Selling Time- Learning from the time-share hustle
By Elly Valas
Every year, my family vacations in Mexico. This year, like last year, we were enticed by the special gifts offered if only we'd invest 90 minutes to listen to a presentation about the resort's new development. But the experiences were vastly different and provide valuable lessons for those of us in sales.
This year the experience was unpleasant. My hackles went up the minute I entered the sales center. Cold, hungry-looking sales assistants stood at the ready waiting for their assigned targets. It felt like we were cattle being led off to slaughter. After they asked a few questions mostly to determine our credit worthiness, we were assigned to Patti, and then the hard sell started in earnest.