. You deserve them!” Og Mandino

Question of the day: When you price your clients today, ask yourself—DO YOU DESERVE THE DEAL? DO YOU DESERVE THEIR MONEY?

Do you deserve it just because you turned up for work?

Do you deserve it because you have spent 90 minutes with them?

Or, do you deserve the deal for the effort you put into your presentation? This is not just on tour, putting out more than is expected of you comes from the time you spent at home working on your presentation skills, to the extra work you put in between tours looking after your owners, or learning a new skill to improve your talents.

JUST CHATTING TO SOMEONE ABOUT VACATIONS AND THEN

SHOWING THEM A PRICE LIST DOES NOT DESERVE YOU A COMMISSION OF $1000 UPWARDS FOR 90 MINUTES WORK.

You will know when you deserve the deal today, how? Because you feel tired towards the end of your presentation, or you will be buzzing with adrenaline because your mind has been working overtime for 90 minutes. Mentally, you feel exhausted as you have been putting so much energy into your presentation, making them laugh and exciting them. You make showing simple things like the exchange system sound amazing due to the enthusiasm that you put across.

Deep down you know if you deserve the deal.

You know if you have worked your tour to your best. Do not kid yourself if you haven’t, and act all surprised if they say “i want to think about it.”

It has been said before, and will be repeated again:

THE TOP SALES PROFESSIONALS DO NOT HEAR I WANT TO THINK ABOUT IT, THEY HEAR A YES OR NO . . . . FACT!

Why? Because they deserve that answer at the end of their presentation. They have put in so much effort and energy, that the client’s feel they have to give a Yes or a No. If you hear: “I want to think about it”, maybe you did not deserve the sale, WHY?—How many of the “I want to think about it” come back to you with a yes or no???

Make sure you Deserve the Deal, make sure you deserve the YES or NO. Do not accept a “think about it you have done a good job.” You are a Timeshare Sales Professional, act and perform that way.

Asking the clients if they deserve your product is a great question to use in your presentation. You have shown them quality accommodation guaranteed for them and their family anywhere in the world. When you ask them if they deserve it, they can only say yes. Then ask, “So why not today?”—and get that reason out in the open so you can agree, confirm, and then overcome it. You will never hear no when asking the clients if they deserve it, so ask them thorough out the presentation.

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Why timeshare

Why Timeshare? Try and put yourself in the client’s shoes, sitting in front of a Timeshare Sales Professional. Why should they buy your Timeshare, and why should they buy it today?

If you can answer these questions you are on the right track, and the answer should not be just because you say so!

John and Mary are on a Timeshare presentation:

FIRST and please this, they have come because they have been promised a gift. This is a fact!!!! Out of 100 hundred tours that you take, maybe 1 will come as they really have an interest, and are not too bothered about a gift. However, 99% come on the tour for the gift. So never waste any energy moaning to your manger or colleagues that your clients just want their gift. That’s WHY TIMESHARE.

SECOND, more than likely, on a scale of 1 to 10, the clients are at zero in regard to buying a Timeshare. They are expecting a slick, smooth hard sell, so they have already made excuses to throw the sales professional off. Please these are just smoke screens and CAN ALWAYS BE OVERCOME . . . . FACT!!!! Don’t believe these excuses, you must believe that you can overcome anything the clients say because you have a product that will enhance them and their familie’s life, now and forever. If you

believe this, then you will not fail. That’s WHY TIMESHARE.

THIRD, even if you overcome the above, your toughest challenge will be why today? This be can be the easiest to overcome if you believe so. Do not even make an issue about this. As far as you are concerned, that’s how your clients buy anyway. Let your tour know this—NOT TODAY means NOT SOLD . . . . FACT! FACT!FACT! Timeshare laws protect everyone who signs today anyway, you only buy it when you have paid for it. When you have made a friend and built up trust with your clients, you will always overcome this. Just ask the top performer at your work place, they never have an issue with today. That’s WHY TIMESHARE.

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“Let us resolve to be masters, not the victims, of our history, controlling our own destiny without giving way to blind suspicions and emotions.” JFK

This is a FACT: 70% of what you worry about never happens. Too many times our mind gives way to blind suspicions and emotions. Because we have the freedom to choose, when things are rough it is a lot easier to be a victim. It is a lot easier to blame the clients, economy, the workplace or the weather.

Why not choose to be a master, not a victim. Choose your own destiny, that’s the opportunity selling Timeshare gives you. The chance to control your own destiny as your earnings are unlimited. It can be tough at the top, that’s why you will have so many obstacles in your way. Still, what are the alternatives, get a normal job with a set income and hope for the best? Smile, be happy, challenges are sent to test you, rise above everything that comes your way. When you sit in your rocking chair in your later years, you will feel comfortable that no matter what life threw at you, you gave it your best shot, did not moan and did not give in… . FACT!

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Pain or pleasure

“The secret of success is learning how to use pain and pleasure instead of having pain and pleasure use you. If you do that, you’re in control of your life. If you don’t, life controls you.” Anthony Robbins

As you may already know, there are two ways to cause your clients to take action. One is pain and the other is pleasure. They are two primary human activators. A high majority of the time, Timeshare is sold on the Pleasure activator. The presentation is focused on how you can have luxury accommodation, save money, quality family time, the list can go on. Of course this is a must and should never change. You must though, that from meeting you, your clients are mostly looking at the pain side of buying the Timeshare. In their minds, as you tell them all the pleasurable things that will happen once they own, they are counter acting that with pain.

You explain that the maintenance fee is great value, they think pain: “Yes but you still have your maintaince fee and that goes up every year.”

You explain how flexible the exchange program is, they think pain: “You are not guaranteed to get the exchange you want.”

This is not because they are being difficult, it is just the normal reaction when you are in a sales situation. Also, they will not say this out loud, they are thoughts in their mind. To assist with your sale you must address this head on. Bring it out, there and then.

Present the exchange programme, then bring out the pain. Ask them: “You are probably thinking like most people do, that you will have difficulty using the exchange programme, am I right John and Mary?” When they say yes, you can then address it to their satisfaction. What you have done though, is closed the door on this.

WHEN YOU GIVE THEM PLEASURE, ADDRESS THE PAIN AS WELL

One of the main reasons why low performers are not selling as well as they want, is because they do not want to address pain. They are scared it’s too negative, and do not want to be in that situation. They would rather push the positive, pleasure, hoping that a yes will come at the end.

This is a major fact in why sales do not happen. You may think the presentation is going well, yet the clients will be thinking of reasons why it will not work. They have no reason to tell you these thoughts unless you ask.

“Pain and pleasure, like light and darkness, succeed each other.” Laurence Stern

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Confidence

“Confidence doesn’t come out of nowhere. It’s a result of some thing… . hours and days and weeks and years of constant work and dedication.” Roger Staubach

Clients just love a confident Sales Professional… . FACT! It’s their money and they want to know that if they give it to you, they are going to get what you promised.

How confident are you that you will get a sale today?

Of course, when asked this question everyone will say yes, yet if you are not selling at the moment or on a bad run of tours with no sales, a voice in your head will overrule that with a line like:

“If I get a good tour I will get a deal”

CONFIDENT SALES PROFESSIONALS CREATE A GOOD TOUR.

