Creating Urgency
It is of utmost importance to try to gather as much information about your clients before you meet them for the first time. If you have some idea of the type of person you’re going to be dealing with it will help you pre-plan your presentation and final closing strategy.
This is fairly easy if you’re dealing with a business, you can just do some research on the internet about company background etc. If you do house calls then you can check out the neighbourhood, type of house, what car is parked outside, how neat the garden is etc. All these things will give you some idea of your client’s character and how to deal with them. But what if you’re a Timeshare rep on the cold line? You never know who’s going to be sat in front of you until they arrive in reception and your names called Right? WRONG!
Let’s look a bit deeper into the type of person who attends a timeshare presentation. The way they’re brought into the resort can tell you a lot about what type of person they are long before you meet them.
Here’s an example:
Imagine for one moment your on holiday with your wife / husband its Sunday morning the first day of your holiday you’ve missed breakfast because you arrived late last night and overslept so you’re just stepping out of your hotel to find a little bar serving English breakfast when suddenly out of nowhere a young lad or girl appears and once they’ve established your on holiday and recommended a good bar down the road they suddenly produce this handful of scratch cards from which you pull the star prize! Now to claim this prize you have to get straight into their car or taxi and go to the resort immediately as there’s only one star prize issued everyday and you wouldn’t want some one else to get it would you?
Now bearing in mind you’re in a foreign country where you don’t speak the language and you haven’t found your way around yet because you’ve just arrived. Would you get in the car of a complete stranger on the spur of...