Originally posted by 3DisneyNUTS
I sold my own product for years (I am a children's photographer) and I would have never said buy this package now or you'll spend more later.
Granted timeshares and photography are rather dissimilar industries, but let's try this on for size.
A potential client calls and says they want to meet to look at samples of your work, talk about packages, prices, etc. You meet with the individual for an hour. At the end, it's clear that the potential client is in the market for your services, but for whatever reason is unwilling to commit...wants to think about it for a few days...maybe meet with another photographer.
At the same time, you look at your calendar and realize that you have nothing scheduled for the rest of the day.
Is it completely inconceivable to think that you might tell the person, "look, I don't have any other appointments. If you agree to buy now, I'll take 10% off my normal prices."
If that little discount moves you from no chance of making a sale that day to some chance of making a sale that day, then perhaps it's a worthwhile offer.
From DVC's standpoint, when taking a tour, the Guide could easily spend a couple of hours with the potential member: touring the rooms, explaining the program, going over paperwork and financing options, etc. You could actually argue that giving 3 full days is generous! In the sales world, when you let the customer walk out the door without committing, your odds of later closing are greatly reduced. And, even in the event of a sale, you've almost certainly increased your sales overhead (additional phone calls, additional questions...perhaps the same questions asked two and three times.)
And, you have to admit DVC was at least up-front about the timing of the offer.
