sales tactics

[3DisneyNUTS]

[Q

DVC should inform folks about the three day rule before they tour. It's the right thing to do. [/B][/QUOTE]

Of course they won't because they stand to make extra $$ of people like me who believe what they say!

 

[Dean]

Originally posted by lisareniff
I want to clarify that I didn't think Disney was sneaky or below board but disagreed with their sales tactic. Putting a such a short time limit on a deal IS putting pressure on the customer to make a decision that he/she may be not ready to make. Of course some amount pressure, no matter how small, is required to sell. (one must at least ask!) The question is, is this too much? Those that come to the tour and have already researched DVC, probably not. But those that haven't gotten to that point, I think it is too much.

Our specific interactions with Disney were wonderful. We bought sight unseen and have been very happy. If we had gone down to disney and taken a tour, I would not have appreciated this deal if I was semi-serious.

And Disney should be able to put pressure on those touring to close the deal, that's what sales are all about. I can understand the idea of needing more time but it is the way it is and I'm glad DVD is above board about it. And to say they should tell people ahead of time is absolutely nuts. DVC is different but as a rule, very few people go to a sales presentation to buy a timeshare.

The OP was already investigating DVC prior to their trip and tour, it's not like they just went and toured on a whim. Still, Disney is usually so customer oriented that I would have expected them to give in if the OP put enough pressure on them. Remember that about 40-50% of the purchase price of most timeshares is marketing, commissions and the like. While DVC may be a little lower, I doubt it's much lower.

 

[3DisneyNUTS]

Originally posted by Dean
And Disney should be able to put pressure on those touring to close the deal, that's what sales are all about. I can understand the idea of needing more time but it is the way it is and I'm glad DVD is above board about it. And to say they should tell people ahead of time is absolutely nuts. DVC is different but as a rule, very few people go to a sales presentation to buy a timeshare.

The OP was already investigating DVC prior to their trip and tour, it's not like they just went and toured on a whim. Still, Disney is usually so customer oriented that I would have expected them to give in if the OP put enough pressure on them. Remember that about 40-50% of the purchase price of most timeshares is marketing, commissions and the like. While DVC may be a little lower, I doubt it's much lower.

Dean I agree with you on this, the sales profession is out to make sales. But my opinion of this tactic is that it does make the buyer feel rushed and penalized for needing more time. AND if they have waived the limit for one customer and not the other it is very non Disney like.

 

[kweaver]

Originally posted by 3DisneyNUTS
Cripes that is a year and a half worth of dues....what should i do let it go or call and complain? God now I am really bothered by this. I make it a point not to lie to get discounts I never use expired coupons etc...I expect the same treatment from someone when I could have just ignored his phone calls until we had it all together. UGH but nooooo I did what I thought was right and called him the night we landed. And told him every detail of how I planned to pay. UGh!

It depends on what you really want to do. Do you intend to buy from Disney anyway? Then I would just call and politely let him know:
- you are aware of more than one person who was able to get the discount after the three day period, and
- you are ready to buy XXX points right now if the discount is included.

(I'll be glad to give you our names and the name of the guide that helped us for reference...he's never been mentioned as a fabulous guide here at the DIS...for more than one reason I'm sure!)

If you don't intend to buy unless they come through with the discount you can take a little more agressive approach. Explain the research you have done here and what the results are. Let them know that you are still willing to buy, but they have 3 days <evil grin> to FedEx a contract to you with the discounted price.

Personally, I prefer the polite approach...but there are times where you are ready to stick to your guns (as I was) and let DVC know they have a *guest experience* issue.

There are always resales!

 

[3DisneyNUTS]

Originally posted by kweaver
It depends on what you really want to do. Do you intend to buy from Disney anyway? Then I would just call and politely let him know:
- you are aware of more than one person who was able to get the discount after the three day period, and
- you are ready to buy XXX points right now if the discount is included.

