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Approaching A Potential Buyer

Each of us has had the feeling of being followed by a salesperson in a store or of the persistent sales or telemarketing representative that will not accept a negative answer. We avoid them as much as possible, don’t we? These are high-pressure sales pitches, and they do not usually work. In fact, the only time they do work is in the rare case where you are able to speak to the weaker party who will often buy something just to get you off the phone or away from their door.

Although the high-pressure approach may work when dealing with small ticket items, it is not likely to work when trying to sell a timeshare. This may be the result of any number of reasons including:

• The couple has only begun to consider buying a timeshare and is uncertain about it.
• The couple never intended to buy and just answered your advertisement for something to do.
• The couple has good credit but knows they will not qualify because of their debt ratio.
• The main breadwinner just began a new job or just got laid off.
• You have a couple who will not succumb to high-pressure sales pitches.

Whether your sales presentation included a weekend get away or just an afternoon meeting, you want to be certain not to come across to your potential buyers as “pushy.” The timeshare market is very competitive, and if you trying to sell your program to someone who is just “browsing,” you do not want to use a high-pressure tactic. Those who have only begun to look want o just look around before deciding where or if to buy, and if you attempt to sway them in any way, they will not buy from you even if they decide to buy a timeshare – they will go to your competitor who is less pushy.

To make the most of your marketing efforts, make your presentation, answer the questions that are asked, and back off. Anyone who is truly interested will let you know. Remember, some people you approach are only curious what they can get for their money, but you do not want to scare them away by attempting to force them to make a decision. Let them take their time, and you will receive the best results.