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Stigg's - Food Menu > BG Training > Flashcards

BG Training Flashcards

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1
Q

8 Core Values

A
  1. Customer Obsession
  2. Excellence
  3. Surprise & Delight
  4. Innovation
  5. Simplicity
  6. Integrity
  7. Trust
  8. Agility
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2
Q

100% Sales Philosophy

A
  1. Sale : today
  2. Sampler : upgradable trial access aka Bluegreen Access+
  3. Satisfaction : Medallia Survey (10 = goal)
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3
Q

10 Steps of Sale

A
  1. Meet & Greet
  2. Warm up
  3. Intent Statement
  4. Group Presentation
  5. Discovery
  6. First Visit Incentives
  7. Interactive Sales Tools
  8. Property
  9. Price Layout
  10. Sales Manager Set Up
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4
Q

5 Why’s

A
  1. Why Vacation?
  2. Why Vacation Ownership?
  3. Why Bluegreen Vacations?
  4. Why BG Vacation Club (aka points)?
  5. Why Today?

(#6 = YOU!!!)

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5
Q

Basic Product Knowledge (Points)

A

Choice | Flexibility | Quality

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6
Q

What year did Bluegreen begin selling VOI?

A

1994

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7
Q

What does VOI mean?

A

Vacation Ownership Interest

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8
Q

How many resorts are in the Bluegreen portfolio and what location(s)?

A

40+ is US and Caribbean

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9
Q

What does VPG mean and how is it calculated?

A

Volume Per Guest
30/60/90 period
Total $ in Sales Volume / # of Guests

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10
Q

When do points renew?

A
  • 1st of month following anniversary date
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11
Q

How are point values determined? (4)

A
  1. Resort location
  2. Season
  3. Size of accommodations
  4. Days of the week
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12
Q

Booking window + minimum stay for Bluegreen Resorts?

A
  • 2 night minimum stay (holidays = 3)
  • 11 months to 48 hours
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13
Q

Points can rollover to what color seasons?

A

Red, white, blue

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14
Q

What are the admin fees for rolling over points?

A
  • $60 via phone
  • $50 online
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15
Q

How long can rollover points be used?

A

+1 year

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16
Q

Daily Bonus Time Rates for BG Vacation Club Resorts? (online, 5)

A
  1. Hotel / studio: $89
  2. One bedroom: $99
  3. Two bedroom: $109
  4. Three bedroom: $119
  5. Presidential: $229+

+$10 to reserve via phone based on level

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17
Q

Booking window for Bonus Time?

A

45 days to 48 hours

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18
Q

Three Costs of Ownership

A
  1. Purchase Price
  2. Club Dues
  3. Maintenance Fees
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19
Q

How much are Club Dues?

A

$179 annually

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20
Q

What do Club Dues cover? (4)

A
  1. operational expenses
  2. reservations + website
  3. quarterly magazine
  4. annual RCI dues
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21
Q

Selling is a state of ________.

A

mind

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22
Q

What is another word for retention?

A

Rescission

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23
Q

Define the acronymn in SMART goals?

A

S = Specific
M = Measurable
A = Action Oriented
R = Realistic
T = Timely

24
Q

Define the ER in SMARTER acronymn?

A

E = Evaluate
R = Reward

25
Q

What are the three guiding principles of a Sales Presentation?

A
  1. Focus on the guest
  2. Earn the right to advance
    *ask “permission,” be polite
  3. Persuade through involvement
26
Q

Name the three parts of the “Triune Theory of the Brain” and their primary association?

A
  1. Reptilian : Fear
  2. Midbrain : Emotion
  3. Neo-Cortex : Logic
27
Q

What are the 5 parameters of a Meet & Greet (Step #1) ?

A
  1. Be courteous of their time
  2. Smile, eye contact, call by last name.
  3. Acknowledge everyone, kids
  4. Introduce yourself and thank
  5. Offer refreshments and restroom
28
Q

Level 3, or active listening, is associated with which response?

A

Empathy (Empathetic)

29
Q

What two subjects are taboo during warm-up and generally all conversations?

A

-Religion
-Politics

30
Q

The Credibility Statements includes these 7 touchpoints:

A
  1. Origin + how long current residency
  2. How/Why now with BG?
  3. Education + licensing
  4. Career history
  5. VOI holder: yes or no?
  6. Hobbies, rec, community
  7. Briefly personal
31
Q

Words | Tone | Body Language
% Breakdown during Intent Statement

A

Words = 7%
Tone = 38%
Body Language = 55%

32
Q

What doe DBM mean?

A

Dominant Buying Motive

33
Q

What are the 6 DBMs?

A
  1. Family Togetherness
  2. Health
  3. Prestige
  4. Romance / Creative
  5. Leisure Recreation
  6. Money / Gain / FOMO
34
Q

What are the 4 goals of Discovery?

A
  1. Gain a Vacation Commitment ($)
  2. Find DBM
  3. Find a Travel Problem
  4. Uncover Hidden Objections
35
Q

What are the 5 categories in Traveler Plus Benefits?

A
  1. Resort / Hotel Accommodations
  2. Travel Services
  3. Dining & Leisure
  4. Outdoor Traveler Experiences
  5. Everyday Services
36
Q

How much does it cost to enroll in Traveler Plus and how much are the annual dues?

A

$1349 / $59

37
Q

What is the legacy company that founded Bluegreen and in what year?

A

Patton Realty Inc (1966) - land management company in Massachusetts

38
Q

How many owners are currently in Bluegreen?

A

220,000+

39
Q

What does the company utilize to ensure a customer-focused environment is maintained?

A

Medallia Survey

40
Q

How big the the US timeshare industry market?

A

$10.5 billion

41
Q

How many households in the US own a timeshare product?

A

9.9 million

42
Q

Where + when did Bluegreen begin selling vacation ownership?

A

Gatlinburg, TN - Mountain Loft (1994)

43
Q

Where is Bluegreen headquarters and since which year?

A

Boca Raton, FL (1991)

44
Q

What year did Bluegreen transition to a points based ownership plan?

A

1997

45
Q

What year did Bluegreen and Bass Pro Shops begin their strategic alliance?

A

2000

46
Q

Who is the founder of Bass Pro Shop?

A

Johnny Morris

47
Q

What are the three Bass Pro Shop properties?

A

Wilderness Club at Big Cedar
The Cliffs at Long Creek
Paradise Point

48
Q

What year did Bluegreen become the Official Vacation Ownership Provider of Choice Hotels?

A

2013

49
Q

What year did Bluegreen become the Official Vacation Provider of Cabela’s and NASCAR?

A

2019

50
Q

Name the 5 Resort Collections

A

Lighthouse
Great Outdoors
Amusement
Cityscape
Heritage

51
Q

How is Bluegreen Vacation Club structured?

A

Multi-site plan
Usage rights represented by points
Points attached to a deeded week and unit number at one of the properties
Structured as a trust with each owner’s interest placed into the trust for benefit and use of all owners

52
Q

How many RCI resorts?

A

4200+

53
Q

What does RCI acronym mean?

A

Resorts Condominiums International

54
Q

What is the exchange fee for RCI?

A

$289 per week

55
Q

What do maintenance fees cover?

A

Security
Pool Care
Landscaping
Housekeeping
Utilities
Furniture
Appliances
Insurance
Taxes

56
Q

Which three Charter Certificate benefits are available to all purchasers?

A

Bonus Time
Day Use
Concierge Services

57
Q

What is not included with the Standard “Anytime” Offer?

A

no Traveler Plus
no developer financing
restricted Bonus Time

Stigg's - Food Menu (5 decks)

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