“Confidence is a mental process that arises from considering if a person or

thing is capable of something. Self-confidence is having confidence in oneself when considering a capability.”

That mental process that arises from you considering if you are capable of getting sales, starts when you arise. It starts as soon as you wake in the morning, that no matter what is in front of you today, YOU WILL sell them something. WHY? Because you know you will, nothing will stop you. YOU WILL find a way.

Confidence is like treating every tour as if it is your last tour; You have to sell them or you will never get a tour again. It’s a burning fire inside you to WIN WIN everytime. That is Confidence, not just saying every day “i am going to get a deal”, that conviction is like saying “I am going to win the lottery!”

“The greatest barrier to success is the fear of failure” Sven Goran Eriksson

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Deal With The Pain First

If you are fed up with getting the same reasons for not ing at the end of the presentation, deal with them at the front. Address all the pain front end. This will not be a problem if you have made friends. Make friends with your clients, and then using 3rd party stories. address in a fun way about ing today, how even though some clients agree, at the end they tell me they just lost their job, and the kids need to go to college. Do whatever you can to bring these reasons out early on, so they can be addressed and you can get on with selling your Timeshare

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“Love is when the other person’s happiness is more important than your own.” H.Jackson Brown Jr

With Valentine’s Day approaching; Love is in the air. If you feel and give LOVE, you will always succeed. LOVE is when the client’s happiness is more important than you just getting a deal. Of course you go to work for the money, but if you care about the client’s happiness more, the money will come… . FACT! Do you love your job selling Timeshare? I believe you do; You have proved it just by reading The Huddle. Simply by reading this you are commited to being a success in your Timeshare career. To LOVE selling Timeshare is a requirement if you want to be a successful Timeshare Sales Professional.

Many people (some would say the vast majority of Sales Professionals) do not LOVE selling Timeshare. They just come to work because it’s a job. These people never last in Timeshare and spend most of their time complaining that the tours are no good, or that they never get the clients that want to buy

“WE COME TO LOVE NOT BY FINDING A PERFECT CLIENT BUT BY LEARNING TO SEE AN IMPERFECT CLIENT PERFECTLY.” The Timeshare Coach

Hidden in that quote is the secret to success. This is the secret to LOVING your job, your career and your clients.

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Every picture tells a story!!!!

Don’t sell me a Timeshare, Tell me a story!!!!!

Everyone loves a story: kids like it at bedtime, and the best conversations at the bar will always come from the storyteller. When someone talks to you about an event in their life, they are sharing a story. Sounds simple, but what happens is that while they tell you what happened, your memory banks are looking for something similar that happened to you too. Then you take your turn in the conversation. As the other person listens to you they are doing the same thing, often they get excited when a thought or memory occurs to them, that they may interrupt you. This is engaging your clients.

Basically, stories contain elements—usually specific words that trigger memories in people. If i tell you about my experience stuck in a traffic jam coming to work today, I am setting your mind to drift off mentally into thinking about a time when you were stuck in a traffic jam—not a good story to tell when selling a timeshare! However, if I tell you about my honeymoon and staying in a 5 star hotel with a room with amazing ocean views, your mind tends to drift into a more positive thought—maybe your honeymoon or the last time you stayed in a room with a fantastic view. I talk about lunch, and if you have not eaten, your mind will think of food. All this is fantastic news for you, because by the way you tell stories you can control the mood and feelings of your clients.

MOST IMPORTANT IS TO YOU USE YOUR LISTENING SKILLS. TAKE WHAT YOU HEARD EARLY ON FROM YOUR WARM UP TO MAKE

SURE YOUR STORIES FIT THE SITUATION.

BE AWARE OF WHAT YOU SAY AS YOUR WORDS ARE CAUSING ACTIVITY IN YOUR CLIENT’S MIND.

You do not want to be telling stories about honeymoons, say if they are in a 2nd relationship and not married to each other, any talk about honeymoons may trigger past thoughts about an ex. The top Sales Professional’s will ask the right questions, listen, and then use a story later in their presentation to trigger the right emotions to create the right atmosphere to move the clients towards a yes today. You want your clients to be thinking in a positive way. Keep them focused on what they get from your product or service, and keep them focused with a story that reminds them of their wants. As you are reading this, your mind will start thinking of stories that you tell clients on your presentation.

“It is not the voice that commands the story: it is the ear” Italo Calvino

Top ten story tips

1. Do not make them too long. 2. Make them fun. 3. Use the 5 senses 4. Relate them to what the client has told you before. 5. Involve the client in your story.

6. Make sure they are not just you, you, you. 7. Tell them throughout the tour. 8. Like on stage, bring your story to life with motion, hand action, and enthusiasm. 9. Stay away from negative subjects. 10. Don’t start with once upon a time. (i.e. be able to back up what you say)

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Tell a secret

“I shouldn’t tell you this yet, but today they are giving a 7 night stay in a 2 bed villa for those who .”

Everybody loves to hear a secret: When you are told one it makes you feel important, and builds a bond between two parties. Everyday at work someone will come up to you and say:

“Don’t tell anyone this but so and so and so . . . .”

It’s a secret, it’s human nature and something that you can’t keep inside. You want to tell someone else because you are so excited. Use this with your clients. Sometimes if they keep asking for the price, instead of saying “I will tell you at the end.” Tell them a secret, it will build a bond between you and your client. “We are supposed to price at the end, but don’t tell my boss I told you, but weeks cost between $$$$$ and $$$$$.”

Clients love this, it makes them feel in control and will always relax them. It does not have to be about price, you can share with them tips on how to get more out of their ownership, bookings tips, anything that makes them feel that you are letting them know something special.

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“In business as in life you don’t get what you deserve you get what you negotiate.” Charles Karrass

FACT!!!! In life you don’t get what you deserve; Everyone feels they deserve to be wealthy, live in a nice big house and have no worries, but not everybody lives their life like this. You have to work for it.

Take this to the Timeshare sales deck: “do you deserve the deal?” To expand on this, you have to add the word negotiate. Every Sales Professional in the world thinks that they deserve a deal or they deserve a good tour. Low performers think they deserve a sale just for turning up for work and greeting a client! Even worse, they think because they have not sold for a few weeks they deserve a sale,

YOU DON’T GET WHAT YOU DESERVE, YOU GET WHAT YOU NEGOTIATE.

This is how the best sell Timeshare. They are not the best because they deserve to be, or because of who they are. Everytime they are in front of a client they negotiate towards a sale.

Thesaurus meaning of the word negotiation : The act or process of dealing with another to reach an agreement

Business dictionary meaning of the word negotiation: Process of bargaining that precedes an agreement. Successful negotiation generally results in a CONTRACT between the parties

There you have the simple answer to success and financial reward from selling Timeshare. Successful negotiation is a signed contract, which means with the correct follow up and customer service, MONEY IN YOUR BANK.

Don’t say or feel that you deserved a deal if you do not get one.

Get a deal today because you negotiated it and got a signed contract with money down. Then you deserve to be paid.

