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How to Spot An Interested
Buyer
t is sometimes difficult to separate the interested buyer from
those who are just gathering information or even those who did
not have anything else to do with their day and were “curious.”
The seasoned salesperson has learned by experience which person
is likely to be seriously looking. One of the key elements in
becoming a good salesperson is learning to be able to do that
so that you do not appear to be pressuring anyone so that they
leave thinking you are the pushiest salesperson they have ever
met.
The interested buyer is most likely one who appeared interested
throughout your presentation. He may have questioned things you
said during the presentation and has recorded notes for later
referral. This potential buyer will probably approach you after
the presentation with many questions about the property, and
appears interested in all of the amenities. He may even
question you about policies on reservations for your weeks and
if there are other locations available that he can use.
The interested buyer has already completed his homework and
knows what to expect from a timeshare in general terms; he just
needs information about what you or your company can offer than
may differ from others he has seen. It may not take much to
make the sale, but you want to treat the buyer with care. He
may be looking at our timeshare program because he is not happy
with the one he has, so you want to have your eyes and ears
open so that you can sense his wants and needs.
When you have an interested buyer, it will not be necessary to
call him after the presentation. Certainly, it is acceptable to
make one telephone call to your attendees to see if they
received all of the information they needed, but do not
continue to call unless you are asked to do so. If the couple
is interested, they will contact you to receive more
information and arrange to buy the timeshare. Remember, there
are others within your network of potential buyers, but if you
spend too much time on those who may not be interested, you
neglect those who are. Your plan of action should be as
follows:
• Extend the invitation
• Accept the reservation
• Make your presentation
• Acknowledge and meet briefly with attendees
• Make one follow up call
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