Press Release: The Timeshare Beat
December 7, 2001
HONOLULU, HI -- On December 1, 2001 the long-awaited preview of the of 'The World's Oldest Profession'; an industry
sales training manual, was released to thousands of enthusiastic readers who had requested an online preview of
the first chapter, the forward and information about the author.
'The World's Oldest Profession' was developed and written by Rod Hackman, a 20 year sales and marketing veteran
of the timesharing industry with vast experience in both the national and international markets. Hackman is also
a founding partner and President of The Timeshare Beat, Inc.
The global response from the audience that previewed the materials online was so successful that the first printing
of 300 copies sold out in a matter of hours. A new printing is being developed and is expected to be released during
the first quarter of 2002.
According to Mr. Hackman there is a real need for effective sales training in the industry, which is one of the
reasons he developed this manual and has made it available to everyone who needs help.
Hackman stated that most companies simply have not devoted the time nor resources to train their sales staffs properly
and asserts that any individual or company that is not closing in the net 25% range would benefit from the information
in 'The World's Oldest Profession'.
When asked why Hackman selected the title that he did for the training manual, his response was, as clearly illustrated
in his book, "Before anything, and I do mean anything, is purchased, first and foremost it must be sold.
Thus, the world's oldest profession is salesmanship."
'The World's Oldest Profession' covers virtually all aspects of the industry from a sales perspective, including
selling vacation ownership plans during troubled times such as the current situation affecting the travel industry
due to the recent events of 9/11.
One unique technique that is revealed in this training manual deals with conveying to prospects that the sales
agent is not a sales person solely interested in a commission but instead is a travel professional who can provide
a long term travel relationship for their client.
Hackman openly admits that 99.9% of all sales people and companies in the industry don't think in terms of being
travel specialists, but insists that it is critically important to convey that message during the sales presentation.
In his book, Hackman writes: "First and foremost, in this industry you are a sales person. However, particularly
from the consumer's perspective, you are also in fact a travel expert and if you enter (or are currently in) this
industry and do not think of yourself, in part, as a travel specialist then you are already off to a less than
glowing beginning.
"Consumers, whether shopping for draperies or new household appliances for the kitchen at Sears or test driving
a new vehicle at the local dealership on a Saturday afternoon, simply do not like nor trust 'sales' people in general.
"In the timesharing industry, one of the most difficult obstacles that sales people must overcome is to develop
a personal mannerism that, from the consumer's perspective, separates them from the perception that they're just
a sales person who is focused on a 'commission'.
"Although you would be hard pressed to find sales people in the timesharing industry who think of themselves
as travel professionals, you will also discover that the ones who don't are the same sales people who only earn
a third of what they should be earning each year.
"It is also true (in this industry) that the companies that employ sales people also do not think of these
people as travel specialists and you will most likely never encounter a sales meeting or training session that
focuses on 'travel'."
Hackman added that: "Traditionally a travel agent is often thought of as the kindly man or woman who sits
behind the desk at the local travel agency and simply shows glossy brochures to prospective globe trotters and
occasionally offers a few recommendations or travel suggestions.
"Once the travelers' budgets are determined and they select their destination, the agent confirms the accommodations,
books their air passage etc. and the happy travelers are off on their way to a new, exciting destination and travel
experience."
Referring to sales people in the vacation ownership industry, he writes: "In the travel industry there is
another professional who essentially provides the same service and also assists would-be globetrotters prearrange
their vacation needs. These agents usually work less than a 6-hour day, 4-6 days per week and they, too, present
travel brochures, reservation procedures, accommodations availability and all other air, land and sea travel opportunities
to their clients."
The World's Oldest Profession has been developed to help those new to the industry as well as assist current sales
professionals improve their presentational skills and closing techniques.
A free preview of the first chapter, "Don't Tell Anyone You Read This Book", including the forward and
information about Mr. Hackman, can be previewed online at: http://www.thetimesharebeat.com/oldest.htm.
Rod Hackman can be contacted at:
rhackman@thetimesharebeat.com
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