Random Flashcards
Buying Motives
C or P
- Comfort or pleasure
Buying Motives
A of P
Avoidance of pain
Buying motives
L & A
Love & affection
Buying Motives
FOL
Fear of loss
Buying Motives
P & P
Pride & Prestige
Buying Motives
P or G
Profit or gain
4 Objections
No:
Trust
Need
Help
Hurry
Timeshare is an ______ sale
Emotional
Sales Rep Role
Deliver consistent dynamic presentation
What our owners found:
- There’s better value for owning than renting.
- It’s better to do business sooner than later
1952
Kimmen Wilson starts holiday inn hotels
1972
Cover of time, magazine
1992
Gold Crown distinction for orange lake through RCI
2008
Holiday Inn club vacations
2015
Purchased silver leaf resorts and doubled Holiday Inn club in size from 13 to 26 
2023
Expanded internationally with three beachfront locations in Mexico
KISS
Keep it super simple
IHG Reward Points
Must convert by October 1
Never expire
Ratio 5:4
Fee $99
No blackout dates
Silver Elite automatic when they are HICV owner
Intent Statement is:
Backbone of presentation
Timeshare
Emotional sale
Closing part 1
Would you have taken this vacation if it meant you could not have bought your house, car, or paid for your kids education or braces? So the only money we are talking about is anyway money.
Closing part 2
The money you’re going to spend on vacations anyway, correct? The only way not to spend this money is not going on vacation. Is that an option based on what you’ve told me so far?
Closing part 3
“If you could go on your vacations and stay in accommodations like this for the same amount of money you are spending on hotels anyway, would you own your vacations today?”
Five reasons
Reputation
Location
Value
villas and amenities
Travel options
