Master One Simple Math Equation to Unlock Consistent Vacation Commitments and Make Yourself a Fortune!
Master One Simple Math Equation to Unlock Consistent Vacation Commitments and Make Yourself a Fortune!
Why do highly paid timeshare sales champions use basic math as one of their tools to help establish a vacation commitment? Because math makes their vacation commitment argument undeniable and trustworthy.
Using simple math to help create a vacation commitment is an easy and fast way to change your guests’ perspective. The goal is for them to consider how they view the importance of taking their family on an annual vacation.
This one simple math equation will not only change your guests’ paradigm. It may also systematically change their perception on a common objection many guests have who still view annual travel as a luxury and not a necessity. The math makes the commitment of annual travel seem so small that your touring guests should experience their first uncomfortable emotional change.
Math can help you create the need to travel with either first-generation touring guests or help you to quickly establish a much larger need for an existing owner. Simple math helps existing owners look at what they’ve already purchased through a different lens, which leads them to being more open so you can have a more engaged conversation about considering purchasing more time.
Another reason why highly paid sales champions use math is because easy-to-remember logic absolutely helps retention.
When the penny drops in a few days after purchase and one of your owners asks the other, “Why did we choose to purchase the program again?” you will not be in the room to answer.
Every guest who chooses to purchase our product should have a clear understanding of why they purchased in the first place. Emotion alone will not prevent your guests from cancelling your deal. At this moment in time if their true memory kicks in – and they can remember some simple logic that you shared with them – it will keep them committed and they won’t cancel.
Math gives our guests something simple to hold onto. It gets them through the natural and expected buyer’s remorse phase that all of us go through when we purchase things.
Highly paid sales champions enjoy minimal cancelation rates because their owners are purchasing with a combination of both emotional and logical reasons.
The simple math equation to unlock vacation commitments and make you a fortune is called, “The 2% close.”
Highly paid sales champions are master pencil-presenters.
– Jeff Slusarek
How you communicate as a professional timeshare sales champion is also very important. Sales champions are master pencil-presenters. When you’re explaining important topics or overcoming objections, you can do so by just talking (audio), but your guests may only understand 25% of what you’re telling them.
Instead, sales champions choose to explain key parts of their presentation using two senses: both audio and visual. When you get in a rhythm of pencil-presenting, you may not only triple your communication level with your guests, but you increase your chances of making a significant agreement that keeps your presentation moving forward, faster.
THE 2% CLOSE: Sophisticated because of its simplicity.
- John and Mary did you know…
7 Days ÷ 365 Days = 2%
- This means 1 week of vacation equals just 2% of your entire year. It also means that if you started (continued) taking 1 week each year to reconnect with your family and relive why you decided to be a family in the first place that you can still give your…
Boss = 98% of your life (51 weeks) Family = 2% of your life (1 week)
- “Shouldn’t you be giving your family AT LEAST 2% of each year to celebrate why you chose to become a couple and a family in the first place?”
- Did you realize that if you started to take your family on 1 week of vacation (just 2% of your entire year) that it means 98% of your life you’re either working, staying at home or visiting Aunt Martha?
- Regardless, if you ever own our program, shouldn’t you be taking 2% out of each year for your family…even if it’s a rental vacation?” (This commitment will allow your economics to make impact).
You should continue to support and follow your companies scripted steps of your presentation. But adding this simple math equation can generate all kinds of great conversations and killer questions which could make your guests squirm. That’s ok.
If they’re squirming, they’re learning.
You’re sharing a new perspective and making an impact. This impact will help you create legitimate and solid vacation commitments (need and justification) during your discovery sequence. A solid vacation commitment for future travel is a critical step to making consistent sales in professional timeshare sales and supports your upcoming economics sequence.
If you can consistently establish a deep connection with your guests, then finding or creating a solid need or justification to purchase our product is by far the biggest reason why we miss deals every week.
There is a plethora of additional follow-up questions you can ask and conversations you can have once your guests realize 1 week of annual travel represents only 2% of their entire year.
- “How would you feel knowing that every year you could have a beautiful and affordable family vacation to look forward to? (Realizing how small of a commitment 2% is, how would you feel now NOT spending 2% quality time with your family each year?)
- “Is vacationing 2% out of each year and building family memories the optimum work-life-balance you’ve always wanted? Not really. What percentage (Or, how many weeks) would you prefer to have?”
- “Mary, how many weeks out of 52 weeks that you have each year would you like to be traveling with your family?” (Quickly do the math: 2 weeks = 4% fun, 96% work, 3 weeks = 6% fun, 94% work, etc.)
- So, John and Mary, you said over the past 2 years you only took 1 week of vacation (use your calculator)…
7 Days ÷ 730 Days = 1% Boss = 99% of your life Family = 1% of your life If you could go back in time would you do anything different? Maybe. You gave your boss 99% of your life over the past two years and your family only 1%?”
- “How important do you think traveling will be when you get to retirement?”
- “When you get to retirement, what would be the minimum number of weeks you would want to take each year?”
- “Is there anything that could prevent you from taking these vacations?” (No $ = not having enough money to do the things you want to do later in life is a buying motive)
- “You currently already own 4 timeshare programs that give you 4 weeks a year of travel. That means 8% of the year you’re having fun with your family and 92% of the year you’re working, staying at home or visiting Aunt Martha…are you sure that’s enough time?”
Family = 8% Boss = 92%
- “When you get to retirement, is your plan to travel the exact amount as when you were working? In retirement, you’ll no longer have the burden of work to take 92% of your life. How many weeks would you prefer to travel in retirement?”
- “I meet Owners every day that kick themselves for not purchasing more time when they were still working and earning “new money.” Many retire and then find out that having 52 weeks of freedom every year for the rest of your life is a lot of free time, but it’s too difficult to purchase more on a “fixed-income.”
- “Are you certain 8% is enough? What would be better (ideal)?”
HIGHLY PAID SALES CHAMPION TIP: Even though most modern timeshare programs offer flexible points which give owners the option of nightly experiences, highly paid sales champions create value and need by focusing on weekly and monthly usage.
Focusing on weeks is simpler than deliberately encouraging weekday and weekend nightly usage.
Why? Because most Americans get x-number of “weeks” off each year and in retirement tend to travel farther away from their home for longer periods of time.
Focusing on nightly usage conversations can confuse guests on how many points they should actually consider purchasing while leading you to a small average sales price and small paychecks.
In comparison, having conversations about weeks and months is simpler to understand and align with most of our guests’ long-term travel needs and desires.
Weeks and months will also lead you to generating a higher average sales price, higher retention, and fatter paychecks.
It is always better to commit and present to only one main philosophy: either nightly or weeks/months. Playing in the middle could lead to confusion and missed sales.
Record-setters sell weeks and months, leave selling nights to the rookies
