PROCESS
WHAT ARE THE FIRST 3 STEPS OF YOUR PROCESS?
PRESALE PREP
MEET AND GREET
WARM UP
WHAT NUMBER DO YOU USE IN THE NEGATIVE PART OF RENTING
VACATION CALCULATOR
CAN YOU SEE YOURSELVES TRAVELING THIS WAY?
TIE DOWN
WHAT IS A FIRST LEVEL QUESTION
FACT FINDER
I.E. "DO YOU HAVE KIDS?"
"I DON'T HAVE TIME TO VACATION"
CONTROLLABLE
WHAT IS THE ONE WORD THAT COULD BE ADDED TO ANY PART OF YOUR PROCESS?
WHY IS IT IMPORTANT TO DO DO OLD TIMESHARE BEFORE YOUR RENT VS OWN CHART
DEBUNK THE IDEA OF THIS BEING THE SAME
ASIDE FROM AFFORDABILITY IS THERE ANYTHING ELSE HOLDING YOU BACK FROM BECOMING MY NEWEST OWNER TODAY?
TRIAL CLOSE
"WHAT USUALLY DETERMINES WHERE YOU GO ON VACATION?"
SECOND LEVEL, FINDING THE WHY BEHIND WHERE THEY GO
"I NEED TO THINK ABOUT IT"
CONTROLLABLE
WHAT ARE THE 5 "WHY'S"
WHY VACATION
WHY TNL
WHY OWNERSHIP
WHY POINTS
WHY TODAY
WHY WAS IT SO HARD FOR PEOPLE TO GET OUT OF THEIR TRADITIONAL TIMESHARES?
THEY WERE LEASES
DO YOU FEEL LIKE OWNERSHIP IS A BETTER ROUTE FOR YOUR MONEY?
TIE DOWN
"HOW DID THAT VACATION FEEL TO FINALLY BE ABLE TO TAKE"
THIRD LEVEL, THE FEELING BEHIND IT
" I AM CLOSING ON MY HOUSE NEXT WEEK"
UNCONTROLLABLE
WHAT PART OF YOUR PROCESS IS NOT AS IMPORTANT AS THE REST?
WHAT IS THE TIE DOWN YOU ASK AFTER TALKING ABOU THE POSISTIVES OF OWNING
WOUDL YOU AGREE THAT GETTING VALUE OF YOU RHARD EARNED MONEY IS SOMETHING THAT IS IMPORTANT TO YOU?
LET'S GO AHEAD AND GET YOU QUALIFIED
TRIAL CLOSE
WHAT IS A THIRD LEVEL QUESTION
THE QUESTION THAT DISCOVERS EMOTIONAL MOTIVES
"I DONT HAVE THE MONEY"
CONTROLLABLE.. most of the time... this translates to "I DONT HAVE MONEY FOR YOU."
WHAT PARTS OF YOUR PROCESS ACCOMPLISH "WHY TODAY"
WARM UP, INTENT, VIDEO
BONUS ANSWER: ANYTIME YOU TIE IN THE WORD "TODAY"
WHAT OBJECTION WILL YOU MOST LIKELY GET IF YOU MISS YOUR RVO?
NO TRUST IN TIMESHARE, PARENTS HAD A BAD EXPERIENCE, NO FLEXIBILITY....
WHAT IS THE DIFFERENCE BETWEEN A TRIAL CLOSE AND TIE DOWN
TRIAL CLOSE: TEMP CHECK, GIVING THE OPPURTUNITY TO CLOSE OR GET ANY OBJECTIONS OUT.