Editing Timeshare (section)

===The tour===
The prospective buyers (or "prospects") are seated in a hospitality room with many tables and chairs to accommodate families. The prospects are assigned a tour guide, who may be a licensed real estate agent. Procedures vary from venue to venue. After a warm-up period and some coffee or snack, a podium speaker welcomes the prospects to the resort, and shows a [[promotional video]].

The prospects are then invited to take a tour of the property. Depending on the resort's available inventory, the tour will include an accommodation that the tour guide or agent feels will best fit the prospect's family's needs. After the tour, the group returns to the hospitality room for a verbal sales presentation. During the presentation, they are handed the resort exchange book from [[RCI (company)|RCI]], [[Interval International]], or whatever exchange company is associated with that particular resort property. The prospects are asked about the places they would like to visit if they were timeshare owners. The rest of the presentation is designed around the responses the prospective buyers give to that question.{{cn|date=September 2022}}

If the guide is licensed, the prospect is quoted the retail price of the particular unit that best seemed to fit the prospective buyer's needs. If the tour guide is not a licensed agent, a licensed agent steps in to present the price. If the prospect replies with "no", or "I would like to think about it", the prospect will then be given a new incentive to buy. This incentive will usually be a discounted price that is only "good today" (which is untrue). If again, the reply is "no", or "I would like to think about it", the sales agent asks the prospect to please talk to one of the managers before the prospect leaves.<ref>{{cite web |first1=Jason |last1=Frazier |title=How to Survive a Timeshare Presentation |url=https://travel-junkies.com/2010/04/07/how-to-survive-a-timeshare-presentation/ |website=Travel Junkies |access-date=February 1, 2021 |url-status=live |archive-url=https://web.archive.org/web/20140202143932/http://travel-junkies.com/2010/04/07/how-to-survive-a-timeshare-presentation/ |archive-date=February 2, 2014}}</ref>

A sales manager, assistant manager or project director may be called to the table for "T.O.", for "takeover", to find an incentive, usually in the form of a smaller, less expensive unit, or a traded in unit from another owner. A common T.O. tactic is to claim that a lower price is exclusive to a specific buyer. If one incentive doesn't move a prospect to purchase, another will follow shortly, until the prospect has either purchased, convinced the sales crew that they are uninterested, or has left on their own.<ref name="cnn-2007">{{cite news |last1=Schreier |first1=Lisa Ann |title=Confessions of a time-share salesperson - CNN.com |url=http://www.cnn.com/2007/TRAVEL/05/08/timeshare.salesperson/ |access-date=September 3, 2022 |work=CNN |date=May 9, 2007}}</ref>