Timeshare Sales Presentation

Although many of our visitors seek out Timeshare Resource Center for information on timeshare sales presentations or timeshare tours as they are often referred to, many readers of the Timeshare Resource Center have attended at least one timeshare presentation while on vacation. They may have been called a Timeshare Preview Tour or a 90 Minute Timeshare Promotional Tour or an number of other names designed to diguise the fact that it is a Timeshare Sales Presention. Most likely, those who attended a presentation found the experience to be interesting, informative, and at the very least, unique. If the attendees decided to commit to a lifetime of vacations by becoming new owners, they found the encounter to be rewarding as well.

By revealing the inside details of how timeshare presentations function, you will have the confidence attending timeshare presentations in any setting and, more importantly, any location. This article will strip the timeshare presentation down to an understandable level where the consumer is in the position of power. Many secrets will be revealed that will not only help you negotiate the best timeshare deal, but also have a great vacation at the same time.

First of all, please understand that a timeshare presentation is designed to sell you an interest in a timeshare. Attention! You will be asked to buy!! I make this point because some people become uncomfortable when asked to make a buying decision. It is strange to feel this way given the fact we are all asked to buy something every time we watch TV, drive down the freeway, or open our cupboards. A timeshare presentation is only slightly different. They have offered you gifts ranging from show tickets to mini vacation consisting of a 3-day 2-night stay at a resort, and maybe even cash. In other words, you were paid to spend some of your valuable vacation time learning about an alternative way to vacation in the future.

Part 1: Discovery

Now that it’s understood you will be attending a timeshare sales presentation, let’s begin with the discovery. The discovery is a crucial piece of the presentation puzzle where you and the sales representative become familiar with each other. Your sales representative will ask about your vacation likes, dislikes, and habits. They will ask questions similar to; “How long are your typical vacations, not including three day weekends?”; “Do you like to vacation in the same location every year, or do you like to vacation in a variety of locations?” They will learn as much as they can about how you and your family vacation. Being open to this process and truthful about your family’s vacationing likes and dislikes will help your representative design a presentation around your family’s vacation needs. However, don’t let your representative ask all of the questions. You should ask questions too. In fact, it is the conversation that takes place during the resort tour, the next phase of our discussion, which makes touring the resort not only an important step in the presentation but also a fun one.

Part 2: The Resort Tour

If you are staying on the property for a mini-vacation, you already have a good idea of what to expect when staying there as an owner. This makes the mini vacation a good way to see the benefits of ownership firsthand. However, if you’re not staying on the property, a good way to see it is during the resort tour. Invariably, every presentation will include a resort tour which will show potential owners all of the amenities the property has to offer. This portion of the tour is fairly straight forward. You will see one of the suites, the pool and the gift shop. However, it is important to realize that older properties may have renovated only a few of the suites on its property, leaving the majority of suites un-kept with the times. Questioning your representative how the property is maintained is very important. How often do they update the suites with new furniture, carpeting, and so on. Are special assessments used for updating the suites? These are a few of the questions that should be asked. You don’t want to leave any stones unturned. If you are dissatisfied with the answer, ask a follow up question. You should get the answers to the questions that make purchasing fun and stress free.

Part 3: Why Buy Timeshare?

Following the tour of the property, your representative will take you into the sales room where your discussion will become more in-depth. You will talk about the timeshare company your representative works for and how long it has been in business. If the resort you went to is owned by a major timeshare developer like Fairfield Resorts, Hilton, Pacific Monarch, or Consolidated Resorts to name a few, chances are you will talk about internal exchanges within the network of their properties. You will definitely discuss how using external timeshare exchange programs like Resort Condominiums International (R.C.I.) or Interval International (I.I.) will benefit your timeshare ownership. These topics are critical to the majority of timeshare owners because they convey the freedom of choice to visit many different locations while having the benefits of ownership. When shopping for a timeshare, keep these ideas in mind. Unless you plan to vacation in the same location every year, buy a timeshare that has internal exchanges included. Becoming a member of RCI of II is a must as well.

At this point in the presentation, you should be very comfortable with your sales representative and know quite a bit about the property you’ve toured. The only thing left is to ask you to buy. Your representative will lay out a plan of how you can purchase this ownership today. Usually they will present an ownership package that is at the top of their arsenal, the five star penthouse suite. For some, a top of the line ownership, like the penthouse, will be right for their budget, appropriate for their vacation style, and will not flinch at becoming new owners. Others will require a little massaging. If you are interested in buying, don’t think the only way to do so is to purchase the penthouse ownership. Remember, timeshare was an idea that originated from a group of ordinary people wanting to take extraordinary vacations. The same holds true today. Timeshare companies have inventories that can include studios, one bedroom suites and two bedroom suites. Ask for information about a more affordable package. Your sales representative will appreciate your interest and will most likely get the help of a manager to assist you in finding the right ownership for the appropriate price. If you fancy yourself a negotiator, try it out. Many companies will negotiate price, others will not. But it can’t hurt to try. It is important to remember, if you don't find a deal you like, you can always say "not this time". People often take 2 or 3 timeshare tours before they find the right package. The moral of the story, make it known what you want and what you don't want. You are in the position of power. They need you to buy.