Vacation Ownership Sales Training

( 5 )

Overview

In a must-have guide, author Rita Bruegger shows effective steps to developing, selling and closing a Vacation Ownership sales presentation. Top resort sales trainer Rita Bruegger offers proven closing techniques, concrete direction to structure a new sales presentation, or improve your existing sales presentation, in an easy to read direct format. Follow this program and never hear "I have to think about it" again!

Vacation Ownership Sales Training—The One-on-One Successful ...

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Overview

In a must-have guide, author Rita Bruegger shows effective steps to developing, selling and closing a Vacation Ownership sales presentation. Top resort sales trainer Rita Bruegger offers proven closing techniques, concrete direction to structure a new sales presentation, or improve your existing sales presentation, in an easy to read direct format. Follow this program and never hear "I have to think about it" again!

Vacation Ownership Sales Training—The One-on-One Successful Training Guide for the First Year of Timeshare Sales is the most useful and complete Vacation Ownership sales training guide today. Designed as a comprehensive motivational book, these proven sales formulas can be used for selling Fractionals, Memberships, Quartershares, Clubs, Campsites, Vacation Homes and Timeshares. Whether you are selling fixed time, floating time, leased, deeded, every year, every other year, or right-to-use products, this book has placed a special emphasis on:

* example sales presentation verbiage

* trial closes

* overcoming common industry objections

* how objections are really negotiations

* urgency methods

* take-away techniques

* monitoring body language

* the power of third party stories

* selling to the personality styles

* 6 characteristics of what it takes to be the best

* working down the numbers

* handling follow-up and referrals

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Product Details

  • ISBN-13: 9780595195435
  • Publisher: iUniverse, Incorporated
  • Publication date: 8/1/2001
  • Pages: 340
  • Sales rank: 225,090
  • Product dimensions: 0.76 (w) x 9.00 (h) x 6.00 (d)

Table of Contents

Preface ix
Introduction xiii
Chapter 1 What it Takes to be the Best 1
Attitude 3
Self-Discipline 5
Perseverance 7
Listening Skills 13
Consistency 20
Passion 25
Chapter 2 Personality Styles 29
Control YouAndMe Motivation 35
Correct Lee Motivation 41
Support Thee Motivation 48
Look AtMe Motivation 54
Chapter 3 Greeting/Warm up 59
Chapter 4 Plan for the Day 66
Chapter 5 Breaking the Pact 73
Chapter 6 Credibility Statement 76
Chapter 7 Intent Statement 81
Chapter 8 Discovery/Survey 90
Chapter 9 Movie 118
Chapter 10 Wall Tour 120
Chapter 11 Rent vs. Own 128
Chapter 12 Exchange Program 144
Descriptive Words 159
Chapter 13 Property Presentation 161
Urgency Methods 161
Take-Away Techniques 176
Chapter 14 Maintenance Fee 187
Chapter 15 Villa Presentation 198
Chapter 16 Asking for the Money 207
Chapter 17 Setting up the Manager/T.O. 219
Chapter 18 Paperwork And Follow-up 227
Chapter 19 Objections 236
Chapter 20 Closes 285
Chapter 21 Words to Avoid 310
About the Author 313
Notes 315
Glossary 317
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Customer Reviews

Average Rating 4.5
( 5 )
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Sort by: Showing all of 5 Customer Reviews
  • Anonymous

    Posted January 30, 2004

    A must for all Timeshare reps

    Just a great sales tool. You can teach an old dog some new tricks as well as remind him of some old ones.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted June 17, 2003

    Understanding the concept

    Now, I understand the concept of selling vacation ownership and how to tie it all together so it makes sense. Before reading Rita's book, no one could show me how. It was like the blind leading the blind. My thanks to Rita for showing me how to become a great salesperson in the vacation ownership industry.

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  • Anonymous

    Posted October 20, 2001

    Outstanding Text

    Very helpful book. A wealth of knowledge.

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  • Anonymous

    Posted October 10, 2001

    GREAT INFORMATION

    I found this book helped me to improve my sales numbers by showing me how to insert 'urgency' throughout my presentation. I dont think I really understood what 'urgency' meant until I read this book.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted June 10, 2009

    No text was provided for this review.

Sort by: Showing all of 5 Customer Reviews

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