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Blow them away

“By reading the rest of this Huddle, you are going to find out information that will make your sales figures rocket!!! Trust me, this is the best Timeshare information in the world right now. Make sure you are focused and ready to take it all in, as once you know what I am about to tell you, every client you see is going to want to buy . . . . FACT!”

Now that should have grabbed your attention, made you think this sounds good, and now you are a little bit more focused on what you are about to read!

Are you meeting your clients like that?

Are you making an impact when you greet them? Waking them up? Getting their attention?

What sounds better?.

“Good morning John and Mary, welcome to Timeshare Makes Sense. My Name is Quinten, please come with me let’s take a seat”

or…

“Good morning John and Mary, welcome to Timeshare Makes Sense. My is Quinten, Today is going to be the best day of your life!!!! Thank you for coming, I know your time is precious to you, but this will be worth it. I am going to share with you life changing information that will give you fantastic vacations for the rest of your life. Please come with me let’s take a seat.”

The 2nd welcome makes an impact, it grabs your client’s attention and makes them want to listen. Of course all Sales Professionals have different personalities, yet you can still make an impact when you meet your clients using the power of words.

Make your presentation different. Stand out from the rest. Blow your clients away with a powerful opening statement that grabs their attention and makes them want to listen.

“You get paid to impact the world, not be impacted by it” Mel Pancoast

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Hypnotic words

“If you could have… .” = Imagine

“If you could have . . . .” is a very powerful question when it comes to selling Timeshare, infact it is very powerful in regard to most things. When you ask “If you could have . . . .” it goes straight to the subconscious mind and sets to work like a mind virus. It creates the state of imagination. Ask your partner or friend this question, “if you could have the perfect evening what would it be?” What will happen when you ask this, is that their mind will start to drift and imagine that perfect evening. Whether it’s a dinner date, or a night out on the town, the imagination kicks in and takes them on a wonderful experience of that perfect evening. The best bit is that you are then given that information. Now you know what to do. Make it happen and you will make someone very happy.

A great front end question is “if you could have the perfect vacation what would it be like and where would it be?” The answer you get tells you how to direct your presentation and what the win/win for both parties would be.

Notice this is much more hypnotic and more powerful than just asking “what is your dream vacation?” When you ask that, the clients can easily say “I don’t have one.” By asking the clients “if you could have . . . .”, you involve them and start their mind working.

How do you go . . . . What would it be like . . . . Imagine what would happen . . . .

Take a look at the questions you ask your clients, and see if you can tweak them to become more hypnotic and to get your client’s mind working in your favor.

12 most persuasive words

12 MOST PERSUASIVE WORDS IN ENGLISH

YOU MONEY SAVE RESULTS HEALTH EASY LOVE DISCOVERY PROVEN NEW

SAFETY GUARANTEE

These words have been proven to be much more persuasive than others. Adapt them into your presentation.

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“You can tell whether someone is clever by their answers. You can tell whether someone is wise by their questions.” Naguib Mahfouz (Nobel Prize winner)

Many times you will hear the saying about winning the battle but not the war. To be the best Timeshare Sales Professional, it is much better to be wise than clever. Clever answers will only make your clients feel uncomfortable. You never want this. As soon as you give some clever style answer to what may be a genuine question from a client, no matter how stupid it sounds, you have lost the war (The sale).

Let the clients be clever. You will always find a client, usually the man, who feels it is his job to be clever on the table trying his best to put you off by giving you clever answers. The skill is to keep it that way. Make the clients feel clever, agree with what they say, but be Wise with your questions.

Clever clients say things like: “Yes but you still have to pay your maintainance fee every year”

Wise Sales Professional: “Yes you are right John, but wouldn’t it be nice to know that you are only paying less than $150 a night for a 2 bed villa.”

Clever client: “I’ve heard you can never get what you want”

Wise Sales Professional: “That is a fair comment. Let me ask you, if there were no exchange system and you could just book and go, where would you own your Timeshare?”

Every question you ask your clients should always be directing them towards the positive of buying your Timeshare. Don’t ever be put off by what a client says to you. Most of the time it’s just a knee jerk reaction because they are in a sales situation. ALWAYS ALWAYS AGREE WITH WHATEVER A CLIENT SAYS. THIS IS A FACT! FACT! FACT! By agreeing you soften your next killer punch, or in professional words, your Wise question.

“Wise men speak because they have something to say; Fools because they have to say something.” Plato

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Get engaged

Get your clients engaged. You are engaged from the moment you meet your clients. Why? Because you want the sale. You want the money, it’s why you go to work.

Many many sales are lost due to the clients not being engaged at all. Low performers never notice this, they just believe that the clients want to think about it. “They wouldn’t make a decision” The fact is, they were not engaged.

Check these signs of engagement when you are next on tour. A client is engaged if:

They ask questions If you do not get any questions from your clients, you have no sale… . FACT! Do not kid yourself, this is not going to be a deal.

They share Information Please , they will only share information if they trust you, hence the importance of your warm up and making a friend.

They give you undivided attention Do they keep checking their watch? Are they watching other people on tour? This means they are not engaged.

They are straight forward Don’t confuse this with a client simply saying up front, “we are going to be straight with you and not make a decision today.” Being straight forward happens throughout your presentation. It’s a good sign if they say they would not come back here every year, or they do not like Orlando. They are being straight with you. They are being engaged.

The above are good points to check throughout your tour. You cannot see the picture when you are in the frame, so it is good to break from your presentation and check to see if they are engaged in what you are doing.

The good news is that you can always get them engaged. The mistake is to miss it, and just carry on, and give them a price. Not engaged = NO SALE… . FACT!

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Charm

“Charm is a way of getting the answer yes without asking a clear question.”

Charm is a quality that is not used enough on the sales floor. Charm to Timeshare Sales is like Bread to Butter, put them together and it tastes so much better. Bread without butter is dry. A Timeshare Sales Presentation without charm is the same. The skill is to make it genuine charm. Not the false charming personality of say the character Prince Charming in Shrek.

There are many different meanings for Charm:

To attract or delight greatly, To induce by using strong personal attractiveness, To cast or seem to cast a spell on, To be alluring or pleasing, To function as an amulet or charm, To use magic spells,

All of the above are part of a Timeshare Sales Presentation. If you have a difficult client, use charm to win them round. Charm is a vital element of your warm up. Charm is about your best self, being interested in other people and making them feel comfortable. Charm is your presence when you enter a room.

When you put Charm in action it becomes Charming, which the dictionary quotes as “Possessing or using or characteristic of our appropriate to supernatural powers.”

Wow, to think that by being Charming you can use supernatural powers to sell Timeshare! Take this to the floor today. Be a Super Sales Professional. Be Charming.

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Get them both engaged.

Following on from the tip “Involve Both”, don’t forget to get both John and Mary engaged. It can be very easy to focus on getting the clients engaged in your presentation, and focus on the client that does most of the talking.

Get them both engaged, ask opinion and feeling questions to both of them. If John keeps asking questions and acting engaged in your presentation, involve Mary by asking if she feels the same way? Or what is her opinion on exchange, home usage? You can do this with whatever subject you are discussing at that time.

