Access President, Casey Kleinman, recently published advice on how to overcome objections in the sales process through ongoing incentive programs. The article, "When People Say No: The Power of Ongoing Incentive Programs" was featured in Developments Magazine, a resort and timeshare industry publication, and outlines how companies can counter the economic downturn with programs specifically designed for customers that at first say "no."
An ongoing incentive program is essentially a customer loyalty program for those who should be your customer, but aren't yet ready to commit. Prospects cary and use your company's "customer loyalty card" even before they are a customer, reaping the benefits and building goodwill. The result is simply an extended sales process that increases your chances of turning no into "yes."
Whether or not you are with a resort, timeshare company or elsewhere in vacation industry, if your sales process can benefit from effectively holding on to the prospects who say "no," take a moment to review Casey's suggestions.
ARDA Developments Magazine When People Say No: The Power of Ongoing Incentive Programs" by Casey Kleinman