Why You Shouldn’t Prejudge Your Tours
In the mid 80’s I was working for a real nice resort call Playa Chiquita Beach and Casino resort.
The location was ideal because it was outside of the beaten paths of Sosua, DR. Their beach was protected by huge coral cliffs on both sides making it extremely private. The condo units were at the time the most luxurious on the whole island.
At that time I was a sales consultant and my job was to tour prospective timeshare clients. Tours would start at 8:30 am and finish at around 3:30 in the afternoon.
On a particular day, which I will always remember because I had the most severe hangover I had experienced in my life. The only thing I was looking forward to was to go home and slip into bed and cure my hangover! I must explain that the night before we had a big staff party, one of so many in this industry. Remember this is not your average 9-5 job. This is a job which is usually in a different country with co-workers like you from different other countries and after work you usually get together at the local bar and talk about the days sales.
As I was saying, on that particular day I was about 30 minutes from going home when 5 girls walk in for a tour of the resort. My sales manager at the time a Mike Fabionich comes to me and asks me to take the last tour! Great, I have to spend at least 90 minutes with my tour before being able to go home! Naturally I’m looking at their survey sheet and trying to find anything I could to disqualify them and then go home. On their survey sheet they indicated that they where doctors from the University of Sherbrooke, in Quebec, Canada. Well right away I tell Mike “these girls are medical students” so in my opinion there NQ’s (not qualified). His response was “hey what do you have to lose maybe you’ll get a date with one of them” Since I was single at the time, would 90 minutes more really kill me?
Starting the tour by prejudging these 5 girls who are saying that they are doctors, well it was just going through the motions at fast as possible. While I’m conducting my warm up, I noticed that one of the girls was a chain smoker and I bluntly said to her “when studying to be a doctor didn’t they tell you that smoking was bad? Her answer to that was “I didn’t come here for a lecture on my habits”! Right at that point I knew the tour wasn’t going to last 90 minutes but 40 minutes at the most.
Without much explaining of the benefits of timeshare if any at all, I got up and told them to follow me as we go a visit the condo unit. upon entering the unit I started to do my super fast tour like here’s the kitchen, the bedrooms, the living area… ok lets go back to the table!
Knowing in my mind or in fact prejudging that they were simple medical students, all I was waiting for was the following objection “we can’t afford that”. So I go on to show them the price to purchase a red week at Playa Chiquita Beach and Casino Resort, with the statement “you can’t afford this and I understand”. You won’t believe what happened next. All five girls pulled out an American Express card and said “we’ll each take one”. I nearly fell off my chair!
Lesson to be learned, you never know who will buy. I was lucky with that tour but I know that if I was to prejudge all my tours, I would have never lasted 25 years in the industry!
Daniel D. Roy
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