Five blankets, a bottle of Kahlua, breakfast for 3, and 1,000 pesos (about 100 bucks). Yup! That’s what I got for 4 hours of my time that I’ll never get back. If you’ve been through one of those timeshare sales pitch meetings, you know what I’m talking about. If not, run don’t walk (unless you’re in the market for one, of course). These timeshare companies will give you almost anything if you promise to sit through a 90 minute sales meeting (it’s really about 4 hours but 90 minutes sounds better).
Here’s how it went down. My family and I sat through breakfast with Marcie, our sales rep, so she can get to know us better. Marcie, a sweet lady in her 70’s, had retired, moved to Mexico, and promptly retired from retired life. She shared stories with us about her husband, her grandchildren, and her career track. Then she asked us – well about us – and what we do for fun. Very warm and cozy if you like that sort of thing.
Then comes the tour of the hotel property – sleeping rooms, the gym, the pool – the whole deal. After surviving the tour, we were brought to the war room (my name not theirs). This is an open area filled with sales reps pitted against would be property owners to talk business (I actually thought I heard the theme of Jaws in the background). Now the fun starts. All the people you have already met along the way are no longer smiling. It ain’t about you, your family, and it’s not warm and cozy anymore. It’s down to brass tacks.
Once these reps start their rehearsed presentation, there is no stopping them. You can’t even get a word in edgewise (and if I can’t get a word in, that’s saying something). Page by page we went, through a longwinded sales slide show filled with graphs and charts. It’s absolutely amazing. Marcie actually expected us to just hand our checkbook over to her. And I tell you, I almost did!
Ever hear the expression, “No means no”? Well – it doesn’t apply here. Now, I let Marcie know upfront that I was interested in only collecting information for friends that may consider purchasing a timeshare package. I also mentioned that I didn’t want to be “sold to” – much. It didn’t matter. Once I reminded Marcie of this small detail, she waved for John, a pit boss type sales manager, to come over and smack me around.
Just a few minutes earlier, I was talking to John about his new car and how I drove the same model. It was a great bonding moment. We were pals! Hey John, remember me? John threw deal after deal at me – they all sounded the same after a while. It was actually pretty amusing. All John wanted was for me to just sign the contract. “Sign it!” I said!.When I refused, he walked away visibly angry mentioning how foolish I was not to take a deal.
So, now it was time for Marcie to sit us down with Hank so we could give him our feedback of the whole process. Half listening, Hank pulled out a pamphlet filled with all the “special promos” that none of the other sales reps knew about. These were the best deals. Even Hank shook his head in disgust as we declined. We collected our blankets, Kahlua, and pesos as we left the property. What a racket! Probably would have gotten a racket if I asked for one. Of course, if all of these great deals were really great deals, why would there be so many hungry sales reps itching to sell more?
I can’t tell you how much I love this stuff. Got tons of material and reinforced what you should never do as a sales rep. I know this is the process with timeshare sales sharks but I know plenty of sales reps (you know who you are) that use the same high pressure tactics when selling insurance, mortgages, cars, appliances, computers, and whatever. Not cool. Prospects are smarter than ever and they are wise to your jive. More importantly, why make someone feel pressured and uncomfortable about you and your stuff? It ain’t right and it’s not a good way to do business. But you already know this!
What is cool is learning more about your prospect so you can become a resource to them and be of greater service for them. If you can identify the Mode they are in, you’ve got it made! Sound simple? It is! Here’s how.
Thinking Mode
A prospect who is thinking about buying your products and services.
I am thinking about buying a new car.
We’ve been thinking about changing our life insurance company.
WANTS to make a decision.
NEEDS information in order to make an informed decision. So provide the prospect information (in a no pressure style) and let them know they can call on you at any time with questions. Of course, mention that you’ll stay in touch. And do it.
Doing Mode
Someone who has made the decision to buy your products and services.
I’ve decided to buy a new car.
We’re going to switch life insurance companies.
WANTS action.
NEEDS your sense of urgency. So provide the prospect with information, a plan, and a timeframe with which to work. Ask for more information, provide guidance and answer as many questions as possible. Let them know you are thrilled to help them achieve their goals within their timeframe.
Struggling Mode
Someone who is in a momentary period of struggle. Everyone falls into this mindset from time to time. Even you.
You charge how much?
What is your monthly rate?
I’m so busy; I just don’t have the time.
WANTS a quick fix.
NEEDS a new perspective. Offer solutions to their challenges and options that might work given their situation. Be understanding and patient. Stay in touch and offer to be a resource to them for the future.
Achieving Mode
Someone focused on what will happen when they put your products to good use or experience the results and benefits of your services. Most likely, what you charge will be viewed as an investment rather than a cost for your products and services.
We’re looking for someone we can work with.
It’s important we find someone we can trust.
WANTS teamwork.
NEEDS a resource. Remember, you want to be in this for the long haul. So don’t go for the quick sale. Learn about the prospect and provide the right amount of information so you build trust, credibility, and confidence. The prospect will buy your stuff; you won’t have to sell it.
QUESTION: How do you find more prospects in the Achieving Mode?
ANSWER: Ask the ones you already have.
QUESTION: Why do your customers buy? Ask them.
If you stay in touch and continue to make yourself available, they may become your client – if you’re good, lucky, or both. Remember, your job as a sales rep is not to force people to buy with high pressure tactics, smoke and mirrors, or incentives. I believe selling is all about going to where your prospects are that need what you’re providing and offering to be a resource to them. Just bring enough Kahlua for everyone!