The best timeshare sales pitch can work magic, but there’s a lot more to it than a fancy phrase or the perfect line. Here’s what happens behind the scenes.
Look for a timeshare today, and you can find any number of companies selling them. Big names like Marriot and Hilton inhabit the timeshare space with smaller, location-specific companies like Breckenridge Grand Vacations. But if you go back to the early 1980s, when timeshares were beginning to take off in the U.S., there weren’t many options to choose from. The best timeshare sales pitch was arguably based on the idea that it was cheaper to buy into a timeshare than pay for a vacation rental every year.
That might have worked just fine if you were selling to people who wanted to golf at Hilton Head every summer or vacation in Hawaii each winter. It’s not a bad line, even today. Economics is certainly enough to sway people – especially when you add in the fact that vacation rental prices will continue to go up.
Is that the best timeshare sales pitch you have up your sleeve, though? If it is, you’re missing out on some good stuff. There’s so much more available to you. Sure, vanilla ice cream is good, but don’t you want to try that double chocolate or the maple deluxe?
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The best timeshare sales pitch strategies aren’t what your prospects are expecting
Okay. Let’s deal with the elephant in the room, shall we? Timeshare sales don’t have a great reputation. Most people expect a high-pressure hard sell that’s fairly aggressive. Indeed, the early days of timeshare sales were precisely that. Things have changed. The most successful salespeople today realize that the best way to close a deal is to build a relationship, even if it’s a temporary one. That’s important to point out, and one of the best timeshare sales pitch strategies to begin with.
1. Acknowledge the past, focus on the future
There’s nothing wrong with telling prospects that you know timeshare sales have a reputation for lots of pressure. It’s not some secret that you’re giving away. Follow up by letting them know that you don’t do business that way. Your goal is to help them live a better, more fulfilling life. In this case, it’s through sharing vacation opportunities with them.
2. Use facts to your advantage
There are a wide variety of studies highlighting the benefits of vacation. From stress reduction to lowering your risk for heart disease to increasing productivity, you can find all the statistics you want on the benefits of vacation. Use these facts in your sales pitch to help your prospects realize this is an investment in their health.
3. Highlight the points system
One thing a lot of prospects fear is getting locked into going to the same location at the same time year after year. If you are selling timeshares that use a point system, be sure to showcase the many available destinations. Point out the flexibility of using points at different times of the year. Can they roll over points if they don’t use them in one year? Be sure to play up the idea that they can save up points and take a bigger vacation one year.
4. Showcase the predictable nature of the timeshare
On the opposite end of that previous group, some people cherish going to “their place” every year. They like eating at their favorite restaurant, taking in the sights, and even running into old friends that they see each year. This group could love the idea of having that reliability in their lives. They know that, without fail, they can count on spending a week in their most desired destination every year.
5. Don’t forget to connect
It’s okay to tell stories and be authentic. Today’s buyers expect that. Share your own travel experiences and your bucket list. Being yourself could be one of the best timeshare sales pitch strategies simply because it’s so unexpected, and it lowers your prospect’s anxiety.
6. Separate yourself from the competition
According to PRNewswire, there are close to 1,600 timeshare resorts in the U.S. with over 204,000 units. That’s some serious competition! But not all timeshares are the same, and as a timeshare salesperson, you have to make the most of those differences. For instance, Breckenridge Grand Vacations partners with dozens of area businesses to offer discounts on everything from snowboard rentals to wines to doggy daycare to restaurants. You can get reduced rates on bike tours, ziplining, golfing, history tours, kayak tours, train rides, and snowmobile rentals.
Marriot Bonvoy, on the other hand, offers worldwide locations and the ability to earn points through car rentals, flights, and credit card purchases. As you can imagine, these options likely appeal to very different audiences.
7. Follow up
While the big push in timeshare sales is for an immediate close, we all know that won’t happen every time. You can, however, ask permission to follow up with your prospects. Put them on your email and call list so you can share updates with them such as price changes, a future price increase (so they can get in before the price goes up), new locations, additional benefits, and so on.
The point here is to keep the relationship going. It doesn’t hurt you to have them on your email newsletter list. And if you’ve followed the other strategies, especially being authentic and connecting with them, they might be open to offering referrals.
While the actual best timeshare sales pitch will be a little different for each situation, making some of these ideas your own can give you a leg up on the competition. More importantly, they can help you focus on your customers, which is the real key to increasing sales in almost any line of business.
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