We've heard it a million times...people don't wake up one morning and decide to buy a timeshare, so it has to be sold and the industry has to incent (bribe) people to come in for a sales presentation.
Interesting, isn't it?
Let's dig a little deeper. Let's look at timeshare, fractionals/PRC and traditional residences...all of them different levels of real estate interests.
In the consumers' mind the differences are: the cost, the usage and the relative importance of the purchases. In the case of the sellers, the differences are: the type of sales process and the duration of time allowed for the purchase.
Sales Process
Timeshare Fractional/PRC Residence
Client incented Targeted marketing Relationship/
to attend pitch Sought out Consultant
Duration
Must buy today Weeks/Months Weeks/Months
So far this is what we've all heard. But I thought for fun, I'd look at other types of purchases to see if anything else stays true to this way of doing things.
iPod Shuffle iPhone Mac
Weekend Trip 2 Week Tour 90 Day Cruise
CZ Earrings 2 Carat Diamond 10 Carat Bracelet
Iced Tea 2 Chicken Strips 10 Piece Bucket
And I could go on and on...
The point is that I can't find ANY other product or service that would make the timeshare-fractional/PRC-residence scheme hold any water. In none of the above cases does the "smallest" thing on the list require the bribe and the customer is not forced to buy it that day.
Simplistic? YES. I'll be the first to admit that comparing a timeshare to an iced tea and a residence to a 10 piece bucket of chicken is very simplistic.
But, sometimes simple is best. 35 plus years of making things complicated and not allowing people to buy your product; insisting that it must be sold has gotten the industry where?
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