t is sometimes difficult to separate the interested buyer from those who are just gathering information or even those who did not have anything else to do with their day and were “curious.” The seasoned salesperson has learned by experience which person is likely to be seriously looking. One of the key elements in becoming a good salesperson is learning to be able to do that so that you do not appear to be pressuring anyone so that they leave thinking you are the pushiest salesperson they have ever met.

The interested buyer is most likely one who appeared interested throughout your presentation. He may have questioned things you said during the presentation and has recorded notes for later referral. This potential buyer will probably approach you after the presentation with many questions about the property, and appears interested in all of the amenities. He may even question you about policies on reservations for your weeks and if there are other locations available that he can use.

The interested buyer has already completed his homework and knows what to expect from a timeshare in general terms; he just needs information about what you or your company can offer than may differ from others he has seen. It may not take much to make the sale, but you want to treat the buyer with care. He may be looking at our timeshare program because he is not happy with the one he has, so you want to have your eyes and ears open so that you can sense his wants and needs.

When you have an interested buyer, it will not be necessary to call him after the presentation. Certainly, it is acceptable to make one telephone call to your attendees to see if they received all of the information they needed, but do not continue to call unless you are asked to do so. If the couple is interested, they will contact you to receive more information and arrange to buy the timeshare. Remember, there are others within your network of potential buyers, but if you spend too much time on those who may not be interested, you neglect those who are. Your plan of action should be as follows:

•    Extend the invitation
•    Accept the reservation
•    Make your presentation
•    Acknowledge and meet briefly with attendees
•    Make one follow up call