Training Manual

TRAINING MANUAL FOR PROMOTERS

For those who are truly interested in finding one of the best jobs in Cancun, take a moment to read our training manual about this lucrative employment opportunity in Mexico. If you think you have what it takes to start a vacation club career in Cancun, give us a call to arrange an interview.

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OVERVIEW OF THE JOB

Cancun’s position as one of the leading vacation destinations in Mexico attracts thousands of tourists from around the world looking for excitement, relaxation, inspiration and to sample everything that our great city has to offer. It is our job to persuade as many of the tourists that visit Cancun and Riviera Maya to take a tour of our vacation club at Villa del Palmar Cancun Beach Resort & Spa.
It is our goal and job to approach as many of the visitors to Cancun in as possible in a friendly and welcoming manner, followed by a charming invitation to take advantage of a tour of Villa del Palmar Cancun Beach Resort & Spa with a Club Caribe agent.

Your job in Cancun is one of the most important roles with our company, because you will be the first person that tourists come into contact with; you will be a first contact ambassador for our reputable Club Caribe brand. It is your job to inform each visitor about our vacation club, highlighting all the wonderful facilities, suites, activities and restaurants they will find at Villa del Palmar Cancun Beach Resort & Spa. You should emphasize some of the activities they could be enjoying year after year if they become a vacation owner with Club Caribe, which include boat trips and voyages, tours, and much more .

To help you learn the the most effective and harmonious way to be a success at your new job in Cancun as A vacation club promoter for Club Caribe, the following training manual provides some important guidelines about the position. It is our commitment to you to ensure that you receive all the the support and training that you need to be a successful promoter and start a new lucrative career in Cancun, one of the most beautiful places in the world to live and work.

“There are naturally great salespeople and then there are those who, with the right training, are naturally great at whatever they do!”

 

GENERAL OBJECTIVE:

When you have finished this brief training course for your new job in Cancun, you will completely understand the Club Caribe timeshare protocol for approaching visitors to Cancun and be able to describe the responsibilities of your new position as vacation club Promoter, as well as the five important steps to generating leads.

SUBJECT NUMBER 1

THE ROLE OF TIMESHARE AND VACATION CLUBS IN THE TOURISM INDUSTRY

The Main Objective
To fully understand the importance of Mexico’s tourist industry and the role of timeshare.

WHAT EXACTLY IS THE TIMESHARE INDUSTRY AND WHY IS IT SO IMPORTANT?
Timeshare and vacation clubs are an essential and fulfilling part of the tourism industry in Mexico and on a global scale. Timeshare owners can access and fully enjoy vacation properties in the top vacation destinations in Mexico that are fully furnished with appliances, furniture, and other amenities. Timeshare and vacation club owners have the right to use vacation properties within their particular program each year for a certain amount of days. The number of days will be determined by the timeshare contract signed and can be represented by a points system (as is the case of Club Caribe) or fixed and floating weeks.

PROMOTERS’ RESPONSIBILITIES TO TOURISM

First and foremost, the promoter has a responsibility to Mexico’s tourism industry at large, making sure to contribute to a positive and attractive image of tourism in Mexico. The Promoter is responsible for providing tourists with an array of options for activities, dinners, tours, and events, and can provide discounts as an incentive to attend a timeshare presentation. The Promoter should have knowledge of different destinations and activities in Mexico, and Cancun in particular, that may be of interest to visitors and be able to recommend safe and effective transportation for tourists to reach such sites of interest. The promoter should uphold a pleasant and polite demeanor, even if the clients are not interested in taking a tour.

SUBJECT NUMBER 2
PROMOTER’S QUALITIES

Main Objective:
To recognize the kinds of qualities required to carry out the job successfully.

1. WHAT IS A PROMOTER?

The Promoter is the first person who comes into contact with the tourists in Cancun representing Club Caribe vacation club.
The Promoter provides tourists with information about all the activities they can enjoy in Cancun and throughout Mexico.
The Promoter is the first position in a long line of agents who share the common goal of making money.

2. WHAT DOES A PROMOTER NEED TO DO TO BE A SUCCESSFUL PROMOTER?

● Understand the timeshare industry and its benefits
● Know about all the activities in the area
● Must be bilingual (English is essential)
● Have a positive attitude
● Can establish relationships easily
● Creative
● Responsible and mature
● Self-disciplined
● A passion for sales
● Driven, ambitious, and goal oriented.

