Selling timeshare units, which are often resort condominiums that allow many individuals to utilize the property for set periods, necessitates exceptional sales abilities as well as experience with vacation ownership property transactions. The industry is a challenging one, and only firms that employ stellar salespeople will succeed.
However, given the challenges vacation ownership salespeople face, finding, and retaining, these sales superstars is an almost constant challenge for many firms. Vacation ownership sales training for your current team will transform even you low performers into the sales superstars you need.
Pearl Lemon’s vacation ownership sales training program, while always customized to each client, focuses on overcoming and eliminating objections, identifying effective processes in the vacation ownership selling process, creating trust with new customers, presenting, closing the deal, and operating ethically are all things that salespeople focus on.
Vacation ownership sales training, which is offered as practical, customised seminars, trains a salesperson to sell more, sell quicker, and boost both their personal career and the bottom line of the firm they work for.
The timeshare concept first appeared in Europe in the 1960s, when a ski resort owner promoted his hotel by encouraging customers to buy rather than rent their rooms. Ownership permits buyers to swap one week in one area for another week in another.
There are more than 5,000 resorts in nearly 100 nations, according to the American Resort Development Association. Our vacation ownership sales training typically teaches a salesperson how to discuss and sell vacation ownership properties to individuals or families, as well as how to close a sale more successfully.
There are some undeniable possible downsides to vacation ownership. A time-share’s worth is more nebulous than the value of a home or condo, which is based on the selling prices of similar properties in the region.
The value of a vacation ownership stake is based on how much individuals are willing to pay a week or multiple weeks of property rental. When the popularity of a vacation ownership resort declines, so does the value of an individual’s investment.
The value of a timeshare often also decreases as more modern properties are built in the vicinity. The condition of the property and the amenities it provides, such as a swimming pool or a seaside or ski slope-side position, have an impact on its value. Because a vacation property of any kind is often considered an extravagance, timeshares may lose value during difficult economic times.
These are all things that most of today’s savvier consumers are usually more than well aware of. However, for many, the idea still appeals. A vacation every year is a goal for most people, and if their trip is reliably guaranteed, they will always be headed to a place they love and know that they’ll enjoy the excellent service that will make their trip special, despite the downsides, and their knowledge of them, consumers will still consider vacation ownership.
The challenges faced by vacation ownership salespeople are in convincing these people that the resort or property they represent will be able to offer them what they are looking for and meets their needs.
Modern consumers, especially younger Millennial and Generation Z buyers (who are the two groups with the highest spending power right now) do not like to be ‘sold to’. They like to feel that their needs have been considered and met. They are looking to discuss those needs and how vacation ownership could meet them with a sales consultant who understands them, rather than a ‘shady salesman’.
Successful vacation ownership sales training teaches sellers how to act as the consultants buyers are looking for, how to listen to their wants and needs, and then how to position their property as the option that will best suit them. It teaches sales confidence, the ability to turn all kinds of objections into sales, and how to seal a deal in a way that will leave buyers feeling confident that they have indeed made the right vacation ownership choice.
Our vacation ownership sales training classes are designed to help your salespeople superior problem-solving, communication, and networking abilities. It teaches them how to practice consultative selling, which is a far more effective way to sell than the hard selling that so many people find both annoying and untrustworthy.
Our courses often begin with evaluations to determine existing aptitude and then involve lectures, role play exercises, and other activities to promote learning how to sell timeshares.
The handouts address topics like effective listening, successful negotiating, time management, and real-life scenarios to assist students enhance sales and profitability.
Vacation ownership sales training prepares a salesperson to assist a client in selecting a vacation property that suits their needs. Learning to recognize the customer’s preferred vacation and travel experiences aids the salesperson in tailoring a trip to the client’s preferences.
The ability to highlight a resort’s facilities, housekeeping, and service improves a salesperson’s ability to complete transactions quickly, selling attractive apartments during peak seasons in the area.
Because marketing campaigns, particularly telemarketing efforts, may generate that negative reaction we have mentioned, owing to unfavorable press coverage the industry has received over the years, our vacation ownership sales training programs place a heavy focus on overcoming – and reframing objections.
Participants in our sales training programs use role-playing activities to learn to do so, along with live example selling under the watchful eye of their expert sales trainer. It takes talent and skill to learn how to agree with the objection, only to keep the conversation continuing. It’s an art that the best salespeople are well-versed in, and it’s one our vacation ownership sales training will have your salespeople master as well.
Contact us today and let’s discuss how Pearl Lemon Sales can build a bespoke vacation sales training program for you.