The key to successful Personal Contact marketing is a solid understanding of the basics, including industry knowledge and confidence, understanding the customer, effective communication and the Rules of the Game. In this highly interactive course, new as well as seasoned OPC’s will receive an overview and history of timeshare, including the growth, credibility, and customer satisfaction rates. They will begin to understand the psychology of the customer and how to move them from a fearful mind to a friendly mind that is open to their enticement to tour.  After studying the common traits, beliefs and habits of OPC top performers, Levitin Group has isolated the top ten habits of the winners in this business, effectively creating a model of OPC achievement. Course participants will be exposed to this model and encouraged to adopt these habits to achieve the same positive results. Additional concepts covered include:

• The necessity of qualifications and the problems of pre-judging.
• Guiding principles of booking a tour.
• Goal setting / what are you willing to give up?

After years of studying the best practices of the top marketers in the industry, Levitin Group has developed the most effective OPC system ever. The Seven Step Approach has been trained and implemented at vacation ownership resorts across the globe and promises to deliver both instant and ongoing results. In addition to the basic skill sets for booking a tour, OPC’s will learn the psychological principles and advanced communication skills necessary to ensure a powerful yet ethical, consumer-centric presentation that will maintain the integrity of your brand.

During this fast-paced 2-day session, we use interactive exercises, role-plays, games and self-discovery to introduce the following principles and skill sets:

• The psychology of the customer: What area of the brain is your prospect in? Where does he need to be for you to persuade him to tour?
• The One Minute Mindset: Including controlling our own emotional state, first impressions and the correct use of body language.
• The Approach. Effective attention getters and grabber statements, plus alternative strategies for different locations.
• The Warm Up and Discovery: The importance of building rapport prior to pitching your offer, with tips for finding a commonality and using your speech and tonality effectively.
• The Enticement: How to present the premium emotionally and effectively. Participants will learn the Five Senses approach to selling, and techniques for incorporating compelling adjectives and power statements.
• The Tour: Presenting the Tour as an exciting event that simply can not be missed, while emphasizing the fun of the tour and the emotional benefits of the gift. Learn the importance of taking the pressure off the customer, or ‘justifying the gift”.
• The Close: The techniques involved in the closing sequence and answers to the most common objections.
• The Button Up: Assuring that your customer is taken care of and your paperwork is in order. Leaving them with a wonderful impression of you, the company and the offer

In this more advanced course, OPC’s will practice the effective use of trial closes throughout their presentation. In addition, we will focus on the five most common objections and how to differentiate them versus a stall or an excuse. Course participants will watch video clips on overcoming objections and will practice advanced closing techniques, gaining real-world skills to overcome customer fears and increase their booking rates. Specific topics covered in this 2-day seminar include:

• Guiding principles for closing.
• Three types of closes, including the assumptive close, the bullet close and the choice close.
• Distinguishing the five “true objections”.
• Rebuttals for the five objections.
• Incorporating third party stories into closing.