You may have completed your timeshare sales training, but that just means your learning is about to begin.
It’s your first day on the job, and you are ready! You got up early, ironed your best clothes, and even drank your coffee before you put on that clean white shirt (just in case). You walk into the office, and there’s already a list of leads for you to call. Wow! You didn’t think you’d go from your timeshare sales training to making sales so quickly!
You feel a little nervous when you pick up the phone, and your hands are a bit sweaty. That’s normal, they told you. Everyone is nervous at first. You take a deep breath, inhaling and exhaling slowly, feeling the tension melt away. You dial.
When someone picks up on the other end, you read through your script. They ask you a few questions (fortunately, you prepared for this), and the next thing you know, you’re setting an appointment to show the timeshare. Sales training didn’t at all prepare you for how easy this would be.
Your supervisor smiles at you, and you start to make the next call. Amazingly, you connect again. You’re only halfway through the script when your prospect says they don’t need to hear any more; they’d like to look at the timeshares you have available. Just as you’re about to set a date, you wake up and realize your alarm is going off. It’s your first day in your new timeshare sales training program.
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The essential guide to mastering your timeshare sales training
We all know sales doesn’t work like that. Unless, maybe, you’re selling fresh-squeezed lemonade on a hot summer day. That might be one of the few instances where you don’t have to do much other than show up to make some cash. But when it comes to selling a timeshare, sales training programs can only do so much to prepare you for that moment when it’s just you and a prospect. At some point, you have to take that first step on your own.
Before you take that step, however, take a breath. Then take yourself out of the picture. Sure, we all want to get that big commission check or that #1 Salesperson award, but that’s not what drives the most successful salespeople. In fact, if you look across industries, many of the best salespeople approach their job with a service mindset, rather than a sales mindset.
When you stop selling and start helping, you’re in a much better position to build rapport with a client. You can help them find the right fit in a timeshare, and ultimately, help them improve their life. And if you don’t think a week’s vacation somewhere can do that, take a look at the research.
There are plenty of studies pointing to the importance of taking a vacation. One of the most famous studies followed 5,209 participants for more than 60 years and found that skipping vacations can lead to a 30% higher incidence of heart attacks. So if you get stuck in a conversation about a timeshare, try offering your prospect a 30% reduction in the chance of a heart attack! (No, we aren’t medical professionals, and yes, we are kidding, but it’s an interesting and potentially helpful bit of trivia, yes?)
It’s also important to schedule time for making sales calls. Your timeshare sales training may have gone over general scheduling, and making the most efficient use of your day, but do you block out time for calls?
When you approach prospecting as something you’ll do between other “important” tasks, you are setting yourself up to fail. There’s always something else to do, and often that something isn’t even sales related. It’s far too easy to get distracted. When you set aside two hours each day or three mornings each week, you’re dedicating that time to calling prospects and filling your sales funnel. You won’t look back at the week, wondering what happened and why your numbers are so low. You’ll have a record of calls, a list of people to call again, a series of appointments in your book, and the incentive to do it again next week.
Remember, too, that attitude is everything. How you approach your sales calls and the way your prospects feel when they talk to you make all the difference in the world. You are, in some sense, selling a vacation, so you have room to be buoyant and excited. Smile when you talk. Stand up or sit up straight. You might not think that could make a difference on a phone call, but it does. While you’re at it, dress the part, too. Your confidence, or lack thereof, gets transmitted through your voice. Do everything you can to improve your chances of winning a sale. It certainly doesn’t hurt.
Similarly, don’t let attitude get in your way. You do want to have a positive, confident demeanor, but be humble, too. Prospects may ask you questions you don’t know the answers to. They may expect more than you are authorized to offer. Don’t be afraid to ask for help. Bring a supervisor into the call (which is as easy as clicking a button with Call Logic) and let them guide you through to a solution.
Most of all, remember that your timeshare sales training isn’t over just because you’ve made it through some course or program. The best salespeople are continually learning and educating themselves. Whether it’s through podcasts, reading books or industry newsletters, or attending conferences, education is the key to improving your career.
Find a salesperson you admire and ask if they would be willing to mentor you. Listen back to your calls to find areas you can improve.
Don’t forget that success takes time, and it’s an ongoing process. The best timeshare salespeople are always looking for ways to get better at what they do.
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