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Featured Content

Every few weeks, we feature a few pieces from our content library that we think can help give you the edge you need to advance your career!

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This Month's Featured Content

Our current featured content shows off some of the content we have that's specifically directed toward salespeople!
NO DEAL? TRY THIS...
Have you ever met with guests that you know won’t buy?  In this video, guest speaker Mark Lamonaca shares a tactic he used as a TO to connect with his guests and create a spark of interest!
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Get to the Heart of the Buying Motive

One of the best sales skills a vacation ownership professional can have is putting guests into state of imagining themselves on vacation.  Learn how to improve this valuable skill.
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Road Map to Success Part #1

In this two-part series, Shari discusses the essential information we must learn from our guests in order to sell them.  Part 1 looks at the Travel Problem and techniques to identify the problem your guests feel is most important.

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ROAD MAP TO SUCCESS PART #2
Objections are your friends!  Learn the important sales skill of getting the objections on the table quickly in the sales process and how they help create your “road map”.
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Sample Discovery Mary & Roger

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 		Trainer: Shari Levitin

Join Shari in a recent Discovery where she tours a difficult frugal Colorado client.This is an authentic sales presentation in Cancun Mexico where Shari is able to get the information she needs to take some one who swears by getting deals on the internet and with the help of a Vida salesmen convince them to purchase today. A real life scenario!!!
   
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One bad apple

Trainer: Shari Levitin

It's one thing to overcome a customer's objection to touring when they've had a bad experience at a competitors resort. But what do you do when it was at your property. Join Shari at Hilton as she share the perfect rebuttal for such as objection to booking a tour.
   
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Gayle and Mike Discovery

Trainer: Terry Ferara

We all know the Discovery is the most important part of any presentation. Watch master Closer Terry Ferara conduct a picture perfect Discovery with upper middle class clients Gayle and Mike. Watch how Terry skillfully asks first, second and third level questions of both Gayle and Mike to reveal each of their buying motives. Most importantly, Terry digs deep and uncovers the real objection to purchasing early enough into the presentation so she can plan how she can overcome it before it’s too late. Too many sales people lose the sale by not performing an in depth discovery. By watching this video you’ll see that the sale truly can be made easy in the back end if you’re strategic and skilled in this most crucial step in the front end.
   
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Interview with Chris Waddel.


Trainer: Shari Levitin

Imagine you were in your young twenties, an aspiring Olympian skier, great looking and an all around super guy. One day before Christmas you're skiing with your buddies and your life changes. You get into an accident that leaves you without use of your legs. Join Shari some twenty years later an she interviews Chris Waddell who’s motto is “it’s not what happens to you in life it’s what you do with what happens to you that matters.” Chris has won more gold medals as a Special Olympics athlete in skiing than anyone else in history, and recently made a documentary about his nearly unassisted climb as a paraplegic up Mt. Kilimanjaro. If this won’t motivate you to do your best, nothing will!
   
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Adam Live:
“The Essentials to Creating Internal not External Pressure”

Trainer: Adam Robertson

Join Adam as he brings a new twist to basic concepts found in The Levitin Group Course “Third Level Solutions” with concepts such as achieving Peak state, The Warm up and The Discovery. Adam examines such notions as:
  • Focus on the people not the sale 
  • The differences between warming up and kissing up 
  • The three surefire ways of getting the Dominant Buying Motive when nothing else works 
  • Why the sales process must be like a rope, intertwined between the salesperson, the customer, and the product.
   
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The Upgrade close

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 Trainer: Terry Ferara

Salespeople for decades have struggled with the customer that claims they need to think about it before buying it. Terry Ferara in her upgrade close has devised a clever rebuttal that can be used in an presentation before this objection surfaces and it works nearly every time! Watch this video over and over again and master the three steps to the upgrade close so you’ll never hear we need to think about it again!
   
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 The Power of yes
  How does communication style affect your ability to sell? Learn how to frame your customer's answers in a positive way and your customers will be put in a positive frame of mind!   
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Adam - Quiet Part #1
 

Minimize the percentage of those guests in front of you that walk away without making a purchase.  Learn how to avoid the common mistakes many in the industry make.  Have you ever decided not to do something if you knew it was the right decision?  Help your clients understand why this purchase is the RIGHT decision for them...
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I'm Still Thinking About it
  Listen to Shari tell a Third Party Story that provides a clever way to overcome the excuse "I need to think about it"!  
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LIners Vs. Closers
  What is the difference between a liner and a closer. Is it more important to have "front to backers" or "liner/closers"? Find out the qualities of a great liner and the qualities of a great closer. 
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