Hello Timeshare Selling Rock Stars!
Master sales reps and closers in the timeshare sales industry or any industry for that matter know and understand the power of silence. When it gets awkward, they let it. When it gets uncomfortable, they let them stir.
You see, as long as you are in rapport, there is so much power in allowing your tour/prospective client to stir in silence.
Creating discomfort is what allows for opportunity. When everything is perfect, there is no pain and no reason to change. And you will not be able to get them to acknowledge or even see/feel their pain without creating an opportunity for them to access it.
Sales Questions You Can Ask Your Tour to Encourage Silence…
Ask questions like, “How long have you had that problem?” Even if they didn’t say it was a problem…
Your tour: “He works all the time so we don’t travel that much.”
You: “Really, tell me more about that…”
“How long have you had that problem?”
“Do you feel that perhaps the fact that John works so much and the two of you aren’t able to get away, is putting a strain on your relationship?” (Only if you’re in rapport)
If she answers yes… You ask “How specifically?”
If she says, “no” you’re either not in rapport and she’s lying or doesn’t want to make him uncomfortable. If you ARE in rapport with her, she will tell you even if it’s uncomfortable.
Ask, “Why not?” (PAUSE and let her answer…)
“Do you believe that having more quality time together away from the drama of work and home, will allow the two of you to strengthen your relationship (or marriage)?”
NOTE: The EXACT same approach can work for a comment such as, “We don’t have time to travel. We are too busy.”
“Really, tell me more about that…”
“How long have you had that problem?” etc.
**You see, what this is doing is allowing for moments of getting them present and allowing for introspection. They are being forced to go deep and discover what is really going on. Do they like what that looks and feels like or does it not bother them at all? If they don’t, you sit and wait. They may squirm lol. If you absolutely need to, ask the question again. But assume that they heard you…Because the truth is, they most likely did and are hoping you won’t make them answer! 😛
You called it a “problem” after all. Is it a problem for them or not?
Determining that takes them pausing and having to go inside for the answer.
Do not interrupt if it feels awkward. Welcome the awkwardness because they have to acknowledge something isn’t right to create change that will be what leads to a sale.
There are other follow up questions you can ask as well and an actual process to dig deep…we go through this in both my in-house and front-line sales courses…
“5 Steps to Becoming a Peak-Performer & Rock Star Closer” in
Week 2: “Creating the Roadmap to the Sale…”
This is just one example of how you can ask really pointed questions once you are in rapport to create impactful moments of silence that allow for introspection and really examining the existence of a problem. I hope you found great value in that. If so and you want more posts like this, please like, comment below and share here and in the group!
To Your Unstoppable Success!
P.S. I have a few more openings for SERIOUS individuals ready to step up their game and 10X their results RIGHT NOW! This is only for sales reps who understand the power of investing in themselves (most do not #truth) and believe they are capable of creating immediate results.
The question is to ask yourself right now is, what is not taking action costing you every single month you wait??? What are you not making because, “I don’t have the money…”
What if “never having money” never had to be your reality any longer? How would that make you feel?
Do YOU have the ability to change your current situation or do you think waiting until you “start selling” or “once tours pick up” is when the time is right? There will always be an excuse for those who are not committed and those who aren’t ready for success.
Peak-Performers take swift action and ACT quickly no matter what!
It’s a proven fact…Successful people don’t sit around and wait for timing to feel right. If you expect your tours to take immediate action and INVEST in THEMSELVES then you MUST DO THAT TO… It’s the law of reciprocity. What you project, you get back.
The GOOD NEWS…We are in a new year #2017 and time to create massive results for those who want them and are READY to create them right now…
What if having the RIGHT sales coach and the right mentor along with making a commitment was what it took for you to change your reality right now?
It happened for 3 of my VIP’s recently…
- Luis went from being at the bottom of the board around 120 reps at his location and nearly fired to #1 at his huge sales site in December 2016!
2. Another VIP of mine, who’s name should remain anonymous (you can’t let out your secret sauce :-P), who just sent me this amazing 2 page email that had me in tears the other night because of how much she has grown and what she just achieved…and what I know is possible for you when you have the right coach and you JUST BELIEVE!
3. Or another awesome Rock Star VIP of mine named Crystal who is blowing it out of the water and WILL be #1 in her site this year…
DISCLAIMER: By no way are these results guaranteed, I just only choose to work with people who are committed and READY for change now and those who are coachable and determined to succeed. Not those looking for excuses to not.
I have a few spots left in my upcoming course, so if you want to chat…complete the 1 minute survey here…
If one call could change your life, would it be worth it to make it?
Or hit me up on Facebook…
To Your Unstoppable Success in 2017!