MARKETING TRAINING

Getaway Enterprises

3595 Hiram Douglasville Highway

Hiram, GA 30141

770-439-7989

AGENDA Reasons for Training Who We Are Call Backs Focus / Preparedness Attitude / Self

Motivation Booking Days Communication

Tone Volume Speed Listening Language Open Ended Questions

Opening Statement Confirming Closing Statement Role Play Goals

Personal Professional

Lead Sheets Notations Marking Out Names Doodling Company Property

Q & A

REASONS FOR TRAINING

Increase Productivity

Raise Confidence Levels

Boost Employee Engagement

Innovation and Nimbleness

Shows Company Cares

Room for Self Improvement

WHO WE ARE Sunset Harbor based out of Willis, Texas

An independent marketing company

contracted through RCI to make calls to RCI

members.

We are an out going call center.

CALL BACKS Managers Only

No Calls From Home

No Giving Cell Number

Jessica Poole – Assistant Manager

No Shows

NQ’s

Cancellations

FOCUS & PREPAREDNESS

Leave Issues at the

door

Keep Talking Down to

a Minimum

Awareness of City,

Dates, and Times

Script

Booking Sheets

Addresses

Writing Utensils

No Personal Calls

ATTITUDE & SELF MOTIVATION

Be Positive

Smile and Dial

Don’t Allow Last Call to Affect the Next

Be Proud of Accomplishments

Keep Eye on Objective or Goals

Strive to Improve

BOOKING DAYS Two Days at a Time Only

o Do Not Overload Client w/ Days and Times Always answer question with – Which day

works better for you? They’ve Made an Investment – Advantageous

to attend to learn about newly implemented benefits

Proper Screening – Avoid NQ’so Are they a timeshare deed ownero All members listed on the deed MUST attendo Meeting will last 90 minutes!!

Firm and Assertive Closing

COMMUNICATION‘Every word creates images in the mind

of the caller…..’ Tone

Monotone Disinterested Emotional (e.g. Anger, Stress, Panic, etc.)

Volume Loud Whisper Hard of Hearing Calls

Speed Racing through script

COMMUNICATION CONT.

Listening What does ‘Client Need’ and Give it! Are They on the Fence Are They Angry or Dissatisfied with RCI

Language Use Positive Vocabulary

Advantageous, Enhancements, Investment, Savings

Open Ended Questions Who is on the Deed What Time Works Better for Your Schedule

OPENING STATEMENT

SmileBe SincereProject Enthusiasm

Emotions can trigger the sale,

but emotions can also destroy the

sale. One definition of sales is ‘a

transfer of enthusiasm from one

person to another’

CLOSING STATEMENT Firm Commitment

Let them know by reserving this

appointment another party will not be able

to attend, so can I count on you to be there?

Give Reminder of Set Appointment

I have your reservation scheduled for

(Time)____, at (Restaurant)_____, on (Day)

____. Thank you and enjoy your meal.

CONFIRMING Must Be a Firm Confirmation

Put me down and let me check with my spouse Is NOT a firm confirmation

Reiteration Length of Meeting Must Be a Timeshare Owner All Deed Owners Must Attend

Assertive If I reserve this time for you another party will not be

able to attend…..

Quick and Happy Wrap Up

ROLE PLAYoScenario’s• Difficult Calls

• Eager Client Calls• Full Script Reading

• Incomplete Script Reading

oDiscussion’s

GOALS Personal

Daily, Weekly, Monthly

Short Term

Long Term

Professional

One Per Hour

Eight A Week

80% a Week

LEAD SHEETS Notations

Disconnected Number (DISC) No Time Share (NTS) Wrong Number (W#)

Marking Out Names One Line First Name on Left

Doodling Distances From Restaurant Dots On Left Side of Lead (Keep Place) Dashes In Lead Telephone Numbers

Company Property Immediate Termination for Copying or Taking Home Leads Possibility of Charges Pressed for Theft

QUESTIONS