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| Vacation Ownership Sales Training: The One-on-One Successful Training Guide for the First Year of Timeshare Sales | 
 enlarge | Author: Rita M. Bruegger
Publisher: AuthorHouse
Category: Book
List Price: $17.95
Buy New: $11.29
You Save: $6.66 (37%)
Buy New/Used from $10.92
Avg. Customer Rating:  (16 reviews)
Sales Rank: 197057
Languages: English (Original Language), English (Unknown), English (Published)
Media: Paperback
Number Of Items: 1
Pages: 339
Shipping Weight (lbs): 1.1
Dimensions (in): 8.9 x 5.8 x 1
ISBN: 0595195431
Dewey Decimal Number: 381
EAN: 9780595195435
ASIN: 0595195431
Publication Date: August 21, 2001
Release Date: August 21, 2001
Availability: Usually ships in 1-2 business days
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| Editorial Reviews:
Product Description
In a must-have guide, the author shows effective steps to developing, selling and closing Vacation Ownership sales presentation. Top resort sales trainer Rita Bruegger offers proven closing techniques, concrete direction to structure a new sales presentation, or improve your existing sales presentation, in an easy to read direct format. Follow this program and never hear "I have to think about it again!Vacation Ownership Sales Training-The One-on-One Successful Training Guide for the First Year of Timeshare Sales is the most useful and complete Vacation Ownership sales training guide today. Designed as a comprehensive motivational book, these proven sales formulas can be used for selling Fractionals, Memberships, Quartershares, Clubs, Campsites, Vacation Homes and Timeshares. Whether you are selling fixed time, floating time, leased, deeded, every year, every other year, or right-to-use products, this book has placed a special emphasis on:
example sales presentation verbiage
trial closes
overcoming common industry objections
how objections are really negotiations
urgency methods
take-away techniques
monitoring body language
the power of third party stories
selling to the personality styles
6 characteristics of what it takes to be the best
working down the numbers
handling follow-up and referrals
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| Customer Reviews: Read 11 more reviews...
 A must have book! August 31, 2008
This is a must have book, if you are really interested
to make more sales and more money!
The basic thoughts of the art of selling lies here,
the basic thoughts that you have to go back again,
and again, and again ...
It follows the rule of KISS
Keep It Simple and Stupid ;-)
Good luck with this book,
definitely worth it`s cost!
Must Reading for all New Timeshare people (and their managers!) June 7, 2008
This is a well written and easily referenced book for anyone new to the Timeshare Sales world, and it fills in the 'blanks' that corporate training may leave out.
It provides a level of professionalism and respect for the industry and the sales profession, and gives a new agent some tools to deal with seasoned timeshare presentation attendees. When I was new to the sales industry, I studied this book diligently, and even recorded, practiced, drilled and rehearsed many of the techniques and responses.
I really enjoyed the section where the author encouraged an acquaintance who repeatedly attended presentations and complained about sales reps overcoming her feeble 'excuses' to consider waiting until she did have a job/money before attending the next TIMESHARE SALES PRESENTATION.
It's the nuts and bolts of the industry in a quick reference volume. All the sales lounges of timeshare developers could be equipped with a few copies of this text for review "between tours".
Happy Vacationing!
 Training is the Key!! May 14, 2008
1 out of 1 found this review helpful
By the Author of: One Day She'll Darken: The Mysterious Beginnings of Fauna Hodel
Rita Bruegger gets the basics down pat. From the greeting and warm up to the pact break (absolutely necessary in most tracts), discovery, product presentation and close - it's all there. Just follow the directions and use some of her words. I found myself referring back to her book over and over again. Since each venue is different from one another, the specifics aren't covered in this well written book. But for the beginning sales agent in timeshare, I think this book is part of the foundation of good, positive selling techniques geared specifically for one industry.
A Must Have For Timeshare Sales Reps May 1, 2008
2 out of 2 found this review helpful
This is a MUST HAVE for any timeshare slaes rep. Bruegger has written the book on mastering the art of timeshare sales. She knows what she is doing, and it definately works.
She takes you through the entire sales presentation step by step... and shares the knowledge from her years "on the track" with overcoming the objections, as well as showing the guests their needs and benefits.
I work for the largest privately held timeshare company in the world, at their Gatlinburg location. I bought Rita's book in February, read it and applied it... I ended the month of March as #4 on our sales line. Great book!! I recommend it to anyone who is serious about their sales career in the timeshare industry. Haven't got the numbers for April yet, but I know I'm in the top!! Thanks Rita!!!!
Timeshare Pro January 16, 2007
1 out of 2 found this review helpful
Best book in the business. Thank you Rita, you helped to make me #1 for the English line, for 3 years straight. I have recommended this book to all my colleages, and they have improved their closing by 10%. All the other books out there are a waste of money, because they don't pertain to timeshare. Please, write one for T.O.'s , now, because I will need that soon, and the T.O.'s need it now!!
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