I mentioned last week how it still amuses me when a new Timeshare rep asks me what to say if their clients ask if they’re trying to sell them Timeshare.
Timeshare in Europe, unlike America still has a fairly bad name as far as Joe public is concerned and this certainly isn’t helped by the national press trying to print anything slightly connected or similar to “Timeshare” or the Timeshare industry as a whole, under the banner of:
“Yet Another Innocent Victim Falls Prey To The Latest Timeshare Scam!”
So it’s of no surprise to me when a new rep is afraid to even whisper the word “Timeshare” in front of his clients and will spend more time denying that what he is selling is actually Timeshare (Regardless of what we are calling it this week) rather than just overcoming the objection of buying Timeshare just as he would any other objection and then closing the deal.
Nowadays Timeshare in Europe is gaining in popularity with the European public as an alternative holiday system and still remains one of the biggest growth sectors within the leisure and holiday industry throughout the world.
This has been helped with household names like Butlins entering into the Timeshare industry this year with their BlueSkies vacation club project at Minehead and some of the major players like Club La Costa continuing to invest in new projects like their luxury yacht club, their Real Estate Sector and continued investment in additional Hotels and resorts around Europe.
This still doesn’t stop new reps from being afraid to mention the word “Timeshare”.
After all, in training we tell them not to call it Timeshare. It’s called:
“Holiday Ownership”, “Vacation Time”, “Holiday Points”, “The You Can Go Anywhere Holiday Club”, “Martini Time”, but never ever “Timeshare”.
If I was ever asked, “Is This Timeshare” my answer would always be. “If it was would you buy it?”
Nine times out of ten I would get the answer “No!” which would allow me to reply “Why?” then shut up and let the client dig himself a hole and finally admit that its because of all the bad press he’s read about Timeshare being a rip off or scam and that he doesn’t really know anything about Timeshare other than what he’s read in the newspapers or on the internet.
Now, rather than deny that I sell Timeshare I just gently point out that Timeshare has come a long way since the early days and just like any company continues to develop and improve their products to suit public demand, Timeshare has also been developed and improved over the years and there have been strict laws and selling guide lines set into place by the governing bodies to protect the consumer.
Then just to add some humour, I point out that if I was trying to sell him one of the original Ford Cortina’s I would understand him not wanting to look at it. But if I was showing him the latest Ford Mondeo to roll of the production line then I’m sure he would be interested enough to at least have a look at it and see how it compares to the car he’s driving around at the moment. This will normally be met with a laugh when the client realises how closed minded and uninformed his original statement was and the acceptance to at least have a look at it, way up the pros and cons, and at the end of my presentation give me a straight forward yes or no.
So don’t be afraid to mention the word “Timeshare” its unprofessional salesmanship that has brought the industry all the bad press it gets and not the product.
Always be honest with your clients. Not only will you gain their respect, you will also gain their business!
If there’s a particular sales skill or closing technique that you would like me to cover in future articles, or an objection that you are having a problem overcoming, leave a comment below or drop me an e-mail to: firstname.lastname@example.org
Remember: there is no such thing as a foolish question, only a fool who doesn’t ask questions.
See you next week.