Now I have your attention, have you ever considered why the reseller cannot re sell your timeshare, yet the resorts salesmen can? Are the resellers bad at their job? Are they the “el thicko’s” of the sales profession?
Are the resort sellers the best of the best?
On the face of it and by result you could quite agree with the headline question, if you did not consider two factors;
Geography and Pressure.
Who we are, our wealth, idealism opportunities, mannerisms and beliefs all flow from geography. What we believe, chose and desire again originate from geography.
When pressure is applied and we are moved out of our geographical comfort zone, we can tumble into agreements we would not normally make. On holiday with friends and having fun you naturally drop your guard, you want to engage with people so you gain enjoyment, have a giggle, then in comes a wolf dressed in sheep’s clothing, the fox donning a red cape.
The Resort
The Resort is all full of holiday makers; all have time to stroll about, daydream and “chitter-chatter” about nothing. In this back drop the aspiring steely eyed sales teams full of lip smacking smiles will engages you so as to offer good tiding and great news of a fantastic opportunity.
Holiday mode is a term given to the feeling one is in during the period of holidays.
In holiday mode,
YOU DONT: – wish to engage in any academic or scholarly activities, taxing issues or contractual thought processes.
You don’t want to learn and/or listen to lectures or engage with work talkers
YOU DO; wish is to relax, have fun, converse and enjoy what you have worked for. One very common effect of holiday mode is a complete lack in ambition to complete anything.
Another effect of being in holiday mode is a feeling of total incomprehension. You just don’t know what is fully going on. In Holiday mode you change from being alert to important issues to actually not knowing what day it is tomorrow.
In this backdrop the timeshare salesman has a huge advantage.
On the other hand:-
The Resellers
Passing timeshare consumer trade on the high street is like getting a visit from a “Marlys Ghost” apparition.
These resellers have no visual aids, no sun drenched beaches, tapioca sandwiches, whelks, eels and tipple over liver bombs. The only tool they have is the internet and “boy do they litter it” with pitches and pontificating.
In essence, what the reseller and the resorts sell is exactly the same, yet the resorts tills are ringing and the reseller’s tins have cobwebs.
On holiday you will part with thousands at home you yelp “HOW MUCH”.
The cooling off period
This is why we have cooling off periods so that consumers can re focus when you are out of holiday mode. Saying this cooling off periods are not an effective tool. When a contract has been signed in holiday mode, days or sometimes week pass before you get home. Many other matters take over and to get an appointment with a solicitor to get advice takes time.
What you are told
Clearly what consumers are being told in timeshare presentations is very different from what is explained by re sellers.
They resort sellers have face to face meetings as both are in the same location where as re sellers operate predominantly remotely (on an internet). Again Geography comes into play.
There is also a lack of information provided by facial reaction. Therefore being geographically remote is also hampers sales.
Geographical Confrontation
Confrontation is a discord or a clash of opinions and ideas; it’s a showdown or a square off. Alexander the great explained “if you can choose the location of the battle you win advantage.
In resort sales presentations the battle for the sale is on the salesman’s home turf and he has helpers in the wings. A salesman tells you the best that the product offers and avoids the worst. You naturally confront the sales man so as to drive a bargain.
Face to face confrontation is difficult, stressful and tiring and you are on holiday. Knowing you have a cooling off period, you avoid holiday confrontation preferring to confront them whilst in the comfort of your own home on your own turf and remote. Dependant on circumstances and the availability of legal advice, you could be easily locked in.
The re seller barrier is remoteness. If you not happy and want to confront the situation you can you effectively on the phone and can leave the conversation any time you wish.
You can take your time! If they send you the contracts you can listen to your own voices take your own advice and without a salesmen chirping in your ear.
Presentations are a very dangerous place to be in for consumers. That why they are called the boiler rooms and caldrons as you are taken to boiling point and when you sign all the pressure appears to vanish.
Conclusion
The resorts are successful because of geography, you are in their kennel. The resellers are unsuccessful as they don’t have that advantage. The interesting thing is the product is the same. When you have chance to read the contracts, digest the burdens and reflect, you will not enter into the timeshare agreement.
Timeshare is sold and never bought… It is sold the same way all over the world and the same problems exist all over the world.
There is a simple and sensible answer to all of this. Let the presentations take place, listen to what you are told and take away all the information, legal packs and brochures. They should introduce a mandatory consultation with a solicitor, have the consumers own solicitor sign to confirm that they have been advised correctly and enter into the agreement after receiving advice.
This is done in employment terminations whereby there is an imbalance in the parties.
For more information regarding this article or assistance in any other timeshare related issues please contact the TCA on 01908 881058 or email: info@TimeshareConsumerAssociation.org.uk