well
at this point we're going to get into
the discovery and
in the discovery you want to
get some feelings out but you also want
some concrete
answers as far as how their vacation
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many times i will blend
the discovery in with the warm up
especially if i ask them wow where did
you go last year
and they tell me this is where i ask
them how does that make you feel as a
family
i want to get into their hearts at this
point
simplify the discovery as well let them
know
that many many vacations are not taken
because there is no plan an example
i will do or i do
with the family is first of all mr mrs
jones
have you ever been on a time sharing
presentation before
most likely they have great and
when was the last one you went on who
was it with
and i asked you did you take advantage
of it are you owner somewhere else
most likely they'll say that now let me
ask you maybe there were several factors
maybe only one factor but what was the
main factor that
kept you from taking advantage of that
particular product
and they will respond
they could respond well uh
we went there for the gifts just like
we're here for the gifts
your response should be that's fine
let me ask you this if you had an
opportunity
to get a lot more
for a lot less money that is
what it makes sense for you to do so
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in other words and and folks here i'm
referring to
the the person that wants everything for
free
example you tell me you're staying at
the
at the super 8 motel or at the holiday
inn
and if you checked into the holiday inn
and the front desk clerk said to you
by the way uh you're our 100th uh
check-in today
you get the presidential suite at no
extra charge
for what you're paying for a regular
hotel room
would you take it you would what
it's exactly what we're talking about
here today so i understand you're coming
to these presentations
for your free gift and that's all fine
and dandy
but please don't sell yourself short if
you see something that's going to be
advantageous for you and your family
and beneficial you should consider
taking advantage of it don't you think
so let me ask you mr mr jones or mr
jones
how many vacation days does your
employer give you write it down
mr joe do you work outside at home never
just ask
the wife if she works domestic engineers
which are homemakers
work very hard and should most likely
say yes and how many vacation days does
your employer give you
now as you're writing all these answers
down
of the next few questions i'm going to
ask them
the key here is to memorize imagine
writing them down
so when you do a discovery confirmation
in the end
you're going to look them straight in
the eye and you're going to give them
all the answers that they gave you
my friends this is powerful
this most likely no other sales
executive has done to them in the past
and what this is going to do they're
going to turn to
to each other or to themselves in their
mind to say
wow this individual actually cares
you want to show that you that you care
about them you want to show them that
you're actually trying to help them
vacation
a lot better at a much higher plateau
for a lot less so uh
most of the time they're gonna tell you
seven to ten days per year is how
many nights they travel and let me ask
you in the last
three years where did you go
great which one was your favorite
and how many times a year do you do that
most likely they say once and we'll
throw in a long weekend or something
great do you see
vacations for your family as a luxury
or a necessity 99 of the time they're
going to say a necessity
mr jones may i ask where is your dream
vacation
let's say she says thailand great mr
jones where is yours
let's say he says i would love to go on
an african safari
wow both of those are very pricey and
what is your plan to accomplish these
june vacations
99.9 of time they'll tell you well we
don't have one
precisely now i ask you
throughout life we have a tendency a
plan
correct yes well this is what we're
going to try to do for you here today
is set a plan in place for your family
where you are guaranteed a vacation
you're in you're out
no matter what comes your way and you
know i have to share with you many of
my owners have returned and said
rui thank you so much our journey
vacations which we thought we were never
going to do for about another
15-20 years we have already done that
and why have they done them because they
had a plan
in place there's a saying
fail to plan plan to fail
at this point we're going to move
into the red versus
you