(I'll be glad to give you our names and the name of the guide that helped us for reference...he's never been mentioned as a fabulous guide here at the DIS...for more than one reason I'm sure!)

If you don't intend to buy unless they come through with the discount you can take a little more agressive approach. Explain the research you have done here and what the results are. Let them know that you are still willing to buy, but they have 3 days <evil grin> to FedEx a contract to you with the discounted price.

Personally, I prefer the polite approach...but there are times where you are ready to stick to your guns (as I was) and let DVC know they have a *guest experience* issue.

There are always resales!

Katie I already bought and am finding out after the fact that they waived it for some even though my guide saide Disney would not allow it

 

[kweaver]

Oh...sorry (kicking myself for not rereading the beginning of this thread!).

Well...unfortunately there's not much else to do at this point. Just bringing up this topic has informed and helped someone else make a smart decision.

 

[3DisneyNUTS]

Originally posted by kweaver
Oh...sorry (kicking myself for not rereading the beginning of this thread!).

Well...unfortunately there's not much else to do at this point. Just bringing up this topic has informed and helped someone else make a smart decision.

Yeah that is why I bought it up. I was thinking about it today and was wondering if it was enforced for all or not really. Thanks .

 

[lisareniff]

Originally posted by Dean
And Disney should be able to put pressure on those touring to close the deal, that's what sales are all about. I can understand the idea of needing more time but it is the way it is and I'm glad DVD is above board about it. And to say they should tell people ahead of time is absolutely nuts. DVC is different but as a rule, very few people go to a sales presentation to buy a timeshare.

The OP was already investigating DVC prior to their trip and tour, it's not like they just went and toured on a whim. Still, Disney is usually so customer oriented that I would have expected them to give in if the OP put enough pressure on them. Remember that about 40-50% of the purchase price of most timeshares is marketing, commissions and the like. While DVC may be a little lower, I doubt it's much lower.

As you can tell, Dean, I do not really appreciate the art of the deal. Infact, I usually proceed the word salesman with slimy.

 

[anniet]

I really still don't see what was so "sneaky" about this whole thing.

Other timeshares give you an offer for that day only!!! Disney gave the 3 days, plus another 2 weeks to think it over after the papers were signed...something I don't believe others do....that's a total of 17 days, that's pretty generous IMHO. If you can't say for sure by then if you want it, then you probably don't. If someone wants to do their own financing they could initially take the DVC financing and then pay of the DVC loan when the other finances come through. Also if I remember correctly they were pretty slow with the financing--we bought in March and the loan began in May or June, so there was definitely time to investigate alternatives.

And who DOES take their financial info with them on vacation? I took the Disney financing, and told them I wanted my savings account debited, but obviously didn't know the numbers off the top of my head--I gave them all the info they needed when I returned.

I think this thread is an attempt to disparage DVC's methods of selling DVC and I just don't buy it....there are too many other timeshares out there doing people way dirtier than DVC. I have to commend them on saying what they mean and meaning what they say. Something not often found in sales or anywhere else these days.

 

[TheRustyScupper]

1) A three-day DVC discount offer is fine.
. . . it is meant to gt you to buy while still on vacation.
. . . the object is to not lose a sale by letting people over-think.
. . . it is above board, and applied equally to all.
. . . it is good salesmanship

2) As to high-pressure, I am glad DVC is not.
3) There are several others that are not high pressure.
4) For those that are high pressure, I LOVE to play with them.
5) When I learn of a high pressure timeshare (and we have time)
. . . we make an appointment as late as possible
. . . this way they stay as long as they think we might buy
. . . we allow the salesman to go through the pitch
. . . we keep nodding our heads
. . . we show increasing interest and enthusiasm
. . . at the "close" we pause and talk it over
. . . we even get up and walk around weighing pros and cons
. . . one of us is "good cop" one of us is "bad cop"
. . . we go back and forth
. . . we get to the edge of buying, then back-off
. . . eventually their Closer comes in, and we do the same thing
. . . we ask what other inducements (freebies) they have
. . . at the end, we say we have to think it over
. . . at times, this is "almost" as much fun as a ride at WDW

 

[3DisneyNUTS]

Originally posted by anniet
I really still don't see what was so "sneaky" about this whole thing.

