How Saying No Is Not An Option- Guiding Your Guests To Say Yes To Vacation Ownership Purchases
Posted on February 20, 2008
With vacation ownership or timeshare selling, when the customer says ” no” to your offer, you have a chance to find out why they feel the way they do and to help guide them back towards your desired response the your proposal to purchase “Yes.”
If you’ve been in sales, you’ve heard people say “no.” I find it fascinating to dig for the real reasons why most people feel so obligated to get that word ” no” out. It reminds me of the credit card commercials with actor David Spade, everything on the commercial leads to a “no.” What if you just tell the customer, I know that you know, that I know that you came in today to tell me ” no.” So, let’s just say the word together and get it out of our systems…” no.”‘
Now that we have said, “no,” that’s the last time I’m allowing that word to be said here today. So when I ask you to become my newest owner, ” no ,is not an option.” This should make them laugh-
Once laughing, you have eased some of the fear and you have more of a chance of moving forward with the guest.
Why do people say ” no?” Some of us just don’t know. You probably remember the time you walked on to a car lot and there were so many cars to choose from, or you entered a huge furniture store with an overwhelming selection. An eager salesperson approached you and you put up your defenses immediately. ” May I help you?” was probably asked. You instantly replied, ” no, I’m just looking.” Have you ever done that??
We all function more as creatures of habit on a daily basis instead of as unique, individual creators of creativity and curiousity. Just say no, keep people at a distance, hold on to your wallet and protect yourself from the real world. It is a habit to say, “I’m just looking.”
How long does it take before you’re ready to go from ” I’m just looking” to ” Excuse me, I have a question for you about your product or service here?” Depending on the greeting you received from the first salesperson who approached you, to the atmosphere of the business location, to your time available to consider the options, you might never be ready to approach a salesperson there or you might need a few minutes to decide if you’re ready to talk to someone about your needs and desires.
Why do most of us put up that immediate wall when we enter a sales location? Would you say that we out of habit operate more out of fear initially than out of love or trust. We’re afraid to lose, we’re afraid to make the wrong choice that could cost us money or time, or to be a choice that could lead to criticism by friends, family, or co-workers. You have to make the guest feel comfortable with you before they’ll tell you, “Yes.”
Lori Wilk, MBA, is a high-energy motivational speaker, author, and producer of television, radio, and live events. If you enjoyed this article go to http://www.loriwilkarticles.com
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C.2007. Lori Wilk. All rights reserved Worldwide. Reprint Rights: You may reprint this article as long as you leave all the links active, do not edit the article in any way, give author name credit and follow all the ezinearticle terms of service for publishers.
Tags: no, objections, ownership, persuasion, sales, selling, timeshare, travel, vacation ownership
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