The Art and Science of Resort Sales [Paperback]

Dennis McCann (Author), Ben Gay III (Author)

Book Description

Publication Date: August 1999

"The Art & Science of Resort Sales" was written by Dennis McCann and Ben Gay III as an addition to the world-famous "The Closers" series of books, cassette programs, newsletters and seminars. It takes all of the information in that material, showing you how to tailor it for the timeshare/fractional/membership industries. Loaded with specific presentations and strong selling techniques, it's a must if you're in any aspect of resort sales.

Editorial Reviews

About the Author

Two heads are better than one, especially if one is Ben Gay III (one of the most famous salespeople/sales trainers alive), and the other is Dennis McCann (a legend in the timeshare business)! Taking the best from both, "The Art & Science of Resort Sales" teaches you the specific skills that enabled each of these men to rise to the top of the selling profession and stay there. Gay, for instance, has been the #1 salesperson at every company with which he has ever been associated. Now you can find out how he did it!

Product Details

• Paperback: 124 pages
• Publisher: LJR Group (August 1999)
• Language: English
• ISBN-10: 0942645073
• ISBN-13: 978-0942645071
• Product Dimensions: 8.5 x 5.4 x 0.4 inches
• Shipping Weight: 5.6 ounces (View shipping rates and policies)
• Average Customer Review: 3.0 out of 5 stars  See all reviews (6 customer reviews)
• Amazon Best Sellers Rank: #381,302 in Books (See Top 100 in Books)
  • #95 in Books > Business & Investing > Real Estate > Sales

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Customer Reviews

Most Helpful Customer Reviews

6 of 6 people found the following review helpful:

5.0 out of 5 stars Fantastic, June 10, 2002

By 

Daisy Lily (Boston, MA USA) - See all my reviews

This review is from: The Art and Science of Resort Sales (Paperback)

I was given this book from a veteran rep in the industry and I have to say: this book is so helpful, especially when it lists the objections and how to overcome them. I was very happy to know that I'm not the only rep out there who has heard, "I need to pray about it." I would recommend it for anybody just starting out in the business. That way, the first time you hear "We don't make snap decisions," you'll know exactly what to say!

10 of 12 people found the following review helpful:

5.0 out of 5 stars THE ART AND SCIENCE OF RESORT SALES, May 28, 2000

By 

JASON MORTON (OCEANSIDE,CALIFORNIA) - See all my reviews

This review is from: The Art and Science of Resort Sales (Paperback)

THIS WAS A VERY INFORMATIVE BOOK.IT IS THE ONLY WRITTEN FOR THE TIMESHARE/RESORT SALES PERSON.USING THE METHODS IN THIS BOOK WILL UP YOUR CLOSING PERCENTAGE GUARENTEED.I HAVE ONLY BEEN SELLING VACATION RESORTS FOR ABOUT 6 MONTHS AND I AM ONE OF THE TOP REPS AT MY SITE BECAUSE OF THIS BOOK!

1 of 2 people found the following review helpful:

3.0 out of 5 stars OK Book, March 17, 2009

By 

Aaron T. Swain (Honolulu) - See all my reviews

This review is from: The Art and Science of Resort Sales (Paperback)

There are a lot of sales books on the market, you have to do the research and find the ones that meet your style. For me, I liked Vacation Ownership Sales Training by Rita Brugger...