ATSPI Positioning --Action Program

Wilmington, DE, January 04, 2007 --(PR.com)-- Sometimes what is right in front of you might be missed because it's too obvious...

ATSPI is pleased again to announce the second year of -ATSPI Positioning Action Program- which is attaining a great level of success; we know that new research conducted at the University of California has shown that trust is worth at least 17% of the gross price of a product or service. This means as Timeshare Sales Professionals we can increase prices by 15-16% and we will not lose sales. It also means that without trust, customers buying timeshare will not feel cost-effectively safe and might leave without buying and may even buy from someone else whom they trust more. Quoting Compton VanSluytman, Director of Training Certification, ATSPI Education “Unless a resort has the monopoly, the ability to generate trust is the most profitable skill resorts will possess”.

We know through different studies and conclusions that a prospects' trust is not specifically in the Timeshare product but rather in the Sales Centers' Representatives. The key to increasing sales in Timeshare is building that rapport and trust.

Much evidence shows that the quicker Timeshare Sales Professionals gain the prospect's trust confidence that we care about him/her, the more profits we will see in the end. In fact, as Sales Professionals the trust concept is proven on a daily basis. Simple and easy, according to ATSPI members, “with a little trust, consumers will buy from us.”

Today professionals in our industry are looking for ways to improve results, provide a more positive overall image, lower sales and marketing costs, produce higher VPG and enhance developer profits.

Evidently, fostering trust is the essential ingredient in guaranteeing the industry's credibility. Obtaining a Timeshare Trust Mark positioning depends mostly on how prospect feels about the transaction and how it's being delivered. A Trust Mark position cannot be found in the Timeshare marketplace; it must be developed in the consumer's mind.

However, we know that trust is difficult to earn and is rarely given quickly. Today's vacation consumer is savvy and demanding; he or she wants good value and is often willing to pay more for vacations that deliver more.

"Price is no longer the most important criteria, when selling Timeshare. Building and maintaining trust is now leading the way as it implies the delivery of quality and convenience to make the most of the Timeshare-vacation experience for the consumer,” said Nad Nouisser, President of ATSPI.

Trust in sales is the level of confidence you have that the Salesperson will do what is best for the developer or sales center. However in an over saturated vacation market, the paradox is that nothing is more important than communication. This change can only be implemented by providing continues support to both prospects and to Sales Professionals / Sales Centers. This is accomplished through widespread educational efforts, publications, interaction, and ongoing discussion groups.

ATSPI's belief is that trust-based Timeshare businesses will, in the end, have higher sales volumes and lower marketing costs than Timeshare companies that survive on old paradigm-based sales & marketing strategies.

We know that it takes money to build a share of trust, that it takes money to establish a position of trust, and that it takes money to hold that position of trust once it has been established.

To that end, ATSPI is committed in reaching our industry goal a -Trust Mark- for the Timeshare industry (sales & marketing).

ATSPI - ATSPI - The Association of Timeshare Sales Professionals-International

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