Steps of the Sale

Question 1

Meet and Greet

Answer 1

To make a great first impression and begin building trust by welcoming and making your guests feel relaxed.

Question 2

Warm up

Answer 2

To reduce your guest’s tension, build rapport, and connect emotionally with them.

Question 3

Intent Statement

Answer 3

To lower anxiety and set expectations for business and flow of the presentation.

Question 4

Group Presentation

Answer 4

To show the guest the benefits of owning with Bluegreen Vacations

Question 5

Discovery/ Information Confirmation

Answer 5

To help guests perceive a need to vacation and to build a roadmap for the remainder of your presentation.

Question 6

First Visit Incentives

Answer 6

To build urgency by offering the incentives for becoming an owner today.

Question 7

Interactive Sales Tools

Answer 7

To involve the guests in the presentation and put them in the picture. To discover their lifetime vacation cost.

Question 8

Property/ Model Presentation

Answer 8

To show them the kind of quality they can expect to receive at our resorts, put them in the picture, and get a final commitment that they would like to vacation this way.

Question 9

Price Layout

Answer 9

To get a financial commitment and ask for the sale.

Question 10

Sales Manager Set Up

Answer 10

To turn the presentation over to a manager to present the available financing options today.