How To Be Successful Selling Timeshare And Vacation Owner
Timeshare and vacation ownership. what are they about? What is it like to have a career in this industry? What does it take to make a six-figure income and to stay employed in the industry?
I am not writing these articles with the intention of hiring anyone since I’m not a sales recruiter. I do have an MBA in real estate development and management and my pet peeve in business is employee turnover. I just don’t like it. Turnover in the vacation ownership/ timeshare industry is horrible.
My MBA side of my brain tells me that turnover is expensive and not exciting or positive for anyone involved. You’ve also probably heard that dissatisfied customers or employees can do more damage to the business in the long run than the happy customers and employees can do to improve your bottom line.
If something frustrates you or gets you mad, the best thing you can do, instead of anger management or psychotherapy, is to take action. So here I am.
Most salespeople hired to sell vacation ownership or timeshare need a real estate or timeshare sales license. If you have the time and the money, the more comprehensive full real estate license will allow you more career options and I highly recommend more education in any field if you want to be successful and stay in the industry.
What happens when a person gets a job selling timeshare or vacation ownership. At this time in the industry, potential guests or prospects are marketed and invited to a sales presentation. The majority of these guest invitations include an incentive or gift for the participant’s time. People love gifts, and incentives, and a good deal. We’re greedy, bargain hunters. The industry knows this and depends on us to fill the sales centers for presentations.
As a salesperson, the presentations you will make will often range from 90 minutes to 3 hours, depending on the company you work for. With timeshare or vacation ownership sales the unique factor is that the guest or participant you will try to sell has come to see your resort and product with intentions of getting a gift, getting out fast, and most have no intention of buying anything.
Selling people who have not come to buy anything and often who have an agreement not to buy no matter what you have, no matter how good it sounds, and no matter how affordable. This is such a different form of selling than working in a retail store where people have come in specifically to buy something and with intentions of taking it home with them.
The employee turnover in the timeshare and vacation ownership sales industry is huge. It’s horrible. Employers spend an amazing amount of money to find salespeople and salespeople get in the business and are shocked by the rejection and how hard it can be to sell people their vacations and they run away. A successful timeshare salesperson must be perceived by the guest as authentic and sincere. Companies should have more comprehensive sales training to help build the employees skills so they will be able to stay on the job.
I attended a financial seminar and they discussed the “Asset Value of Employees .” My question is, ” If employees are your greatest asset, how much money and value are you adding to the bottom line of your competitors when they leave you and go to work for your competitors?” If the companies finally calculate these numbers they will have to pay more attention to keeping their employees and not letting them fail and leave.