“If you don’t think every day is a good day, just try missing one.” Cavett Robert

Today is the day. Every day is a good day. No matter where you are in the world, today can be a good or a bad day; It’s your choice. Yesterday is over, it is finished, and tomorrow is not here yet, so focus on the now, the today, and give everything your best shot.

The next two huddle tip covers two subjects, which if looked at in the right way, can dramatically transform your performance in selling Timeshare. IF I… . is all about your thoughts and your alibis. We all have them and we all believe them, why? Because we create them. Read the article and take a good look at all the IF

I’s… . that you use when you do not get a sale. If you are under performing at the moment and not selling, is it you or is it always something else?

Worry is a state of mind, don’t let it control you. Worry in Timeshare has defeated many many Sales Professionals. Put it to rest by being active and in motion towards your goals.

Take a moment and think how lucky you are. Today you can earn 4 figures pretty easy just by talking to someone about vacations. Enjoy every second of this day because you will not get this day back.

Have a fantastic day and enjoy selling Timeshare.

Today’s opportunities, erase yesterday’s failures. Gene Brown

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IF I

Low performing Sales Professionals who do not succeed have one distinguishing trait in common: They know all the reasons for failure, and have what they believe to be, rock solid, air-tight alibis to explain away their own reason for not getting a deal.

IF I had better tours . . . . IF I had a better sales deck . . . . IF the marketing team knew how to book . . . . IF the managers could close a door . . . . IF the finance charge was not so high . . . . IF we had better spiffs . . . . IF the clients had longer to think about it . . . . IF we could take less deposit . . . .

These, and many more, are great alibis used when no sale is made. The greatest IF I . . . . never used is,

IF I had the courage to see myself as I really am, ask advice from the best, and look at my presentation and what I do, I would find out what is wrong

with me and correct it. Then I might have a chance to profit by my mistakes, and learn something from each tour that I have that becomes a no sale.

All these alibis which explain failure and reasons for not selling have been around since Timeshare started and are fatal to success. Why do low performers cling to their alibis? Because they create them!!!! As Napoleon Hill said… .

“A man’s alibi is the child of his own imagination. It is human nature to defend one’s own brainchild”

To add to that, you would never call yourself a liar would you? So when you explain your reason for not selling, your IF I . . . . , you have to stick by it all the time. What happens is that by saying it so much you really do believe it. None of this helps you to overcome any obstacles that you have and improve your selling.

The alibis that you use tell a great deal about the type of person you are. They are however common, and of course no one closes 100%, so some, and I REPEAT some, can be justified. Be careful though, as some of your alibis will take root and grow without you knowing it. Take the word blame out of your vocabulary.

Make sure your thoughts drive you to up hill to success, not down hill to failure.

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Worry

“Worry is a state of mind based upon fear” Napoleon Hill

“Oh I am never going to get deal” “I just know they are not going to sign today” “How am I going to survive, what if I don’t sell?” “I hope I don’t get owners again . . . .”

Worry is a killer when is comes to selling Timeshare. Worry sucks at your energy and concentration, and can disable a Sales Professional very quickly. It does not matter who you are once worry kicks in, you can have the biggest lay down in front of you and could still not get a deal due to worry. Worry destroys self-confidence and initiative. The good news is that worry is a state of mind, and therefore it can be controlled.

There is a saying that like attracts like. A Sales Professional will worry that they cannot sell to exisiting owners, and guess what, who do they end up with on tour? Yes, existing owners! You may also worry that you get sales, but they keep on kicking. Well guess what happens every time you get a sale? It cancels!!!! All worry is, is you talking to yourself. It’s your inner voice inside you, and the more you talk to it, the more you think it and feel it, the move active it gets. You bring it alive. It’s like talking to a low performer about a non buying tour, once you ask

them how the tour went they never shut up.

“Worry is like a rocking chair—it gives you something to do but it doesn’t get you anywhere.”

To get rid of worry, speak to its opposite—faith. Faith s you in everything you do. Faith sees the opportunity in everything. Faith will build you up and back you every time. That’s the choice that you have, and only you can choose this. , you have complete control over your thoughts, no one else does, YOU choose to have worry or YOU choose to have faith. This may sound simple, yet you may have a voice hit you in your head, “yea right but if i keep getting bad tours I won’t make any money”, THAT IS WORRY SPEAKING TO YOU. Faith will say, “whatever, I am on top, focused and ready to win, I don’t care what tour I get, if vacations are important to them, they are buying, infact if vacations are not important to them, they will be buying by the time I have finished . . . . FACT!” Faith is great, give me faith over worry anytime of the week.

What is the point in worrying anyway. It will not get you anywhere and will not put money in your pocket. If you really want to be at the top in Timeshare then worry has to be non existent, and the best way to get rid of worry is action. Keep yourself active in your work day, the more you stay stable and let your thoughts drift, the more chance you have of letting worry back in.

“There is a great difference between worry and concern. A worried person sees a problem, and a concerned person solves a problem.”

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Read Your Goals

A great way to get rid of worry is to keep reading your goals. Have them written down and on you at all times. This way, whenever worry kicks in you can read your goals and remind yourself of where you are heading. Everyone says they have goals but only a small few have them written down. Do you have your goals written down on paper and on you right now? If not, take a few moments and write down what you want to achieve over the next few weeks. How many sales will you get by the end of the month? Just by being active and focusing on what you want to achieve, you are stopping worry from kicking in.

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“It’s what’s inside that makes you beautiful, not the wrapping” The Go-Giver

Have you ever read a book that has completely moved you in your thoughts and actions? I have read 3 in my life:

Think and Grow Rich by Napoleon Hill

The Timeshare Coach by Carl Garwood

The Go-Giver by Bob Burg and John David Mann (all available on amazon.com)

If you want to sell more Timeshare, make sure you own, read, and put into action what you learn from all 3 of these books.

I have just finished reading The Go-Giver for the 3rd time this week. WOW WOW WOW and double WOW! This book will blow you away. The Go-Giver tells the story of Joe and how he learns The Five Laws of Stratospheric Success. With the author’s permission I will adapt these into future Huddles. The knowledge of these Five Laws will increase your Timeshare Sales no matter how good you are now… . FACT!

The Law of Authenticity is all about YOU. There is no one else in the world selling Timeshare like you, and the most valuable gift you have to offer is yourself. USE IT. Focused energy is very powerful, just imagine if complete focused energy got you one extra sale a month!!!!! What could you do with that extra commission?

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You

THE LAW OF AUTHENTICITY The most valuable gift you have to offer is yourself

“People, this: no matter what your training, no matter what your skills, no matter what area you’re in, YOU are your most important commodity. The most valuable gift you have to offer is you.” The Go-Giver

Sometimes I feel Sales Professionals miss out on the most valuable gift they have. They get too busy trying to learn a new close or, as with low performers, they get too busy blaming everything around them. There is no other Timeshare Sales Person like yourself… . FACT! You are unique, don’t forget this.

At every Timeshare sales deck, every Sales Professional has the same tools. They have the same exchange brochure, the same walking tour, the same area to work in, yet what makes them different from each other, is themselves. It’s YOU. Nobody can do your meet and greet like yourself. Nobody can show the exchange programme like YOU. Watch and learn from the Top Sales Professionals, but put across what you learn in your own natural style.

