Timeshare Presentations Finale: 4 Common Sales Tactics

Recap: Timeshare Premise

For those who are unfamiliar, a timeshare is a deeded ownership to a property, usually consisting of one week at the property or a bundle of points to be spent on a combination of nights. Also, they are typically sold in a presentation format, where they show you the benefits of ownership, including a tour of the resort, finally culminating in the sales pitch and options by associates and managers. You may also pre-purchase a timeshare presentation (also called a package) and receive a refund once it is complete.

This article will focus on the four key strategies and sales tactics I have witnessed during presentations. See my first post on why, where, and how of timeshares, and my second post on what to expect during a timeshare presentation. My third article focuses on the 5 best tips I’ve learned from timeshares.

 

Timeshare Tactics in the United States

My time touring various properties of different companies this year was a quite eye-opening and interesting experience. I saw a wide range of sales tactics and strategies used by timeshare agents and managers, and I’ll share the most common ones to expect with you. Please note that my experience was only around the United States, but may not be exactly applicable to presentations outside the country.

Four Common Sales Tactics of Timeshares

1. Here’s the Value
2. Appeal to Emotion
3. Overwhelm with People and Information
4. Last Ditch Hail Mary!

 

1. Here’s the Value (or ROI)

For those cost-conscious travelers, the timeshare agent will make the value proposition of a timeshare to you. You’ll be able to secure comfortable accommodations at luxury resorts around the country and world, each year, for a fraction of the price. Your return on investment (ROI) is substantial, saving you money and recouping the cost in as little as seven years!

However, every agent seems to forget the maintenance fees, inflation, hugely overpriced initial purchase cost, and many other facets. For example, the secondary timeshare market is flooded with cheap deeds. Those sellers are desperate to get rid of the albatross of yearly payments. Perhaps you don’t require luxury resorts, or a two or three bedroom residence when you travel. For me, I’ve become quite accustomed to hotels. While a larger place when I travel may be useful (with friends or family), it’s rarely necessary and certainly not worth a significant price premium.

2. Appeal to Emotion

If you’re not a cold-hearted, rational-to-the-extreme logic-oriented Vulcan like me, they will appeal to your emotion. First of all, this typically comes in the initial video segment, where they entreat you with testimonials of happy owners. These testimonials tend to be filled with the enjoyment and quality time with family or loved ones. Would you not like to have a new place to go, each year, in a comfortable resort, with those you love? Why not make this investment today to secure a lifetime of vacation? It may be tempting, but stay sharp and do not be wooed! Sales agents play on your emotions (or simply do their jobs) by asking about future plans – with kids, family members, or close friends.

3. Overwhelm with People and Information

Think about all the people you may meet during a timeshare presentation.

1. Marketing Agent
2. Receptionist
3. Selling Agent
4. Presenter
5. Manager
6. Another Manager
7. Still Another Manager?
8. Package and Gifts Closer
9. Feedback Person
10. Gifts Department

While not all of them will pressure you to purchase, the sheer amount of information may be overwhelming. Between the various packages and purchase options, number of resorts, additional miscellaneous fees, and other nonsense, seems like a miracle is needed to keep things straight. This is their point. Due to the bombardment of information, the agents in the high-pressure environment hope you “slip up” and purchase, or give them something to use and tug at your heartstrings. Indeed, we were bamboozled, when we did not read clearly enough and authorized their pulling of credit scores. Take a beat and take a breath.

4. Last Ditch Hail Mary!

The interesting concept of a disarming, older person (man or woman) to finish your time and check you out happened at a couple different companies. The closer would come in after all the managers and agents have finished, asking for feedback, inquiring to your rationale to not purchase, and throw a “Hail Mary”. They would offer a onetime vacation for ~$800-$2000, much lower than a timeshare price, to tour at another property for another presentation. Should you choose to purchase then, that cost would be refunded. Lastly, we doled out a lot of rejection for each company. However, they want to be absolutely, positively sure that you are not interested.

An example of such a discounted, temporary vacation is a 2bd in Hawaii at $300 a night. Of course, you’d still have to sit through another presentation, but I abhor the thought of paying for timeshare presentations.

 

Sales Tactics and Timeshare Conclusion

Finally, these sales tactics are just some of the common elements of the presentations I have attended. By familiarizing yourself with them, you can know what to expect. So go forth, and get those gifts! Let me know what the best gifts you’ve gotten are!

 

Other articles in this Timeshare Presentation series include:

• Timeshare Presentations Intro: Why, Where, and How?
• Timeshare Presentations: All About The Experience
• 5 Pro Tips to Know about Timeshare Presentations
• Timeshare Presentations Finale: 4 Common Sales Tactics

 

Featured image from Pixabay. I’m sorry I can’t think of purchasing anything when I’m in such a luxurious resort paradise.

 

What do you think of my analysis? Let me know in the comments, or reach me directly at TheHotelion@gmail.com! Like my posts? See more here, on TravelUpdate! Follow me on Facebook (The Hotelion) or on Twitter and Instagram: @TheHotelion