Training Flashcards
What two words do you need to say to a driver?
Power and control
What two words do you need to say to an amiable?
Support and approval
What two words do you need to say to an expressive?
Reward and recognition
What two words do you need to say to an analytical?
Right and respect
What are the 12 steps to success
1) Greeting
2) Overview
3) Competency
4) Teaser
5) Discovery
6) Discovery agreement
7) Intent
8) Topo/Film
9) 5 Reasons presentation
10) Property presentation
11) Model presentation
12) Closing sequence
What year was holiday inn club vacations founded
1982
Who founded Holiday inn
Kemmons Wilson
What year did Kemmons Wilson sell his stake in Holiday inn?
1979
What year was Orange Lake resort founded
1982
What are the two forms of tension in sales?
Relationship tension
Task tension
What are the 4 types of objections we will face?
1) No Trust
2) No Need
3) No Help
4) No Hurry
Instead of asking why we should ask?
How come?
What are the 6 buying motives?
1) Comfort or Pleasure
2) Avoidance of pain
3) Love and Affection
4) Fear of loss
5) Pride and prestige
6) Profit or gain
What is the most important phrase in timeshare?
Remember when you told me…
Teaser?
Oh by the way, we have over 350,000 owners with Holiday Inn Club Vacations who were guests just like you. What they found was a tremendous opportunity to improve their vacation lifestyle. Before you leave you will be offered the same opportunity today. Is that ok?
Intent statement
Remember earlier when I mentioned the tremendous opportunity that is going to be offered you today?
I’m prepared to show you an alternative to the way you currently vacation. If you feel that what you see here today will benefit you and your family, I’m going to ask you to become an owner here today. To encourage your choice , we have a great on tour incentive package. These incentives should not be the only reason to purchase. They should be viewed as our way of thanking you for doing business sooner than later.
So today, I’m asking for a simple choice between what you’re currently doing now and what we will be offering you today. Is that ok?
What 3 things should our personal competency include?
1)Successful in past
2)Conscious decision to become more successful
3) Joined a specialized team
What answer do we give when the tour guesses the cost of historical timeshare at the topo map?
You’re so close!!
What are the 5 reasons?
1) Why Reputation
2) Why Location
3) Why Value
4) Why Villas and Amenities
5) Why travel options
When a guests challenges us with not agreeing what can we reply with?
“What our owners found…”
What year did Kemmons Wilson start Holiday inn hotels?
1952
What year was Kemmons Wilson on the cover of Time magazine?
1972
What year did Orange lake win the gold crown distinction?
1992
What year did HICV win the ARDA circle of excellence award?
2003
What does ARDA stand for?
American Resort & Development Association
What year did HICV rebrand with IHG?
2008
What year was Silver Leaf Resorts purchased doubling the number of resorts from 13 to 26?
2015
What year did HICV and IHG renew their partnership with a 100 year lease?
2019
What year did HICV expand internationally adding 3 beach front properties in Mexico
2023
What should we say if a guest objects to our company being trustworthy?
What makes a company trustworthy to you?
Before HICV spent over 1 billion dollars on refurbishing all our properties what was the most common description of our properties?
Old & Tired
Value close?
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. 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?
If you could own your own vacations and stay in accommodations like this for the same amount of money you are spending today on hotels anyway, would you own your own vacations today?
What is the deadline by which an owner must convert their points to IHG rewards points?
October 1st
What is the fee for converting points to IHG rewards points?
$99
How much is the annual club fee?
$169
What year was Global Access introduced?
2006
What ARDA awards did we win?
Gold and circle awards
What award did we win an for “an outstanding customer execution” and in what years
We won the JD Power award in both 2022 and 2023