3. WHAT ARE THE PROMOTER’S DUTIES?

The Promoter’s main duty is to be able to successfully approach tourists in a friendly manner to encourage them to visit the vacation club at Villa del Palmar Cancun. Once the Promoter persuades the tourists to attend a tour, the Promoter may provide the clients with discounted tickets for activities, dinner vouchers to the best restaurants in Cancun, or provide them with other gifts for their time.

4. WHAT MAKES A SUCCESSFUL PROMOTER?

A successful promoter possess several qualities. The promoter should be able to capture the attention of any tourist they come into contact with by telling a personal, engaging story. To be a successful storyteller, you should think about how you would feel if you were in a different country and approached by a complete stranger on the street. You would want to bond with that stranger, so they feel comfortable. This is no great secret, you simply need to focus on the unique attributes of your personality and use them to your greatest effect and figure out how you can be of service to the tourist, helping them towards enriching their lives with a timeshare.

EVERY PERSON IS A POTENTIAL HAPPY SALE

5. TO BE A SUCCESSFUL PROMOTER, THERE ARE 7 IMPORTANT SKILLS TO MASTER:
Creativity, goal setting, timing, energy, desire, persistence and ability.

6. 90% OF PROMOTER’S FAIL, WHY?
The main reason that 90% of Promoter’s fail is they just give up too soon. They don’t have the drive and vision.

7. WHAT ARE GIFT PACKAGES?
As an incentive to help encourage visitors to Cancun attend a presentation, we offer an amazing gift package, which includes land and sea activities: car rentals, dinner vouchers, Mexican fiestas, and other activities.

8. MUNICIPAL REGULATIONS AND PROMOTER’S CODE OF CONDUCT

PROMOTER’S ARE FORBIDDEN FROM THE FOLLOWING ACTIVITIES:
A) Working without the proper identification and permission from City Hall.

B) Approaching any tourists outside of their jurisdiction.

C) Being on duty without the proper uniform.

D) Doing any activity or making a sale that has not been authorized by the vacation club, which includes selling any of the tour tickets or dinner vouchers.
SUBJECT NUMBER 3

HOW TO GENERATE LEADS AND SALES

FIVE EASY STEPS TO GENERATE LEADS AND SALES

MAIN OBJECTIVE:
To remember and use the following five tips and steps with tourists to increase sales.

1. STOP AND INTRODUCE YOURSELF TO THE POTENTIAL CLIENT, PRESENTING WHAT YOU ARE SELLING.

2. QUALIFY THE CLIENT AND THEN PROMOTE A SPECIFIC ACTIVITY

3. FILL OUT THE INVITATION WHILE YOU CONTINUE TO PROMOTE THE VACATION CLUB

4. ASK FOR A DEPOSIT

5. CLOSE THE DEAL WITH A SMILE

1. STOP AND INTRODUCE YOURSELF TO THE POTENTIAL CLIENT, PRESENTING WHAT YOU ARE SELLING.

Practice lines and sayings that you can use regularly to break the ice so that your promotion sounds amazing and interesting. Then make light conversation depending on the response, so that you are welcoming. Asking an open question that requires more than a “yes” or “no” response is a good hook.

This is the most critical step for any Promoter. Once you have stopped your potential client, then what should you do? Here are a few things you could say:
— Hello, do you need a map of the city?
— How are you doing? Is this your first time visiting Cancun?
— Are you on your honeymoon?
— Can I recommend an excellent Mexican restaurant or tour?

Every Promoter will learn how to effectively catch the attention of tourists, but the first way to do this is to have a glowing smile, making eye contact, and being very enthusiastic. You have to think just like a tourist to be successful as a Promoter.

By asking a tourist a question, you can learn more about what their needs are. Statistics say that if five couples pass by you, then you should be able to stop at least one of those couples, which in time and with experience will be easy for you.

To fully break the ice, your questions must have a clear purpose and not be a yes or no answer. You have to fully understand what your clients’ needs are, and then you can offer the couple activities that meet those specific requirements. You should find out if the couple are already booked on tours while they are in Cancun, then this opens the door for you to offer them discounts for other tours or activities.