Many times you may go to your manager and give on your tour, most of the time you will get a reply, “have you tried this, how about presenting this.”

When you get this , note it and learn it, but put it across your way, with your own feeling, it will come across so much better.

your interview for your current job? That day you were at your best. You were being yourself and you sold your employers that you were the best person for the job. If you are married or have a partner, do you when you were courting, trying to impress? Again, you were being you, natural, and it’s what your partner liked and fell in love with.

Take this to every sales presentation; It is so powerful.

“You want people skills?” she repeated. “Then be a person.” She looked around from face to face. “Can you do that? Will you do that?”

She looked to the left and to the right, again meeting the gaze of dozens of individuals

“It’s worth ten thousand times more than all the closing techniques that ever have been or ever will be invented. It’s called authenticity.”

Taken from the book The Go-Giver by Bob Burg and John David Mann.

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Energy

“Goals provide the energy source that powers our lives. One of the best ways we can get the most from the energy we have is to focus it. That is what goals can do for us; Concentrate our energy” Dennis Waitley

Your energy keeps you going, it drives you. The more you focus your energy the more powerful it becomes… . FACT!

Take a sharp knife, a rock with sharp edges and a piece of paper. What will cut the paper?

BOTH of course, but the sharp knife will cut it with less effort. HOW?

Because all the energy in the knife is focused to the sharp edge. It’s made this way to cut things easier. All its energy is focused to the point. The energy in the rock is everywhere, it’s not focused hence there are a lot of sharp edges on the rock. It would cut the paper, but not as easy.

Where is your energy when you take a presentation?

Is it thinking about yesterday’s tour? Is it thinking about what you are doing after work? Do you have issues at home that you are thinking about while on tour? Do you let your cell phone ring while on a presentation to distract your focus?

All these things take your energy away and stop it being focused. Yes you may still get a sale (like the rock will cut the paper), but it will take more effort.

FOCUS YOUR ENERGY AND YOU WILL GET GREATER RESULTS

Sometimes we focus too much on whether the clients will or not while still in the early stages of the presentation. Again, this is not focusing your energy. Keep all your energy focused on one thing at a time. Focus all your energy on your meet and greet when you meet your clients. Don’t be looking around seeing what other Sales Professionals are touring. Focus all your energy on your discovery without any distractions. Keep this energy focused throughout your whole presentation. It will make you more powerful and take less effort.

Do you send or answer a text message during your tour, say when you go to get your books? Do you answer an email halfway through your tour as you feel it’s important? Do you go for a cigarette and chat about what was on TV last night or yesterday’s tour?

The above is not focused energy, it’s changing you from the sharp knife that can cut through objections in seconds, to a rock with lots of sharp edges taking more

effort to get the job done.

Become a Sharp Knife, Become a Samurai Sword, keep your energy focused on selling Timeshare.

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Fuel for your mind

Simply by reading for 1 hour a day, over a year, that’s reading for 15 full 24-hour days. What most of us do not realise, is that even when we are reading our mind can drift onto other thoughts. Sometimes we think we have read a chapter, but most of what we have read has not sunk in. A great tip when reading is to read as if the author is speaking to you, and you alone. Highlight any sentances, quotations and words that are meaningful to you. If you can, the best times to read are first thing in the morning or last thing at night. You will also be amazed what you learn when you re read a book for the 2nd time.

“Today a reader, tomorrow a leader.”

“You have to know what you want to get” Gerturde Stein

This Huddle tip continues with another Law of Success: The Law of Influence. Your influence is determined by how abundantly you place other people’s interest first. We also touch on the most famous of all subjects in Timeshare: “The Gift”. Sometimes we forget this is what gets us our tours, and Sales Professionals are so easy to blame this when they are not selling.

Spring is in the air;

Are you on pace to achieve your goals for the year? Are you still reading them twice daily? What are you doing to enhance your sales performance to make you better?

Put your client’s interests first and accept that every tour is here for the gift, then move on and sell them a Timeshare. If you want a sales job with no challenges, go and sell popcorn at a cinema! For the most part, the universe rewards in proportion to difficulty, that is why diamond cutters are paid more than meat cutters.

“A winner is someone who recognizes his God-given talents, works his tail off to develop them into skills, and uses these skills to accomplish his goals.” Larry Bird

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The Law of Influence

Your influence is determined by how abundantly you place other people’s interests first.

During your presentation how many times do you say the word “I”, compared with how many times you say the word “YOU”?

“I am going to show you this.” “I think this is the best way.” “I have been doing this years.” “I would buy 2 weeks instead of 1.”

Your influence, i.e. your persuasion, and your selling skills can be greatly enhanced by placing your client’s interest first.

SELLING TIMESHARE SHOULD BE ALL ABOUT THE CLIENTS, NOT YOU

Many Sales Professionals focus only on their commission, not what the client’s want. If you put the client’s needs first, more often than not, you will get more

sales… . FACT! You may think you know what the client should buy, but a good discovery and great listening skills will let you know what they really need, and what would fit into their budget. Once you firmly believe that if someone takes vacations then Timeshare will benefit them, you then have the chance to sell to everyone you meet.

Placing the client’s interest first starts as soon as you meet them. It’s showing an interest in who they are and what they do. It’s really listening when they tell you about their family and vacation experiences, not just cutting them off mid sentence so you can start talking about you and what you like. Yes, tell them you went to Florida, but share it in a story, not a 15 minute pitch about what you did.

You may have heard of the WIN/WIN scenario, where you look for a solution where you both come out ahead. Of course, if you give the client what they want, you get paid. This sounds great in theory, but most of the time this is disguised as a way of keeping track. The law of influence works when you put your clients first, forget about your commission, or what you may get in return. It is a fact that if you put the client’s interest first on every tour then this law will reward you in abundance.

“When you base your relationships—in business or anywhere else in your life— on who owes who what, that’s not being a friend. That’s being a creditor.” The Go-Giver

The best Sales Professionals make the clients feel so special on their presentation and they do it so naturally, it’s funny they are the best paid in the business! This is the Law of Influence in action.

FORGET WIN-WIN—FOCUS ON THE OTHER PERSON’S WIN

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THE GIFT

“They only want their gift”

Of course they do, that’s why they are in front of you! They have not woken up and thought “Hey lets go on a Timeshare Sales Presentation today, I really fancy 90 minutes of our time with a Sales person.” (Ok, there are a small minority who get a kick out of presentations).

However, the fact is that over 90% of the tours that you take are only there because they were promised a gift. This is a FACT!, and will never change. It’s why Timeshare Sales Professionals have a job. If no gift was needed to get the tours in, then this product would be sold in supermarkets or shopping malls, and the qualification levels to do the job would be no existent. The gift is not just discount tickets or cash vouchers, it can also be a discounted vacation package of 3 or 4 nights as long as they take a 90 minute presentation. Then you will hear the famous words, “they only wanted a cheap vacation.”

The main point is that they have been given an incentive to listen to a Sales Presentation. WHY? Because they think they have no need to buy a Timeshare, or buy more if they already own. You have to 100% understand this, accept this and believe this.

