| The statement of intent is an excellent sales tool | | | | competition, then I'm going to show you around |
| for establishing a number of things right at the | | | | the resort and you will see why we now have so |
| beginning of your sales presentation. Firstly and | | | | many members in my holiday club and you'll |
| most importantly it is used to calm your clients | | | | realise the benefits that my members get from |
| down and make them feel more comfortable | | | | being part of such a large and well established |
| about being on a Timeshare or Holiday Club | | | | holiday company, at the end of my presentation |
| presentation. | | | | you will be given the option of either saying no |
| Once you have collected your clients from the | | | | thanks, in which case I will make sure you get |
| reception, have them seated correctly in the | | | | any gifts you have been promised and a taxi |
| warm up area and ordered their drinks, you | | | | back to your hotel, or you can choose to join the |
| should give them what is known in the Timeshare | | | | other thousands of families who said yes and are |
| Industry as "The Statement of Intent". Or | | | | now enjoying the many benefits of being part of |
| "Breaking of the pact" | | | | my club and I will make sure my manager is |
| Your clients are probably very nervous, either | | | | available to sort out the best possible deal at the |
| because of a past personal experience on a | | | | best possible price, either way the choice will be |
| Timeshare presentation, or because of all the bad | | | | yours." "All I ask is that you allow me to do a full |
| press and warnings they have read or heard | | | | presentation and answer all your questions before |
| about what happens when you attend a | | | | you make your choice." "Is that fair enough?" |
| Timeshare sales presentation. | | | | Now get all parties to agree and shake all their |
| The easiest way to alleviate their fears is let | | | | hands. At this point you must confirm that they |
| them know exactly what is going to happen | | | | are ok for time, that they're not rushing of to |
| during their presentation. People only fear the | | | | meet any one in half an hour and they haven't |
| unknown. So if you let them know what to | | | | left Grandma alone on the beach in full sunshine. |
| expect and in what order. They will normally calm | | | | Apart from relaxing your clients and making them |
| down immediately. | | | | more open minded, you will have also got rid of |
| A good statement of intent should go something | | | | the time problem. If they start pushing you to |
| like this: | | | | speed things up you can just remind them that |
| "Ok John and Mary, while we're waiting for our | | | | they agreed to allow you to do a full presentation |
| drinks to arrive let me tell you exactly what's | | | | and you shook hands on it. |
| going to happen while you're with me here today". | | | | Your clients will have agreed to give you at least |
| "Firstly I'm going to ask you to help me with a | | | | ninety minutes. It's up to you to turn that ninety |
| brief holiday survey about where you've been in | | | | minutes into a three hour presentation that ends |
| the past, where you would like to go in the | | | | in a deal! |
| future, and what you've liked or disliked about | | | | They won't even notice the time if you, entertain |
| some of the holidays you've taken in the past. It's | | | | them, win them over, and close them using the |
| a very important part of my job as the | | | | "Simple Selling Skills" you'll be learning when you |
| information people like you give us, help my | | | | keep dropping by my site on a weekly basis. |
| company to keep up to date with the ever | | | | See you next week. |
| changing holiday trends and stay ahead of the | | | | |