The opening subject for 2008 comes thanks to an e-mail I received just before Christmas.
The e-mail was typical to what we have all suffered from, and what every new Timeshare Sales Consultant will suffer from when they first come into the Timeshare Industry and are fresh out of the sales training, full of enthusiasm and raring to go.
In your first couple of months you sell to everybody who sits in front of you.
You can’t seem to put a foot wrong.
Much to the dismay of the older and more experienced Timeshare Reps on line, you’re breaking all the sales records and winning all the competitions and the big commission cheques are starting to roll in.
Then it happens!
You suddenly stop selling!
You’ve gone two weeks without a sale and you can’t seem to give it away.
To make things worst, you’re slipping back down the line order and your so called team mates are all sniggering behind your back and saying “I told you it wouldn’t last!”
You naturally start thinking you’re doing something wrong, you’ve lost it and you start looking for what you can change to bring back the magic you had before.
Stop Panicking! You are not having any issues you are just suffering from what every new "Vacation Advisor" suffers from in the first few months of selling Timeshare.
I guarantee in your first month when you where brand new and fresh out of training you where also filled with an abundance of this magical thing called "Enthusiasm!"
As you settle in to the sales team and especially when you have had a fantastic first month or two, the newness wears off and it all starts to seem easy.
Also as your knowledge grows you start adding more and more into your presentation and forget the basic rule. “Only show them what they ask to see”
Your enthusiasm also starts to wears off and you now have the added pressure of topping last month’s sales figures especially when you know that your co-workers are waiting for you to fall flat on your ass. This just adds to your stress levels.
Unfortunately this industry is full of jealous co-workers who don't want other people to succeed especially when they too are in a slump, so just relax forget everyone else and concentrate on enjoying the job and re-gaining your enthusiasm again. your clients can smell when you are under pressure and will in turn feel under pressure themselves and this will definitely stop them buying from you.
So Chill out!
Relax again and get back to the basics of asking your clients what they want and give it to them.
Your first task for the this year is to read my article on: "The Importance Of Fact Finding"
See you next week.
If there’s a particular sales skill or closing technique that you would like me to cover in future articles, or an objection that you are having a problem overcoming, leave me a comment below or drop me an e-mail.
Remember: there is no such thing as a foolish question, only a fool who doesn’t ask questions.