Other timeshares give you an offer for that day only!!! Disney gave the 3 days, plus another 2 weeks to think it over after the papers were signed...something I don't believe others do....that's a total of 17 days, that's pretty generous IMHO. If you can't say for sure by then if you want it, then you probably don't. If someone wants to do their own financing they could initially take the DVC financing and then pay of the DVC loan when the other finances come through. Also if I remember correctly they were pretty slow with the financing--we bought in March and the loan began in May or June, so there was definitely time to investigate alternatives.

And who DOES take their financial info with them on vacation? I took the Disney financing, and told them I wanted my savings account debited, but obviously didn't know the numbers off the top of my head--I gave them all the info they needed when I returned.

I think this thread is an attempt to disparage DVC's methods of selling DVC and I just don't buy it....there are too many other timeshares out there doing people way dirtier than DVC. I have to commend them on saying what they mean and meaning what they say. Something not often found in sales or anywhere else these days.

This is not the intention of the thread. Plus who cares what other timeshares are doing? Personally I think it is not fair that some are held to the 3 day limit and others are not. AND in my situation I needed more time. Not everyone should have to do things the way you did. It doesn't make it wrong that people may not want to sign on the dotted line immediately for whatever reason. I still bought, they still got my 13k and I am happy I own but should I just pretend that this gimmick doesn't leave a bad taste in my mouth? Should I not voice my opinion about it? Should it not be brought up so that other people know about it in advance? IMO things could be handled better with that incentive especially if the rules are bended for some.

 

[3DisneyNUTS]

Originally posted by TheRustyScupper
1) A three-day DVC discount offer is fine.
. . . it is meant to gt you to buy while still on vacation.
. . . the object is to not lose a sale by letting people over-think.
. . . it is above board, and applied equally to all.
. . . it is good salesmanship
WDW

According to this thread it is not equal to all. So how is that good salesmanship?

 

[3DisneyNUTS]

Originally posted by TheRustyScupper
1) A three-day DVC discount offer is fine.
. . . it is meant to gt you to buy while still on vacation.
. . . the object is to not lose a sale by letting people over-think.
. . . it is above board, and applied equally to all.
. . . it is good salesmanship

2) As to high-pressure, I am glad DVC is not.
3) There are several others that are not high pressure.
4) For those that are high pressure, I LOVE to play with them.
5) When I learn of a high pressure timeshare (and we have time)
. . . we make an appointment as late as possible
. . . this way they stay as long as they think we might buy
. . . we allow the salesman to go through the pitch
. . . we keep nodding our heads
. . . we show increasing interest and enthusiasm
. . . at the "close" we pause and talk it over
. . . we even get up and walk around weighing pros and cons
. . . one of us is "good cop" one of us is "bad cop"
. . . we go back and forth
. . . we get to the edge of buying, then back-off
. . . eventually their Closer comes in, and we do the same thing
. . . we ask what other inducements (freebies) they have
. . . at the end, we say we have to think it over
. . . at times, this is "almost" as much fun as a ride at WDW

See we aren't interested in the freebies and don't want to bother with the games of sitting through a timeshare presentaion with having no intention to buy whatsoever. It takes up too much time. I was honest with my guide asked more than once if we were held to the 3 days and were told Disney does not allow it (to be extended). Since I was honest with him I figured he was honest with me. Plus he was very professional and pleasent through the entire thing so why would we feel we needed to haggle and play games. I must have spoken with this guys for hours with the total amount of time we spent with questions etc and not once did he tell me there would be a time limit once we toured. So IMO it wasn't really disney like.

 

[Chuck S]

I must have spoken with this guys for hours with the total amount of time we spent with questions etc and not once did he tell me there would be a time limit once we toured.

