• Recognition & Credibility
• More sales
• Professionalism
• Efficiency



Sales are about building relationships, focusing on your customers' needs and meeting your company's expectations. The CTSP will provide you with both hands-on practical skills and a strategic understanding of pure key Timeshare sales issues.

To succeed in today's highly competitive marketplace, salespeople need to not only have knowledge of their own products and services, but also an understanding on how to become a successful sales person overall. Salespeople have to act as advisers, problem solvers, guides and consultants; and be able to demonstrate how they can promote progress, profit and enhanced customer satisfaction for their clients.

This course explains the various roles and responsibilities of the professional Timeshare salesperson. It demonstrates how, through skill, self organization, knowledge and strategy, he / she can effectively make sales and increase efficiency.

After the completion of the CTSP course, the Timeshare Sales Professional will be able to

• Discover best practices in Personal Timeshare Selling.
• Identify basic effective steps in the Selling Process.
• Explain why product and service are vital.
• Establish trust and confidence between the Sales Consultant and the prospective client.
• Identify techniques to effectively gather information from the guest.
• Make optimal use of his / her time.
• Identify and satisfy customer needs.
• Make the presentation.
• Demonstrate closing sales skills.
• Increase sales revenue.
  Comply with ATSPI Code of Ethics

Who should attend?
This course is especially valuable to:

• Those who are new to sales or are contemplating a career in Timeshare* Sales (Shared Vacation).
• Those who are already involved in Timeshare sales positions from Agents to Vice-presidents, but lack formal training, could use a refresher or wish to be on the cutting edge of industry information.
• Those in Timeshare management who are dependent on or responsible for sales results, but do not possess a sales background themselves.
• Those who need Timeshare industry recognition.

Note: For practical purposes the term "he" will be used throughout the CTSP course referring to all students male and female and is not intended to discriminate any particular gender.

* Timeshare" we also mean "Vacation Ownership", Fractional Ownership, Private Residence Clubs, Shared Vacation, Space Share, Holiday Ownership, Time Share, Hotel-Condo Share, Vacation Clubs, Memberships, or Points System".

"There are only two choices in Timeshare Sales; make progress or make excuses".



___________________________________________________________________________________________
The Association of Timeshare Sales Professionals-International [ATSPI]
Certified Timeshare Sales Professionals- CTSP

1. I. S.O.L.D - The meaning of I SOLD
   
2. TS012 - The Preparation: - Objective: This lesson is designed for persons who are already involved or starting a career in Timeshare, Fractional, Vacation Ownership or Membership Sales and wish to improve their sales closing techniques and efficiency.
   
3. TS013 - Industry Knowledge: - Objective: This lesson will provide you with comprehensive resources and information about the Timeshare Industry as a whole... from weeks, through points, to statistics.
   
4. TS014 - Product Knowledge: - Objective: In sales you must be fully knowledgeable about your product, but you do not need to tell all. In this lesson you willdiscover how effective product knowledge is.
   
5. TS015: I: --as Introduce and Sell Yourself - Part I: - Objective: This lesson will elaborate on the first contact with your prospect.
   
6. TS015.01 Introduce & Sell Yourself - Part II: - Objective - As a follow up to Part I, this lesson will provide additional scripts and content in order to stress the importance of that first impression.
   
7. TS016 - S: --as Scan and Collect Information (The Survey): - Objective: The survey is the pillar of your sale, it is the discovery process, which means, it is the key element to improve your closing skills. In this lesson you will discover how to conduct a survey effectively.
   
8. TS017 - Podium Speaker: - Objective: Many Sales Consultants think that the podium speaker, or being present in the podium, is the least important task. That is not true. In this lesson, the sales consultant will learn how to increase efficiency, thanks to Podium Speakers.
   
9. TS018 - The Tour: - Objective: This lesson will illustrate how to properly conduct a tour on the resort property or at an offsite sales center.
   
10. TS019 - O: as --Organize and show your product Part I: - Objective: The sales presentation is what ties your Scan & Collect Information process to your Lead & Commitment results. This lesson will discuss the importance of this step.
    
11. TS019.01 - Organize and Show Your Product - Part II: - Objective: The Sales Professional must master the most important aspect of the sales presentation. Previously, with the main lesson we learned about the dish and recipes. The presentation is like your main dish and the spices could be endless.
    
12. TS020 - L: --as Lead to Commitment: - Objective: This lesson will demonstrate to Sales Professionals how to coach (not to force) prospects on committing to buy your vacation plan.
    
13. TS021 - D: as --Dollars and Close: - Objective: Asking for the money or for business requires confidence and tact. This lesson will cover proven methods to acquire these skills. "When it is a question of money, everybody is of the same religion".
    
14. TS022 - Call for Assistance: - Objective: In this section you will learn the proper way to ask for assistance. Asking for assistance is so important; it could lead to a guaranteed loss of sales if not done properly.
    
15. TS023 - Words to Avoid: - Objective: A very simple lesson, yet very important. These are the "proven words to avoid" during your Sales Presentation. Your sales will increase effectively.

More Class Lessons...