Then you have to believe 100% that everyone you see that does not own a Timeshare, should own one. And everyone you see that owns a Timeshare, needs

more.

100% BELIEF IN THIS MEANS YOU WILL SUCCEED FACT! FACT! FACT!

When you are on a bad run of tour no sales, or just feel low, it is a lot easier to say “they only want their gift!” or “they’re just here on a freebie.”

That’s the easy way out, the blame way, the low performing way, the I give up why can’t I see someone who wants to buy way. That’s the life owes me everything way… . Keep that attitude up and it becomes the I used to sell Timeshare way, now I sell cars (a lot easier as people come to my showroom to buy them!!).

Rather than blame it on the clients who just want a freebie, focus on how you are going to get a sale out of your tour. they have already bought once. They have bought the gift, they could have said no, but were closed by a marketing department. Now it’s up to you to sell them again. Sell them a Timeshare. That is your job, you are a Sales Professional, who in most cases, receives over $1000 in commission for a couple of hours work selling a Timeshare. You have done it before so you can do it again.

Do not take the easy way out. They want the gift, but in order to receive it they have to spend their time with you, listening to your presentation. It’s your opportunity to earn money… . FACT!

Make them earn the gift

Make Them Earn Their Gift.

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How much is 90 minutes of your time worth? Take your average last pay check of a month, and divide it into how many tours you took that month. That’s what you are getting paid every time you sit in front of a client. For most of you, I believe that figure will be pretty high. Look at every tour as what you are getting paid for your time. Do not look at it as a waste. Look at it as a challenge, every tour can be time spent learning and perfecting your presentation. Once you have finished you will only be waiting for your next one, and time spent waiting does not earn you any money, unless it’s time spent being productive.

“When you sell someone a Timeshare, you don’t just sell them 7 nights in a 2 bed villa, you sell them a whole new life . . . . FACT!” The Timeshare Coach

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Value

THE LAW OF VALUE Your true worth is determined by how much more you give in value than you take in payment.

Continuing with the 3rd of The Five Laws of Stratospheric Success. The law of value plays a big part in successful Timeshare selling. We sell the product on value with the benefits of owning vacations instead of renting them. Your true worth though, will be determined by how much more you give in value (your presentation) than you take in payment. If you are selling a $20,000 Timeshare, then do a $100,000 presentation.

“All the great fortunes in the world have been created by the men and women who had a greater ion for what they were giving—their product, service or idea—than for what they were getting.” The Go-Giver

Most Sales Professionals focus on how much they can earn. There is nothing wrong with this as most sell Timeshare for the money. What you can do though, is focus on what you can give. When you meet your clients, keep your thoughts on what you can do to help them with their vacations, and to give them and their family a lifetime of memories. When the clients see and feel that you have true ion for what you

are selling, and that you are not just selling to them to get your commission, you will see a dramatic increase in sales… . FACT!

Take the Top Sales Professional at your resort. They do not worry about what they are getting paid. They focus on giving each client the best presentation ever. That’s where loyalty kicks in, and why they get so much repeat business. A $20,000 Timeshare has lifetime savings of over a $100,000… . FACT! A $40,000 timeshare has lifetime savings of over $200,000… . FACT again!!!!!!! Present this to your clients, not just in writing on a white board or pitch pad, but in a $100,000 enthusiastic, belief, listening with empathy, winning attitude presentation.

Today and everyday, give more in your presentation. Give, Give, Give. Make sure you do this because you love to, not because it’s some clever way of selling, but because it’s what you love to do, it’s your way of life. When you do this, very profitable things will begin to happen, sales will increase and closing percentages will rise; All because you give more in value than you take in payment… . FACT!

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Easy Selling

“I’m in Sales” “What do you sell?” “I Sell POPCORN”

Want a job in Sales that’s easy? Want a Sales job that does not get you many objections and people come to you to buy? How about this for a tie down… . Do you want Salted or Sugar?

First of all, this is not to disrespect anyone that sells Popcorn. Anybody who makes an effort and works to create an income, rather then sit around and do nothing, is heading towards a path of success. This message is to all those low performing Sales Professionals who complain that selling Timeshare is difficult, they get too many objections, and no one wants to buy.

THAT’S WHY THE REWARD IS HIGHER WHEN YOU SELL

Take a Sales job with a basic salary, and you will receive a small commission… . FACT!!!!

Take a Sales job that is commission only and sell something for $1000 or sell something for $20,0000, which pays you more?

Selling Timeshare gives you the opportunity to create your own income. There are Sales Professionals in this industry that earn over $500,000 per year, some earn under $100,000 a year. However, each year they all start at the same point with the same figures. January 1st 2008 everybody is on zero. By year end, you have the top performers and the low performers; Same Tours, Same Product, Same Pen, Same Exchange brochure, only one thing separates the best from the rest:

A DIFFERENT ATTITUDE, A WINNING ATTITUDE

It’s frustrating but there are people on every sales line in the world who feel they can only sell to clients that want to . They want the perfect tour. Anything that has not got a credit card stuck to its forehead is not a good tour. One legger’s, kids on tour, old people, young people, as far as a low performer is concerned, they only want their gift.

“Why don’t i get any good tours?”

Timeshare can be easy selling if you want it to be. The best make it look easy because they enjoy it and have fun. you are selling one of the best products that people like to buy, Luxury vacations. It becomes hard if you make it hard. It becomes very easy if you have fun, enjoy it and take the ups along with the downs, and work all the time on perfecting your presentation, not blaming what you have in front of you.

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“Success is the result of finding solutions and taking actions”

This headline quote sums up what The Huddle is all about. Every week new ideas are presented to you, some you may know, some may refresh your mind and present you with a new solution to overcoming an issue you may be having at that time. Success though, will only come if you take action with the solution you find. Action is not reading it, thinking that sounds good, and then placing the Huddle in a file in your inbox. Action is making sure you print this newsletter out and re reading it throughout the week. Also, if possible, brain storm with fellow Sales Professionals on how they present things. , none of us are smarter than ALL of us. Whatever you do, TAKE ACTION.

“What we are today comes from our thoughts of yesterday, and our present thoughts build our life of tomorrow: Our life is the creation of our mind” Buddha

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The Law of Receptivity

The Key to effective giving is to stay open to receiving.

The forth law from the fantastic book The Go-Giver is the Law of Receptivity. This relates to Timeshare in our mindset and attitude. All the negative self-talk that you may do is not helping you towards selling more Timeshare. Do you want to get more sales? Then stay open to receiving them. This may sound like a joke as who would not want get more sales! Simply make sure you keep a note of your thoughts, as when you complain and moan about not getting sales, you are not letting yourself stay open to receive them.

Do you ever find yourself speaking like this?

“I am fed up with the bad tours I keep getting” “I hope I don’t get a one legger again” “Why am I bottom of the line again?” “I keep getting objections on ing today”

From when you arrive at your place of work to when you go home, stay open to Receiving. Stay positive all day long no matter what challenges or minor issues

may come your way. This is part of your job description, it’s why YOU choose to sell Timeshare, and if you think about it, what is the alternative?

