My first sales job was in fake timeshare. It was more of a lead in to get people to buy timeshare in Hawaii. It wasn’t a complete scam. It’s just that we sold you something for $7000 that you could’ve bought for 300 if you knew about it, which you didn’t.

When people bought, they got a free week in Hawaii and when they went, they learned that what they bought was a membership to a timeshare trading program where you could rent unused weeks. They were then informed that they were dramatically overcharged, but what we overcharge them could be used as a down payment on the actual beautiful timeshare in Hawaii. Then California made this practice illegal. I use the program to get a week in Mazatlan for $400 so it worked, it just wasn’t worth the money that we charged.

This is where I learned that 30% of a room or really all sales should close, because some people just mindlessly buy, wrapped up in their imagination. All you have to do is give them a little juice.

Before I started leading presentations and coming in on the backend to close, I would have to call over a closer to finish the deal. It was a rule.

I have seen a bunch of Donald Trump‘s. He is the closer that you absolutely do not want to call over to your table. He can only get that 30% close, if that. They fuck up good deals, these kinds of closers.

I mean, the man literally sells a vacation ownership program where people pay money to be a member of his hotel resort chain. What success he has had with them hasn’t come from a good sales pitch for his resorts. It’s comes from browbeating and rubber hoses, as we used to say.