QUALIFICATIONS
THIS REQUIRED IDENTIFICATION FOR CANADIANS.
WHAT IS A PASSPORT?
It is G.A.C.
What is Greeting, Approach, Connection?
NUMBER 1 STEP BEFORE DOING ANYTHING ELSE.
WHAT IS BEING DIAMOND READY?
Honest points of difference between the guest and the salesperson.
What are OBJECTIONS?
They must be kept on silent or vibrate at all times.
What are cellphones?
THE DIAMOND PREQUAL RAINBOW.
First four discovery questions.
Is this everyone in your party?
How long are you staying with us?
How did you make you reservation?
Do you have anything planned?
One of the resources provided recently by Kyle & Rishi to ensure my success with Diamond Resorts.
What is Training Binder?
“I just did an update a few months ago in __________”
Rebuttal 1- “Perfect! That’s even more reason to attend your Owners Update with us here in Hawaii. We want to show you how you can use your points to come stay with us every time. Plus, we’ll show you some new exciting additions to our Hawaii resort collection. So do you folks normally get up early or sleep in?”
Rebuttal 2- “Well I’m sure you folks already know this, but since we went public in 2013, we’ve actually started releasing new member benefits every quarter. We want to make sure you’re up to date on all of the ways you can use your Diamond points. Due to Hawaii real estate laws, we can only share information about Hawaii here in Hawaii. So let’s get you in for your Update on Tuesday at 1:30pm.”
What is 48 hours?
or
What is day after their first full day?
THE RIGHT WAVE FOR INTERNATIONAL TOURS.
WHAT IS 12:15PM?
Allows you to gain control of guests' vacation schedule.
What is vacation planner?
ALL TOP PERFORMERS KNOW THAT THEY HAVE TO SET DAILY, WEEKLY & MONTHLY _____ IN ORDER TO SUCCEED.
What are GOALS?
Insincere reasons offered by the guest who does not want to become involved with the salesperson or the product.
What are excuses?
These are mandatory in order for a guest to be "booked."
1. Gifts (Mahalo Certificates or activities) are entered.
2. Good faith deposit or money for activities collected if necessary.
3. Booked the tour in Clarity.
4. Guests were qualified and given invitation to include PreQual when necessary.
THIS IS REQUIRED TO COMIBINE INCOME FOR COHABITATING COUPLES.
WHAT IS A MATCHING DRIVERS LICENSE?
WHAT IS CURRENT BILL?
Allows guest to receive discounts during their vacation and allows concierge to service the guest before asking for presentation.
What is Greenback?
Recite Owner Script.
Normally (activity) would cost you (retail price) .
But let me tell you what we are doing that you will want to take advantage of while you are here.
We’re having a Membership Review here at the Point at Poipu, so we’re inviting all our owners to come in.
We go over your ownership to ensure you’re maximizing what you own,
inform you about the new enhancements of the Club,
and show you any pricing specials that are available to you while you’re here.
So as a thank you for staying updated,
Instead of paying (retail) for (activity) , we’re going to give it to you for (gift cost) .
What I do here is give you an invitation, and hold a spot. There will be someone waiting to show you around.
Now I see you don’t have anything planned on (date of tour).
Do you like to get up early, or sleep in?
Perfect! I have 8:30 or 12:30pm?
“I had a terrible experience here at my last Owners Update, I’m NOT doing it again.”
“A lot has changed since you did your update with us at The Point at Poipu. I can’t speak for your experience last time, but I can tell you that we’ve recently had a change in sales leadership and I can personally guarantee you that you will not have the same experience this time. We need to get you in on this update so that you don’t leave here with the same bad taste in your mouth that you left with last time. So let’s get you signed up for Thursday at 8:30.”
Fill in the blanks.
Professional _____ and _____ must be adhered to at all times.
OWNERS HAVE A LOAN BALANCE THAT DEEMS THEM NOT QUALIFIED.
WHAT IS $241,000?
It is important to set up the right expectations for guests after agreeing to sign up for presentation.
What is qualification/invitation?
Recite the NON-OWNER SCRIPT.
Normally (activity) would cost you (retail price) .
But let me tell you what we are doing that you will want to take advantage of.
We’re having a big Preview at the Point at Poipu.
We’re showing off our vacation club to start some word of mouth advertising.
So we’re inviting folks like you, to come in for a little tour.
We feel that you will be so impressed with what you see and hear, that you will keep us in mind for future vacation accommodations, and tell your friends and family about us.
As a thank you for helping us spread the word,
Instead of paying (retail) for (activity) , I’m going to give it to you for (gift cost) .
What I do here is give you an invitation, call ahead and hold a spot. There will be someone waiting to show you around.
Now I see you don’t have anything planned on (date of tour).
Do you like to get up early, or sleep in?
List three closing techniques.
What is assumptive, alternate/choice, urgency, hypothetical/trial?
True or False.
What is TRUE?