Inside every truth and every appearance there’s a bit of opposite tucked inside.

“So the secret to success,” Joe went on, “to gaining it, to having it, is to give, give, give. The secret to getting is giving. And the secret to giving is to making yourself open to receiving.” The Go-Giver

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Stroking

STROKERS DO BUY

You just have to ruffle them up and get them out of their comfort zone.

The best way to diffuse a stroker is to keep asking them to buy. These people need a little bit of a push, especially the more they keep agreeing and saying yes to you. Telling you that you are doing such a magnificent job, answering all their questions, and really showing them all the benefits, is making it easier for them at the end to let you know they will buy, but not today, maybe in a couple of weeks.

That’s what stroking is, they feed you ego. They stroke you like you are explaining everything so wonderfully. This is like patting an unfamiliar dog, putting your arm out and giving it a little bit of affection. You stroke the dog but you don’t want to keep it. The stroker does not want the Timeshare so they need to be sold. You watch an owner of a dog, they do not stroke their dog, they hug it and give it love. This is the same with an owner of Timeshare.

Get into your client’s feelings and emotions more when you are on a presentation like this. You may feel they are agreeing with a lot that you say, so check that it is genuine by asking them feeling questions:

“What is your opinion?” A stroker may say “ooh great fantastic” DO NOT ACCEPT THIS THINKING YOU ARE ON TRACK… hit back then with a “why is that” question or “please tell me why you think that way.”

You have to get them involved more, and ask more tie-down and closing questions. Most importantly, ask them to throughout the presentation.

“Great so will you pay by cash or finance?” “Fantastic what deposit would you put down today?” “Do you want to use your ownership this year?”

These, plus many other direct questions, will get you an answer that completes the sale, if this happens well done. Or if you are being stroked will get you a,

“Oh we will not be ing today, but we will once we get home and check our . . . .”

there is nothing wrong with strokers, it is part of the business. Like traffic on the roads, it happens. Get used to it and find the positive. You have to plant in your mind that strokers just have not met a closer yet. Do not let them sell you, You are the Sales Professional so sell them. Ask them direct questions, make them uncomfortable, and get out early their not buying today objections so you can complete your presentation.

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“Expecting the world to be fair to you because you are a good person is like expecting a bull not to charge because you are a vegetarian”

Life sometimes is not fair. Timeshare, a lot of the time, is not fair. You may feel you are getting a rough ride with the tours you are given, or finding another rule has been put in place, or that they only give out spiffs the day you don’t get a deal etc. This is life; This is Timeshare. Don’t let the minor, little and stupid things affect you. This only drains you of energy that you could be putting to much better use. Let your sales do the talking, stay open to receiving and life will reward you. Let the low performers waste their time complaining that life is not fair; You’re too good for that.

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Compensation

THE LAW OF COMPENSATION Your income is determined by how many people you serve and how well you serve them.

The last Law to cover from the book The Go-Giver is The Law of Compensation. It’s not rocket science but a simple fact; Your income is determined by how many people you serve and how well you serve them.

Of course the more people you see, the higher chance you have of getting sales. Depending on how well you serve them, you can increase the amount of repeat business you receive, not just from them but from their friends and family as well.

It is very easy in Timeshare to be lazy. Why not? You work hard for a few hours and get the deal. Once they have signed who needs all that follow up, you are going to get paid so all you need to do is go out and sell again. This way of selling, if you are good, will give you a good income and a good career in Timeshare. However, look around your workplace and notice how much repeat business the Number 1 has. This can come from owner upgrades or referral business. This is The Law of Compensation in action. Why take a cold tour when a warm, referred tour is a much more pleasant sale. They are halfway there because they want what their friends have. Everybody knows that this is a great way to get more sales, but so many just get the deal and move on to the next tour. A few calls, maybe flowers and a good follow up throughout the year, can

bring you so much repeat business that you do not even need to worry about taking company tours.

This law is a FACT! Your Income is determined by how many people you serve and how well you serve them.

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Who Can I blame

THE SECRET TO SUCCESS IS KNOWING WHO TO BLAME FOR YOUR FAILURES!

So you have not had a sale for a few weeks, your closing is around 5%, it can’t be your fault can it? On every sales deck in the world there will be someone who talks like this:

“I blame the mangers, it’s their fault I am not selling. They are always picking on me, I could not help being late for work, the traffic was bad.”

“I blame marketing because the tours they send in are terrible. None of them want to , they only want their gift.”

“I blame the company, prices are too high, plus the fees keep going up, how am i supposed to sell this.”

“I blame the clients, none of them have the balls to make a decision today, they always want to think about it.”

“I blame the s department, they keep getting my wages wrong and never put enough money in my bank. I know I have only sold 2 deals since I started but how am I supposed to survive.”

“I blame my parents, they should have given me a better education so I now could be sitting at a big desk, in a big office, getting a big salary while watching you tube or playing solitaire.”

BEFORE YOU BLAME ANYONE FOR YOUR FAILURES THIS:

You take the tours, it’s your warm up, it’s your presentation; If you are not selling it has to be you no one else. Maybe you are not selling but you are telling instead. Blame is a word you must take out of your vocabulary. When you choose to take a commission only position, you make the choice to be 100% able for all your performance. Really you are your own Project Director. Everyone else works for you or with you. You have your own istration department, that will type your contracts. Your own offices that you do not have to pay rent on, or any overheads. Plus, you have a full team from mangers to receptionists that make sure that while you are selling, everything is running smoothly. An s team take care of all funds that are received, and accordingly pay you every month. I bet you even have someone clean your office that you do not have to pay for. Ooooh how lucky you are.

“All blame is a waste of time. No matter how much fault you find with another, and regardless of how much you blame him, it will not change you. The only thing blame does is to keep the focus off you when you are looking for external reasons to explain your unhappiness or frustration. You may succeed in making another feel guilty about something by blaming him, but you won’t succeed in changing whatever it is about you that is making you unhappy.” Wayne Dyer

“TIMESHARE IS A WAY OF LIFE, JUST DO IT!” The Timeshare Coach

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First Names

A simple, yet powerful tool for your presentation is using first names when you address your clients. Sometimes this can be overlooked when the Sales Professional is too focused on getting the deal, or their mind is filled with all the reasons why their tour is no good. A survey by the Worldwide Timeshare Coach Sales Pro’s Organization found that over 50% of Sales Professionals forget the client’s names by the end of the presentation’, and worse still, when calling a manager or T.O. to the table.

“Hi Carl, this is . . . . um (look for your tour sheet try and find their name). I have forgotten their name, this is my nice couple from New Jersey.”

As much as this can be laughed off, this really insults the clients and they see straight through you and your false Sales-like image. YOU COULD NOT EVEN THEIR NAME, yet you showed so much interest in them and what they do.

To help to their names once they have been given to you by the client, or you have asked permission to call them by their first name, KEEP USING IT. At every chance you have, call them by their first name. This helps them see you as a friend. Also, what sounds more powerful and personal:

“What would your perfect vacation be like, and where would it be?”

OR

“Mary, tell me what would your perfect vacation be like, and where would it be?”

