| It is sometimes difficult to
separate the interested buyer from those who are just gathering
information or even those who did not have anything else to do with
their day and were “curious.” The seasoned salesperson has learned by
experience which person is likely to be seriously looking. One of the
key elements in becoming a good salesperson is learning to be able to do
that so that you do not appear to be pressuring anyone so that they
leave thinking you are the pushiest salesperson they have ever met.
The interested buyer is most likely one who appeared interested
throughout your presentation. He may have questioned things you said
during the presentation and has recorded notes for later referral. This
potential buyer will probably approach you after the presentation with
many questions about the property, and appears interested in all of the
amenities. He may even question you about policies on reservations for
your weeks and if there are other locations available that he can use.
The interested buyer has already completed his homework and knows what
to expect from a timeshare in general terms; he just needs information
about what you or your company can offer than may differ from others he
has seen. It may not take much to make the sale, but you want to treat
the buyer with care. He may be looking at our timeshare program because
he is not happy with the one he has, so you want to have your eyes and
ears open so that you can sense his wants and needs.
When you have an interested buyer, it will not be necessary to call him
after the presentation. Certainly, it is acceptable to make one
telephone call to your attendees to see if they received all of the
information they needed, but do not continue to call unless you are
asked to do so. If the couple is interested, they will contact you to
receive more information and arrange to buy the timeshare. Remember,
there are others within your network of potential buyers, but if you
spend too much time on those who may not be interested, you neglect
those who are. Your plan of action should be as follows:
• Extend the invitation
• Accept the reservation
• Make your presentation
• Acknowledge and meet briefly with attendees
• Make one follow up call
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