But once someone has researched and had a LOT of contact with DVC prior to the tour, has all of their questions answered... How long do you expect a company, any company, not just Disney, to leave an offer on the table once you've taken the tour...3 days, 3 months, 3 years, until it is convenient for you to decide? The option was given to make a fully refundable deposit, giving you the option of extending the offer, or backing out. Should Disney wait indefinately?

 

[anniet]

Originally posted by 3DisneyNUTS
Not everyone should have to do things the way you did.

You are right about that.

But everyone does have to do things the way Disney wants them to- I was just making it work for me and still playing by their rules. And you're right it doesn't make it wrong for people not to sign right away, but they forfeit the deal-that's the risk they run. Look at it as an incentive to buy right there...if you don't want to, that's fine, but you lose the incentive.....What's wrong with that? It's not as if they charge beyond the asking price---people who didn't sign within 3 days just didn't get the incentive.

 

[kweaver]

The rules *are* bent for some...and there seems to be no rhyme or reason as to why.

If Mr. X is ready to buy, and the discount is available to the general public, Mr X should get the discount. Think of a rebate from an automobile manufacturer. The rebate has an expiration date. If you go test drive the car and talk to a sales weasle about it....you don't have to purchase it that day. You still get until the expiration date to take advantage of the rebate.

DVC now plays a sales game with people by:

1) Only providing real information (cost, point structures, etc.) if you talk to a salesperson at the "showroom" and take a tour.

2) Advertising discounts with no particular expiration date.

3) Letting people know (only once they took the tour) that because they spent time out of their hard earned vacation to come and talk to a DVC sales rep, DVC is going to now limit this discount offer to the next 3 days.

Personally, I think it's a bit underhanded and I think it will cause them to lose more sales than they gain. A strict rebate type policy would promote more goodwill with their customers and keep the positive word of mouth flowing along. I remember a time not so long ago when there was nothing but high praises for the DVC sales department. Things have certainly changed.

In June, I considered warning potential DVCers at DVC booths about the 3 day discount policy just so that they know what they are getting themselves into. Getting thrown out of the park would have put me in big trouble with the family, though!

Our interest in DVC began (along with the resorts and of course WDW) because of the comfort level of buying from a company with a no pressure sales policy. IMNSHO, Disney has gone one rung down the ladder and is now that much closer to being lumped in with the rest of the timeshare lowlifes.

QUOTE: But everyone does have to do things the way Disney wants them to.

Actually, they don't. They can choose not to buy, or they can purchase through resale. Or they can do what I did, and require the discount even after the three day period as a part of the contract. DVC is not a life necessity. If you aren't happy with the situation, vote with your feet...vote with your wallet (for all of you Clark Howard fans out there).

It will be interesting to see how Jim Lewis (is that his name) handles the sales policies at DVC. As always, there will be differing opinions on this topic. I'm not trying to sell (ha!) anyone on my point of view...just putting it out there to chronicle our DVC experience and provide some things to think about.

 

[3DisneyNUTS]

Originally posted by Chuck S
But once someone has researched and had a LOT of contact with DVC prior to the tour, has all of their questions answered... How long do you expect a company, any company, not just Disney, to leave an offer on the table once you've taken the tour...3 days, 3 months, 3 years, until it is convenient for you to decide? The option was given to make a fully refundable deposit, giving you the option of extending the offer, or backing out. Should Disney wait indefinately?

Chuck I am repeating myself but I will say it again even 14 days would be better then 3 I cannot even get a call back from a bank within that time frame unless I hound the person to death and even still I would definitely not get loan terms or anything finalized in 3 days.

Better even still why not just tell the customer before the tour. That way I wwould have nown at least.

 

[3DisneyNUTS]

Originally posted by anniet
You are right about that.

