Sales Training Seminar: A $60,000 Sales Lesson

By Author: David Nassief
Total Articles: 6
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Sales training seminar:
One day my wife Mary told me she signed us up for one of those time share presentations. She wanted the free gift they were giving away and all we had to do was sit through their 90 minute presentation to get it.

At first I resisted her request to attend. But then I thought, Maybe I could pick up something from their sales presentation for my sales training or sales seminars, so I agreed to go.

When we got to the resort center at the appointed time we were soon introduced to Kyle one of their sales consultants. Kyle was a pleasant twenty something guy who took us right to the lunch table and we selected some items to eat. I observed this as their way to create a subtle obligation on our part to them. Kyle got something to eat with us. It was probably their way to create the feeling of friends having lunch together.

After we ate lunch we saw a video of happy people on vacation. Good way to use testimonials of satisfied customers, I thought. Then we went on a tour of the resort. It actually looked pretty nice. Good product demonstration, I thought.

But soon ...
... I would discover they were asking people to prepay for their future one week annual vacations to the tune of over $20,000.00 plus and annual maintenance fee that would increase over time. And of course if you didn't happen to have an extra $20K plus lying around they had a financing plan so you could also pay interest for these future pre paid vacations.

But when we got back from the tour that is where the real sales training seminar began for me and it made the whole 90 minute experience worth it.

After the tour Kyle brought us into this big meeting room filled with smaller round tables with one salesperson and one prospect couple at each table listening to sales pitches. As Kyle was going through his pitch all of the sudden I heard a loud bell ring. I was all set to run for the nearest fire exit thinking maybe it was a fire alarm.

But as I looked around I saw a sales rep popping a bottle of Champaign and proudly announcing the newest owners of the timeshare. The couple was laughing and happy and everybody broke out in applause (led by all the sales reps) for the new owners.

Soon there was another celebration demonstration for another happy couple then there was a third. That was over $60,000 worth of products sold in about a 15 minute time span. That was a pretty impressive sales accomplishment.

My takeaway sales tips lesson from that experience was - Enthusiasm is contagious and enthusiasm sells!

I watched the sales reps and when someone purchased a timeshare the reps were pros and generating excitement and spreading that excitement all around the room. It was over $60,000 worth of excitement. It proved to be a valuable sales seminar for me.

Your sales training seminar action item:
The next 20 prospects you are with get sincerely excited about your product and watch how that excitement spreads.