Description
Once mastered, sales is a creative and highly rewarding skill that can be both monetarily beneficial and effective in personal, day to day interactions. This book is meant to be an easy reference for the development of proven sales tactics. Many of the tactics in this book are based on simple psychology; the advantage is being able to predict what people will say and do in certain situations. The tactics outlined in this book were developed from my experience as an OPC agent. OPC stands for “off property contact,” which is the most commonly used term to describe timeshare marketing agents. The job of an OPC agent is to talk to hundreds of people each week and convince them to commit to a date and time for a timeshare presentation. Given the negative stigma associated with the timeshare industry, one can imagine the uphill battle that every OPC agent faces in the field. That being said, rest assured that the tactics presented in this book are tried and true. The time allowed for an OPC agent to make a sale is very short – typically, only one or two minutes is all that’s available. People with sales backgrounds of many kinds have tried the role of OPC agent thinking that it would be just like selling cars, clothes, houses, etc. The truth of the matter is that quick sales and long sales are very different, but quick sales tactics can still be applied to long sales, too. Lucky for you, no matter what type of sales skills you are seeking to strengthen, this book will benefit you. Each chapter of this book stands on its own and can be practiced separately from the others. The chapters are short and to the point; they are meant to be easily understood and practiced. Don’t take pride in finishing this book in a day; instead, take pride in putting each chapter to use. After all, reading a book on how to play piano isn’t nearly as effective as actually practicing playing the piano. The same holds true for developing sales skills. Simple things are powerful and powerful things are simple. This book is both simple and powerful. First and foremost, Forest is a teacher. He found his way into the world of sales inadvertently. His original aim was to become a foreign language instructor. With an undergrad in psychology he found it impossible to acquire a profession in his desired field. Despite having lived in Germany as an exchange student and having lived in Japan as an English instructor, he could not find a position teaching foreign languages in America without the relative prerequisites. While pursing his graduate degree in linguistics, Forest took a part time job in timeshare marketing with Silverleaf Resorts. He quickly realized the monetary potential that sales had to offer, and he allowed that position to be the engine of growth that payed for his schooling. Once he acquired his graduate degree, he was offered a management position in timeshare marketing. A choice had to be made: continue on the path to academia or stick to sales. The answer was clear. Having combined his sense for teaching along with his sense for sales, Forest has found his true calling. Forest’s teams of marketing salespeople annually set sales records. If anyone can combine years of sales experience into a compacted course, then he has truly provided it for you. Rest assured that the direction offered from Forest is the same direction he has offered to many up and coming salespeople. Years and years of successful sales training has fine-tuned his process. Allow him to show you how deals are done and you will be closing deals in no time.
