In order to put people in the picture, so they can visualize the meaning of your words, you have to understand what the statement means and you have to understand a little bit about how people process information and what physical or emotional factors can interfere with the job to be done.
Let’s start with visualization. If we have sight in our eyes, the eyes are amazing. They can take in almost a billion images in a fraction of time. Our guests have multiple ways of experiencing the visualization of our words. Do you know how to tap into all of the senses during your sales presentation?
You can use good questioning to find out what is important to your client. What do they want to see when they vacation? Do they want to see the sun shining in the sky and see the reflection of the sun’s rays tapping the beautiful blue, clear waters of the lush Caribbean islands?
What sounds would please them? Do they want to hear the cheering of the crowds at a NASCAR race, or the screaming of the fans at an NFL game? Maybe they love the laughter they hear from their children on a playground or maybe they’d prefer the silence of a calm night overlooking the tranquil skies in Montana, far away from crowds?
Are there amenities we can touch as you show the client around a condo or villa to help them experience the feeling or luxury vacation ownership or timeshare resorts?
The brain and how it will process the experience of your presentation can be used to help your efforts or get in your way. The left brain will be handling language, logic, and linear thinking. The left-brain will work on the numbers and math and calculations we present comparing renting to owning, value, and pricing. The left brain will deal with the payments, the household finances, the budget, the money, and lots of things to “Think About.”
In order to have an emotional sale take place, right then and there, you have got to have the help of the right brain. The right brain handles the emotions and the pictures, the visualization, the feelings side.
In the sales presentation, the client should understand enough to make a choice, but once that has been accomplished, it is essential to take all the steps to move the client to the part of the brain that will allow the pictures, feelings, and major emotions to have more direction and impact than the dollars and cents.
If the left brain functions are in charge of your transaction, the client can easily see a yellow light of caution that will allow them to tell you “I have to think about this” or ” there’s so much information, I can’t make that decision today.” The left brain can also get so much analysis going on the client sees an absolute red light to their decision and tells you, ” No, absolutely not, there’s no way I would do this today.”
The right brain can turn on the green light the client needs to see to tell you “Yes” today. It takes lots of practice to help the client say “Yes.” Get the picture?
Lori Wilk, MBA, is a high-energy, motivational speaker, author, and producer of television, radio, and live events.If you enjoyed this content, go to http://www.loriwilkarticles.com
You can tune in to her program “Successipes” at http://www.success-talk.com
c.2007 Lori WIlk. All rights reserved Worldwide. Reprint Rights: You may reprint this article if you do not alter it in any way, give author name recognition, keep all links active, and follow ezine article guidelines for publishers.
Tags: sales, selling, skills, Timeshare, training, travel, vacation ownership, visualization
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