The satisfaction of any new owner falls heavily on the presentation that was given to them by the resorts’ Sales Representatives. Sales reps are the people who represent your resort, and our industry as a whole.
Here are five common points that many sales reps make in their presentation and why these ideas cause our industry problems.
1- Deeded Property – One of the biggest benefits of a deeded timeshare, is the deed itself. The problem is that often the sales presentation leads the client to believe that the timeshare deed will increase in value through time and that just like with a home, it can be sold or rented.
2- Exchange Company – Another benefit to any owner, and sales presentation is the usage of the Exchange Company. Many Sales Reps rely so heavily on the exchange presentation that they over promise the ability of the exchange company to deliver results.
3- Rentals – The lure of purchasing for rental income is too easy for the sales rep to offer in order to increase their sales. The sales person stops focusing on the right reasons to purchase the product, and turns the sales presentation into an investment conversation.
4- Product versus Family – Too many sales reps focus their presentation on the product instead of what the product PROVIDES to the client. Instead of selling a timeshare, the sales rep should return to focusing on selling family vacations, memories and times spent with the most important people in the clients lives!
5- Maintenance Fees and Assessments – Many sales people do not have the true conviction or grasp of the purpose of timeshare, so it is hard for them to explain in a positive and truthful manner about Maintenance Fees and Assessments. Instead of making excuses for these fees or denying that they will rise with inflation through time, they should be better explaining the usage of these fees and showing how it is the only way for a resort to maintain and provide years to come of wonderful family vacations
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