But everyone does have to do things the way Disney wants them to- I was just making it work for me and still playing by their rules. And you're right it doesn't make it wrong for people not to sign right away, but they forfeit the deal-that's the risk they run. Look at it as an incentive to buy right there...if you don't want to, that's fine, but you lose the incentive.....What's wrong with that? It's not as if they charge beyond the asking price---people who didn't sign within 3 days just didn't get the incentive.

BEACUSE it seems the rules do not pertain to all. That is what is not fair about it. And either way I don't have to agree with it and I am voicing my opinion of their "rule" had I been on the fence with wanting DVC it would have turned me off completely.

 

[3DisneyNUTS]

Originally posted by kweaver
The rules *are* bent for some...and there seems to be no rhyme or reason as to why.

If Mr. X is ready to buy, and the discount is available to the general public, Mr X should get the discount. Think of a rebate from an automobile manufacturer. The rebate has an expiration date. If you go test drive the car and talk to a sales weasle about it....you don't have to purchase it that day. You still get until the expiration date to take advantage of the rebate.

DVC now plays a sales game with people by:

1) Only providing real information (cost, point structures, etc.) if you talk to a salesperson at the "showroom" and take a tour.

2) Advertising discounts with no particular expiration date.

3) Letting people know (only once they took the tour) that because they spent time out of their hard earned vacation to come and talk to a DVC sales rep, DVC is going to now limit this discount offer to the next 3 days.

Personally, I think it's a bit underhanded and I think it will cause them to lose more sales than they gain. A strict rebate type policy would promote more goodwill with their customers and keep the positive word of mouth flowing along. I remember a time not so long ago when there was nothing but high praises for the DVC sales department. Things have certainly changed.

In June, I considered warning potential DVCers at DVC booths about the 3 day discount policy just so that they know what they are getting themselves into. Getting thrown out of the park would have put me in big trouble with the family, though!

Our interest in DVC began (along with the resorts and of course WDW) because of the comfort level of buying from a company with a no pressure sales policy. IMNSHO, Disney has gone one rung down the ladder and is now that much closer to being lumped in with the rest of the timeshare lowlifes.

QUOTE: But everyone does have to do things the way Disney wants them to.

Actually, they don't. They can choose not to buy, or they can purchase through resale. Or they can do what I did, and require the discount even after the three day period as a part of the contract. DVC is not a life necessity. If you aren't happy with the situation, vote with your feet...vote with your wallet (for all of you Clark Howard fans out there).

It will be interesting to see how Jim Lewis (is that his name) handles the sales policies at DVC. As always, there will be differing opinions on this topic. I'm not trying to sell (ha!) anyone on my point of view...just putting it out there to chronicle our DVC experience and provide some things to think about.

Katie thanks so much I feel the exact same way and you put it so much more eloquently. (did I spell that right lol)

And I agree plus now that I have no other option to recoup my $750 I can sure make my displeasure about it known and at least let others be aware.

Plus the underhanded nature of it was that I told my guide when we booked the trip in January that I would be there in a month and he could have easily told me then about the 3 days. That way I would have been prepared but instead he never mentioned it and in the end I got screwed for lack of a better term.

 

[Lisa P.]

...if they have waived the limit for one customer and not the other it is very non Disney like.

Isn't it just what businesses do? Disney is a business. They give special discount codes to some customers and not others (home state, conventions, group rates, etc.). They offer limited-time-only offers (pay for 5 nights, get 2 free, etc.).

Is it so different from seeing a TV ad for a brand new car... discounted if you buy in the next 48 hours only? That's a large purchase too and some folks may be able to haggle the discount later without having put down a deposit but most would not. Realistically, it would depend on a lot of things... is the salesperson willing to take a cut in their commission... does the parent company allow them to extend a special deal... does the salesperson know the policy... has the managing supervisor had his second cup of coffee yet?

Is that "not fair" or is it just business? For them to operate differently because they are "Disney" would deny the fact that they are a business and need to behave as such. Otherwise, you would not have a savvy manager to maintain your resorts into the future.