Timeshare Presentations: How To Survive Them
Timeshares have been a boom over the last twenty years
, however it has changed and evolved to give a better service, as it has, the name of this type of memberships were changed for Vacation Club.
Importantly, these memberships are not an investment because they are not real estate; you are buying a service to enjoy leisure time with family and not to do business, and it is how it should be seen. In some countries, these types of memberships are for life (deeded) and can be inherited to the relatives of the owner of the membership.
In the sale of Timeshares or Vacation Clubs participate different persons like, LINER (the person showing the product and tries to convince the customer to buy), CLOSER (this person comes after the "liner" and as its name implies, comes to closing the deal); FRONT TO BACK (this makes the work of "liner" and "closer")
Timeshare presentation deals
Most people would not want to attend a timeshare presentations on their vacations. Resorts know this and give away incentives to tourists to attract them to their sales floors. some of the gifts they give away are:
Free breakfast
Tours around the city
Fishing trips
Flying certificate
3 Nights, 4 Days stays
Discounts during the stay if client is staying at the resort.
Timeshare presentation steps
Such memberships are sold to consumers following a "step by step" guide which we inform here:
a) GREETING, in this first step the seller meets the family or the people who will participate in the presentation of the product, here; the seller has a great smile and is introduced to all members of the family, without ignoring the young children, due that these will influence the decision of parents to buy his product. This step is usually done outside the showroom and does not last more than 3 minutes.
b) INTENT STATEMENT here will be so noted and explained that the presentation will last no more than 90 minutes or less, depending on customer interest, and this is where the seller makes guests to feel relaxed and not feel pressured to buy, this step takes 2 to 3 minutes
c) WARM UP at this time the guests and the host usually will be a breakfast that is provided to prospective clients; you talk about everything but the product that will be presented; the seller, by training, search customers something that "clicks" with them and so, gain their trust.
d) DISCOVERY while eating breakfast, the sales representative asks questions regarding their way of vacationing, due to his training this information is, in order, to "qualify" the customer and get an idea of the kind of package that you may be offered later, so there is always something for the buyer.
e) TOUR (PRODUCT PRESENTATION) once breakfast is finished, the seller must make the presentation of the product, this could be done by computer or in the traditional way, which would be on paper, sometimes used pens or colored markers due that our brain perceives these colors and it is easier to persuade the customer to buy, (part of their training), once explained the functioning of the holiday program, prospects are invited to stroll through the resort's facilities and learn about the different areas of the resort, then, the salesman takes his guests to see the rooms they will enjoy in the future. Once at the rooms, salespeople knows how to "put in the movie" the customers and have their emotions flow and want to keep the membership. After the tour through the rooms and resort salesman and gests go back to showroom
f) CLOSING when they return from touring the facility, the seller asks questions to customers with the sole intention of passing them to the "closer". Sometimes the "liner" shows the prices of the memberships, and most of the time, customers can not pay these prices so, time to request assistance from the "closer" which is about the intention to clarify the questions that were previously done by customers and, in turn, he makes what is called "Drop" is a "discount on price shown previously, this is where begins the work of "closer" who have been trained to refute all the objections that the customer can give and get the sale.
If you are not interested in purchasing a timeshare, do not attend a timeshare presentation! The free gifts are not worth wasting a day of your vacation, and putting your hard earned money at risk of being scammed by the timeshare salespeople. If you have already purchased a timeshare, contact us at Mexican Timeshare Solutions. We offer professional and efficient services to cancel your timeshare contract as soon as possible. At Mexican Timeshare Solutions, we will work hard on your behalf and with no upfront fees. Contact us today for a free consultation!
by: Alexander Walker
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