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Helping Your Buyer Make A Selection

Depending what you or your company has to offer, you may need to help your buyer accept a plan or unit that is right for his circumstances. The process of doing this involves finding out what he expects to receive for his money, who will be vacationing with him, what kind of amenities he wants in a timeshare, and whether there will be children and the ages. You do, after all, want to cater to your buyer’s needs because in the competitive timeshare market, failure to do that will send your buyer to a competitor who is willing to provide what your interested buyer wants or needs.

When helping your buyer select a timeshare, do not attempt to mislead him. If he wants something you cannot provide, tell him the truth and let him decide how important that is. If he likes the rest of the amenities, he may overlook something you cannot provide, especially if it is minor. In some cases, you may even be able to accommodate. For instance, if he wants a refrigerator with an icemaker, and your units don’t have icemakers, perhaps on his weeks there, you can provide an icemaker for his unit, or if he will always be staying in the same timeshare as some people do, you may want to change the refrigerator to one that has an icemaker to make the sale.

On the other hand, if your buyer has four children and a wife, and his brother, wife, and their two children always go on vacation with you, and you do not have more than three bedroom units that will not comfortably accommodate ten people, be honest with him, even if it means recommending a timeshare that can meet his needs. He will respect you for it and recommend you to someone who is looking for what you can offer.

The most important thing you can do for the interested buyer is help him and his family find the timeshare that will make them happy and give them pleasure on their vacations. Do not try to talk them into something you have just to make the sale unless your buyer is willing to compromise. Offer him something else, and let him decide if he is willing to accept that instead of what he had already decided.