| You've warmed your clients up, they're relaxed | | | | can show them later that by owning Timeshare it |
| and comfortable, its time to get into some serious | | | | would solve all their holiday problems. You need to |
| fact finding. | | | | find out why they chose their Hotel. Did they |
| The harder you work at this part of your | | | | choose it, or was it recommended by a friend? |
| presentation, the easier your sale will be. How can | | | | Are they happy with it? If they could change |
| you possibly expect to sell anybody anything if | | | | anything what would it be? |
| you don't know what it is they want or need? | | | | What you are trying to achieve at this stage is to |
| Think back to the last major purchase you made. | | | | slowly and gently make your client aware of the |
| I'm not talking about small things you would buy | | | | down falls and shortcomings that exist with the |
| without much thought. I'm talking about something | | | | way they holiday at present, so that later on you |
| that really took some thinking over before you | | | | can build them up on the guarantees and quality |
| bought it. When you did finally decide to buy it I | | | | that Timeshare resorts would provide them. |
| guarantee your buying decision will have been | | | | Remember nobody changes their car unless it |
| based on one of two factors or a mixture of | | | | ceases to do what it used to do or you can show |
| them both. You either needed it, or you really | | | | them that owning the latest model is cheaper in |
| wanted it! | | | | the long run and if it comes with all the added |
| There are only two reasons why anybody buys | | | | comforts and latest gadgets for the same |
| anything. They either need it so it's a purchase | | | | amount of money that they're already spending |
| out of necessity like a car to get to work in. Or | | | | each year, they'd be fools not to change. Wouldn't |
| they really want it so it's a purchase out of desire. | | | | they? |
| The mixture of both factors comes into play | | | | The best kind of fact finding is the kind that |
| when for example: you need a car to get to | | | | slowly makes the client aware that he has a |
| work and although any car will do as long as it | | | | problem, and then gets the client to ask you for |
| works, you particularly want a certain make and | | | | the solution. |
| model so your willing to pay a little bit more to | | | | The other major benefit of good fact finding is to |
| get that make and model. That's the desire part | | | | personalise your Timeshare presentation to each |
| kicking in. | | | | individual client thus enabling you to streamline |
| Remember, nobody needs or wants Timeshare! | | | | your presentation to only show the facilities of |
| This is where the more time spent during the | | | | your resort that are relevant to that particular |
| fact finding or discovery period of a Timeshare | | | | person or couple. That way you won't be wasting |
| presentation will pay dividends at the back end | | | | your time or boring your clients with irrelevant |
| when you go for the final close. | | | | information and you'll get to the final close much |
| Your fact finding should be based around finding a | | | | quicker. |
| problem with their existing holiday system so you | | | | |