At every chance you can use their first name, THROUGHOUT ALL THE PRESENTATION—warm up, presentation, walking tour, all the time, and to get BIG TIME brownie points, if they speak about their children use their names as well.

The whole overwhelming feeling of the presentation with so much to think and can cause you to forget your names, but their is no excuse for you to forget. If need be, write them down on your tour sheet where you can always see them. If you know you are getting a manager to your table, you can always have your clients look at a brochure or calendar while you can check their first names.

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Time

Our goals and ambitions of the past are bringing to us present rewards.

If our current rewards are small, then our past efforts were small. And if today’s effort is small, the future reward will be small as well.

Today brings to each of us 1,440 minutes, 86,4000 ticks of the clock. Both the poor and the wealthy have the same 24 hours of opportunity. Time favours no one. Today merely says, “Here I am. What are you going to do with me?”

How well we use each day is largely a function of attitude. With the right attitude we can seize this day and make it a point of new beginning. Today does not care about yesterday’s failures or tomorrow’s regrets. It merely offers the same precious gift, another 24 hours, and hopes that we will use it wisely.

The greatest opportunity today brings with it is the opportunity to begin the process of change. Today, the present, is the moment when we can inaugurate our new voice coming into power. It can be a new “change of mind”, a new attitude adopted about who we are, what we are, what we want and what we are going to do.

Today can also be exactly like yesterday, and the day before, and the day before.

It is all a question of attitude.

It’s your choice.

95

“Knowing is not enough; we must apply. Willing is not enough; we must do”

In every Huddle there are tips and ideas to help you sell more Timeshare, and in most huddles there is the message of action. You must act on what you learn. This is not to get repetitive, but this message must be read, re read, learnt and then acted upon. We all know what to do : This is our career, our lifestyle, yet we must act and apply everything we know when we need to do it. This puts us in the position of opportunity and leads to more sales every time… . FACT!

“This is a simple game: You meet your clients, you sell them a Timeshare, you get paid . . . . FACT! The Timeshare Coach

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Dreams

Goals are Dreams with deadlines

You must have a dream: If you don’t have a dream, how are you gonna have a dream come true? I am sure Jiminy Cricket said that to Pinocchio, I love it though, without dreams life would be boring. Yet a high percentage of people shoot down dreams, “stop dreaming and get a life” you may hear.

I say keep dreaming and dream big.

When you reach for the stars, you may not quite get one, but you won’t come up with a handful of mud either. Leo Burnett

Timeshare and Dreams are like Salt and Pepper, they come together at every sitting. You can get your clients to their dream destinations through owning your Timeshare. Everybody dreams of their vacations… . FACT! Not everybody wants to sit on a beach, others like to ski, golf, sightsee or just dream of time with the family. Get your clients speaking about their dreams. Open them up and listen to what they really desire in a vacation. Then become a dream maker and transport them there. This helps you reach your dream, and if your dream needs cash to come true, then of course selling more Timeshare is the best way to make your dream a reality.

Have a Dream, Have a big one, Believe you can achieve it and have fun while you are at it. “When your heart is in your dream, no request is to extreme.” Jiminy Cricket

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Experience

THE ONLY SOURCE OF KNOWLEDGE IS EXPERIENCE. Albert Einstein

What experience do you have of the product you sell? Do you own Timeshare? Do you or your family use it? Do you book getaways or bonus weeks? Have you stayed at your resort? Have you gone through the experience that your potential clients will feel?

If you want to improve your sales, then use and own what you are selling… . FACT!

Jeffrey Gitomer once did a sales seminar to the sales staff at a car dealership. Before he started he asked for hands up who drives what they sell. All those that did not put their hand up, i.e. who drive rival cars from other dealerships, he sent home! His point is if you are selling a car to someone and you do not drive it, what is your answer when they ask do you have one?

“No I drive a Ford” Then the client asks, “You drive a Ford, yet you want me to buy a Nissan!!!!! Why do you drive a Ford?”

“ummmmm”

What do you say, or shall I say what story do you make up when a client asks you how many weeks do YOU own? The usual answer is that you are going to buy one, you have just started and can’t afford it at the moment. Well guess what, that is the answer you get 80% of your working week from the clients, so how can you expect them to give you anything different?

The other major factor when you use what you are selling, is that you present with MUCH more enthusiasm. Give me two Sales Professionals, one selling me a week at a resort that they own or have stayed at, and one just using the brochure and the fancy dvd. The one who owns it does a 100% better presentation everytime. WHY? Because they have been and done it, they feel it, breathe it and believe it. When they tell this to the clients, their enthusiasm spreads to the clients like the sunrise in the morning, it wakes them up, and they can see it. The Sales Pro with the brochure just guesses, and puts it across in a sales way, that’s why they are an average closer.

Invest in yourself and start using what you sell. Ask your boss for a spiff, a night at the resort or a getaway or bonus break if you reach a target. This is a 100% FACT FACT FACT! This experience will help you sell more. I guarantee that the most outstanding performer at your workplace owns or uses what they sell.

EXPERIENCE IS NOT WHAT HAPPENS TO YOU; IT IS WHAT YOU DO WITH WHAT HAPPENS TO YOU.

Aldous Huxley

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“, a kite flies against the wind, not with it.”

Selling Timeshare is not supposed to be easy. When you are selling, you are selling against the wind not with it. The best Kites fly higher and faster in the strongest wind. This is so true with selling Timeshare. The tougher client with the stronger objections and reasons not to buy, make the best Sales Professionals work smarter and harder. They love the challenge. Low performers quit, they are not kites, they do not want wind, they prefer to drift on the river like old wood, and do not know where they are heading or when to get off. Don’t be old wood, be a kite and fly high.

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“Imagination is everything. It is the preview of life’s coming attractions.” Albert Einstein

Research has found that your mind sees no difference whatsoever between visualizing something and actually doing it… . FACT! Many Sales professionals have challenges in their career in Timeshare. So rather then think that you can not sell to owners, people on packages, lawyers, teachers, what ever mental block you have, instead use the power of imagination.

You must be careful what you say and think because the more you repeat to yourself what you can not do, the more you are instructing your mind to follow your instructions. “I keep getting owners, I can never sell to them, they just want their gift” “Oh not not a couple on a package, they just book because its cheap, I never sell to them” I always get lawyers and they always want to think about it” Imagine if the Sales Professional that said the above got their tour today and it was a lawyer who owned Timeshare and was on a package… . DEAL OR NO DEAL??????

Just like you can imagine going out with a loved one after work for a romantic dinner, to imagine laying on a beach sipping cocktails when you have just booked your vacation. When you believe it, and can see it in your mind you will achieve it.

You can imagine selling to owners, people on packages, and lawyers. It is a choice and there is one simple saying

WHAT IS THE ALTERNATIVE, think about selling or think about not selling? What will make you more money?

100

Now go and get a Deal… . FACT!

www.thetimesharecoach.com

Congratulations, you are now well on your way to more success within the Timeshare business!

By taking on board the tips and advice you have read, committing them to memory and putting into practice you will begin to see your results improve, not just now but also throughout your career.—FACT!

But the good news is now set to get even better… .

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