High pressure sales tactics

High pressure sales tactics

Because they work

If you have recently strolled the beach near any southern resort hotel, you have probably been introduced to the “body snatchers,” timeshare salesmen offering attractive incentives – free dinner, golf, Cirque de Soleil tickets – for you to attend a brief sales presentation at their resort.

And then you can easily waste half a day being held hostage by a hierarchy of high pressure sales people persuading you to buy-in to the timeshare concept. It can turn into a very unpleasant vacation experience. Or you can learn something useful to take home for your own business.

Here are my thoughts, after four weeks in Mexico listening to the pitches and the complaints.

For Sellers:

1. Train sales people well and ensure consistent use of the most effective tactics and pitches.

2. Remember that every question, problem or complaint can be resolved by selling a solution – an upgrade, a new product, a new service package.

3. Keep all the initial prices high enough to allow for negotiated discounts and package deals and still leave room for generous buyer incentives and sales commissions.

4. Ensure sales reps are careful not to oversell or promise too much.

5. Build in a process for confirming and clarifying the terms and conditions to ensure customer understanding and acceptance before sign-off.

6. Ensure that operations and customer service staff have the same understanding of product and service offerings and can effectively resolve any “misunderstandings” that may be perceived as sales staff having over-promised and under-delivered.

7. Generally, avoid the negative customer perceptions from high pressure sales tactics, but keep the effectiveness of a focused, motivated, well-trained and well-managed sales force.

For Buyers:

1. Push past the prepared pitch and the recommended sales solution to every problem.

2. Gain control of the agenda and lead them to your preferred solutions.

3. Get all your questions answered clearly before making any decisions.

4. Be as aggressive and persistent as the sellers are.

5. Get it in writing. Read it carefully before signing.

All basic principles that you already knew, but reinforced by high-pressure timeshare sales tactics.

Be better. Do better.  (And enjoy your winter vacation in the south.)

Your Uncle Ralph, Del Chatterson

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