2. QUALIFY THE CLIENT AND THEN PROMOTE A SPECIFIC ACTIVITY
Find out what kinds of activities and tours your clients have already tried or wish to enjoy in Cancun, and then promote one that they haven’t tried. Once you have made sure the client meets all requirements as a potential sale, you can offer a discount on that tour as encouragement to attend the presentation.
Before giving any discounts, you need to qualify your couple first, but remember you can’t just qualify a couple just by looking at them. Many couples look like they will qualify, but perhaps don’t believe in credit cards. Start by asking questions, which include the hotel that they are currently staying at and so forth, to determine if they will qualify.

REQUIREMENTS OF QUALIFICATIONS INCLUDE:
● Have to be in the age bracket of 30 – 75 years of age and married
● Have to attend an hour and a half presentation
● An American or Canadian Citizen
● Have a valid major credit card

3. FILL OUT THE INVITATION WHILE YOU CONTINUE TO PROMOTE THE VACATION CLUB
This is the most important step of your job. You have to describe the vacation club from top to bottom, and not leave anything out! Be very detailed!

Examples Include:
We are one of the most reputable vacation clubs in Mexico. Our directors have more than 30 years in the timeshare industry in Mexico. Our resort is located on an exclusive location in Cancun where the beaches are white, and you can see Isla Mujeres clearly in the distance. The airport is only 35 minutes from the resort, and when you arrive you will know immediately that you are at a tropical paradise. The amenities are outstanding including 5 swimming pools, 5 gourmet restaurants and bars plus a kids club and world class spa and gym. You can enjoy a number of activities at the resort that include kayaking, paddleboarding, yoga, pilates, games and dancing lessons.

Words don’t give our resort justice. Seeing is believing, and that is why we are inviting you to this amazing view. When you arrive at the resort you will know that this is the place that you want to stay for your next vacation and more. We don’t have to pay for advertising for our resort, because instead of spending that money, we offer the discounts for your activities. One thing we do ask is that you donate 90 minutes of your time, then tell your family and friends about us.

While you are visiting our resort we will treat you to our delicious complimentary breakfast, and that is our gift to you, and also you will receive other discounts for activities. Don’t worry, because we put everything in writing, so you are protected.

4. ASK FOR A DEPOSIT

Asking for a deposit helps to ensure that the client is committed to visiting the vacation club. This deposit also reserves their space on the chosen tours.

Once the couple has filled out the invitation form properly and demonstrates that they fully qualify, you just simply ask the couple how they would like to pay for their tickets. If you are giving the tickets to them for free, you can ask for a deposit, making sure that you tell the couple their deposit is 100% refundable when they attend the presentation. The deposit is like a reservation that you are making on their behalf.

You can say something like: “Great, OK! I am going to need to secure your reservation with a $40 deposit,” and then ask the couple if they wish to pay in dollars or pesos. Let them talk, stay quiet for a bit. This will give the couple time to get their wallet. If the couple starts asking questions about the deposit, then you might have to go back to square one, and explain why you need the deposit. Don’t give up, just explain once again.

Be prepared to answer any questions that clients present to you. You have to answer the questions in a professional manner, so you should be prepared and not lose your patience.

Here is how you can prepare yourself with common questions or refusals:
A) WE’RE NOT INTERESTED

May I ask what part you are not interested in? Are you not interested in saving money on the activities that I am offering you and your spouse?
When the couple answers “yes”, then you refer back to the savings and benefits that you are offering the couple with the promotion.

B) WE HAVE A TIMESHARE ALREADY

That is great, then you know what a great idea timeshare is! What hotel is your timeshare membership with? I’m sure you are going to be really impressed when you compare our resort. Come and take a look, enjoy a free breakfast and see if you might like to add another timeshare to your vacation ownership portfolio.

C) WE ARE STAYING AT ANOTHER HOTEL

Wonderful, but did you get a welcome package at your hotel? If you haven’t, then let me give you some coupons, along with a bracelet that allows you to have a courtesy pass.

D) ARE YOU GOING TO BE HERE TOMORROW?



Well, one of my coworkers will be here… can’t I tempt you today with an extra gift from me. Do you drink tequila?

5. CLOSE THE DEAL WITH A SMILE

If the couple is satisfied with your presentation and promotion, then set up a place and time for the pickup, reminding them not to go with anyone else from another company. You should also remind them to bring their picture ID and a valid credit card.
Once you have all the clients information and their deposit money you should make sure that they know their transportation is provided to the resort. If the clients are married, then both must attend the presentation. A taxi can be taken to the resort from any hotel in Cancun, and the taxi will be paid for by us, then the couple will enjoy the presentation, followed by a complimentary breakfast.

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