Las Vegas
Sales Lessons
You Can Use
[[First Name]], I was in Las Vegas
last week and must share a great sales lesson. Since
I don't gamble, we went there for the food and
entertainment. It was a great getaway and a
wonderful break from sales automation. [[First
Name]], you should see what's
new
at Selling Magic as a result of this trip.
Part of the reason for going to Las Vegas was to
visit
Hilton Grand Vacations and take in their
timeshare offering. Believe it or not, I like going
to these things to learn something about timeshares
and what is new. We bought our first timeshare about 18 years ago and now have 4 timeshare
weeks.
Lesson Number One: Have Multiple Offers
We got to know the Hilton agent, John, and learned
about him, what he did and he took an interest in
us. He asked some great questions about how we like
to vacation and travel. The first lesson I was
learning was the importance of developing rapport
and asking good questions. After learning enough
about us, he made a pitch for his property and what
the offer was. It was a good offer but not one that
we wanted to exercise at the time.
I would learn later, the importance of having
several purchase options and levels to increase
sales. I would also learn the
importance of multiple contacts and how a prospect
will lower their defenses each time they feel they
have overcome an objection or reason for purchasing
now. Here is how it worked out, I think you will
like this Las Vegas story.
OFFER NUMBER TWO
We didn't take the first
offer to purchase another week and it seemed like
the defensive stand we took was holding firm. The
salesperson told us that generally speaking, most
people go to these timeshare sessions with a pack
that they won't buy under any conditions. We thought
this was funny because, although we didn't make a
pact before this meeting, we have made them before
at similar situations like buying a car or
furniture.
The salesperson left and came back with another offer that was about
3/4's of what the first offer was and it was
different because it was for different seasons and
less than we wanted. This didn't appeal to us
either. they left us alone for a few minutes and
returned. I loved this strategy because - we thought
it was over again. So, our defenses went down again.
OFFER NUMBER THREE
They returned with a third option that now changed
the scenario to an every-other year program and
reduced the investment further. WOW, I probably
shouldn't have been surprised but I was. This offer
was tempting and we talked about it. I have to tell
you that we really liked the program that Hilton was
laying out for us. It was different from the other
timeshares we have and we liked the program.
Unfortunately, we decided that it wasn't a good time
for us right now and we declined.
Well, they accepted our decision and they told us
that another guy was coming to ask us a few
questions and we would we done. I guess you could
say that the defenses went down. Way down because we
had defended our wallet successfully for the third
time.
OFFER NUMBER FOUR
The next guy came to us and asked us some questions
about the program and we shared our positive
impressions with him. This was not the wisest thing
for us to do. He then pointed out a final
opportunity for us to engage in the Hilton Grand
Vacation Program. It was not really a program that
required us to purchase the entire program, just to
hold the pricing and give us a few months. Very,
very tempting and I'm sure a lot of people can't
resist the offer.
Multiple Contacts is the KEY!
All in all, there were 4 opportunities that they
offered us.
This made me think about what I offer in my company.
Perhaps you are thinking the same thing at
[[Company]]. I am now reviewing my product
offering and changing it to contain at least three
levels of support and programs for my customers.
This way, if someone does not want to go with the
first program, they can drop down a level and still
become a customer. One of the other lessons I
learned from this experience was how they left us
alone a few times to talk alone and then return.
This had the same impact of making several visits.
The value of making several visits is a good thing
for the salesperson. Multiple contacts works and we
should use email, telephone, personal contacts and
letters to make multiple contacts for the same
impact.
Close When the Defenses are Down!
leaving prospects alone, even if only for a few
minutes allows their defensive purchasing shield to
come down. If they think you have given up your
closing tactics, you have a better chance of closing
them. Your prospects might try to put the shield up
each time but each time it isn't as high. Even if
your prospects made a pact they wouldn't buy
anything before the meeting, it will be hard for
someone to keep the defense up. Each time the
salesperson returns, the prospects has a weakened
defense.
Last
Lesson - Give something away!
One of the best things about timeshares is their use
liberal giveaways. We were there for the FREE
weekend they offered us and we added a few days at a
great price. So, we felt obligated to listen to
them. They fed us some nice snacks and the power of
reciprocation is very strong. This is another reason
businesses should be investing in give aways for
their prospects. I remember when Banks used to give
away toasters for the same reason.
By the
way [[First Name]], we want you to know that
we guarantee our Sales Automation Program now with a
110%, Money Back Guarantee. This should eliminate
any issues regarding our results.
If you want to hear some
testimonials, click on the image to hear what
our customers are saying.
Good Selling,
Steve Martinez
President, Selling Magic,
LLC
PS: [[first Name]], we are launching a
"new" pricing menu for our sales
acceleration programs. This will include multiple
levels and different options like the Hilton
timeshare folks. Who says you can't learn something
in Las Vegas. Contact us for more details.
