Knowing how to sell is a fundamental part of any business. Whether you are selling a product or a service to businesses or consumers, your bottom line depends on sales. Selling timeshares is a particularly challenging endeavor, as you really only have one chance to make your sale rather than building a relationship slowly over time.
The first step is preparing and rehearsing your timeshare sales pitch. Once you have prepared, present your pitch calmly and with confidence. After covering all the essential facts about your timeshare offerings, it is time to end the sales pitch. You have several options for how to end your sales pitch, and learning several can help you close the deal. It is easy to spot a fake, so find a way to sell that feels genuine to you and that suits your personality.
If you are feeling a lot of pressure to make sales or meet a quota, it may be tempting to de-emphasize some aspects of timeshares, such as any property maintenance fees or taxes that need to be paid. It is important for your prospects to have a complete understanding of what they are getting into, though, as leaving out or skimming over this information could have consequences down the road.
If your timeshare company belongs to a professional organization, such as the American Resort Development Association, there are specific ethical standards that members are required to maintain. These include providing written disclosures and letting prospects know about their right to rescission (their right to cancel their purchase within a specified time frame).
Realistically, many of your timeshare prospects may only be there for the discount vacation, and they may be expecting timeshare sales tricks. Being honest and upfront about the pros and cons of timeshares may be a pleasant change of pace for your prospects.
As you lead into closing the sale, take the time to recap your presentation, pointing out the positive points that seemed to appeal most to the prospects, such as a consistent vacation experience or beautiful grounds. Timeshare presentations can run a bit long, so a brief recap can help refocus your conversation.
Many timeshare programs have changed over the years. In the past, timeshare owners used to be tied to specific locations and dates. Many programs today are much more flexible, allowing owners to book at different times and at resorts across the country or even internationally.
Make sure your prospects know what sets you apart from other timeshare services and what makes your program different from timeshares of the past.
Asking good questions can help you know what might make timeshares more appealing to your prospects. These can (and should) be asked throughout your presentation rather than just saved until the end. Some questions to ask may include:
- What is your ideal vacation?
- What destinations are on your travel bucket list?
- How much do you typically spend on vacations each year?
- How much time does it typically take you to plan your vacations each year?
- In what hotels do you typically stay?
Questions like these can help you tailor your timeshare sales pitch to your prospects. For example, some individuals might enjoy planning every aspect of their vacations, but others might enjoy the prospect of just booking a place and showing up. If you have options that are on their travel bucket list, let them know.
Throughout your presentation, and as you draw your presentation to a close, you will probably hear objections from your prospects. Take the time to really listen to the objections and get to the bottom of them.
For many, buying a timeshare may feel like a big financial investment, and to be fair, it is a big investment. Rather than seeing it as an investment in a property, though, reframe it as an investment in themselves. It is easy to put off vacations if you do not have anything planned. A timeshare means that every year, your prospects can enjoy valuable family time together at properties they know will have a certain level of quality.
Do not deflect your prospects' objections. Take the time to understand and respond to them in a way that is genuine. If money continues to be an objection for your prospects, for example, help them look at financing options. Tailor a plan that fits their budget rather than trying to talk them into something that might stretch them too much financially.
Why should your prospects act now? There is a reason that stores have sales for a limited time — it creates a sense of urgency. That is something you need to create as well.
For example, let your prospects know about any timeshare promotions that you are offering. This could include a discounted price, free upgrades and amenities or tickets to popular attractions near their favorite vacation spot. Let them know that these are only available for a limited time (if that is the case) and encourage them to act sooner rather than later.
At some point, you need to ask your prospects whether they want to move forward and buy a timeshare. One of the simplest ways to do this is with a choice close: “Would you prefer a four-day stay, a five-day stay or a seven-day stay?” Rather than asking them a yes or no question, you are giving them options.
Another way to ask is by simply asking your prospects what they think: “In your opinion, would this solve your vacation challenges?” This gives you more information and lets you do a softer close. If they respond with objections, you can work to overcome those objections and close again.
You can also reassure prospects that they have time to review the contract, and they do have a rescission period during which they can change their minds.
Make sure you have a way to follow up with all of the prospects with whom you meet, whether they purchase a timeshare or not. If your prospects bought into your timeshare, take the time to thank them and ensure they have a good experience with your company. You may even want to ask them for referrals.
Some prospects may not be willing to move forward at the end of your presentation. With these prospects, find a way to stay in touch that feels genuine. For example, send out a newsletter with articles about vacation planning or hot vacation spots. Send them information that is helpful and provides value.
Every once in a while, of course, you will also want to ask them about the timeshare. If your prospects see that you are willing to invest in building a relationship, they might buy down the road. Building good relationships never hurts a business even if the potential customers do not buy right away or at all.