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	SA TEST The Product / The YPSMP / Qualifying and selling Overview... There are links to the parts of our WEB page that answer the questions at the start of each test. The purpose of the tests is to help us assess your understanding of the basic elements needed to properly convey the information about our boats and programs. The results will help us understand if we need to offer you further information or additional training. "We should never stop learning. It keeps us young and vibrant. I hope that this journey into a richer understanding of some of the issues that lead you to us and our program will result in your sharing that knowledge with others and in turn, making their life richer and more rewarding as well. I love sailing! Sharing the rewards that sailing has brought to me over my life is my purpose in sharing whatever knowledge I can that will bring others into this wonderful sport and avocation." All links Here are your confidential links to everything on our site... You may skip ahead to the test, or review this information that leads you to the answers first and then go to the test. I sincerely hope you have fun with all of this. "Leaning new things keeps us young!" Go to the test! Here are the areas where you will find the information... The Product Links... New Boat Page... What makes a good offshore catamaran? Find out here. What makes a quality, offshore capable monohull? The Jeanneau/Lagoon page The Fountaine Pajot page The YPSMP The primary page The detailed slide show There is also a password protected site that has business plans (projections) on all of our most popular boats. This page is not accessible to clients until we have complete information on them, and they have reviewed and understood the rest of the information in our program. Sales and Qualifying Not too much is required. Your primary mission is to qualify, that is ask questions to see if a client is in a position to take advantage of this opportunity. This normally breaks down into asking some basic questions. They are posed here. If you don't have any sales experience, and want to know more, I suggest that you go to a bookstore and get audio tapes or books from Tom Hopkins or Brian Tracy, among other great sales trainers. Concentrate on the sections about Qualifying. Good questions and other things... First, a couple of facts... In sales there are two primary considerations that determine whether someone is qualified. The answer is determined rather simply. When a client poses an objection you need to determine whether it is a request for more information or a condition. An Objection... I'm afraid my boat won't be maintained properly. Or stronger, Will be trashed! Answer: I can certainly understand how you feel. BYA has sold over 400 boats into the YPSMP and virtually all of these peoples were concerned about proper maintenance. When they found out the difference between our program and charter company programs they chose ours. Would you like to know why? and go on... Condition... I'm not sure I can afford the boat. Can I get it with no money down? Gee, it sounds like I could have a boat for free? I would order the boat today, but the bank says I can't get a loan because I was bankrupt last year. Can you get me a loan? In other words, a condition is anything that indicates they don't have the money! Either the down payment, or the ability to get a loan. You need to get answers to the following questions, but you need to work the questions into a general, gentle but probing dialog. What time frame do you have in mind... I.E. When do you actually want to be sailing? 1 Mo. Next spring. Etc. How much do you have to invest? (Down payment.) What size or type of boat? What is your long term plan? What's your biggest concern? Have you looked into other programs? What do you like about them? What don't you like (or are you concerned about)? Have you looked at other boats? What do you like best about it? What do you see as the problem with it? What's standing in your way from acting today? (If they hem and haw, just ask outright: Is it the money?) Words we never use... Down payment--Use initial investment. Contract--The agreement, or the paperwork. Scheme--The program. Or the opportunity. O.K. If you've finished studying and want to go to the test, let's go! Go to the test!
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	Bay Yacht Agency, On the Harbor, 326 First St. & Spa. Creek, Annapolis, MD 21403 Sales: 410-263-2311 Charters: 1-800-YACHT20 E-mail us at info@bayacht.com Bay Yacht Agency is our Yacht Sales Company. Allied Yacht Charters and TMM (Tortola Marine Management) are our Charter and Management companies. We sell the following new, sailboat lines: Monohulls: Jeanneau, Moody. Catamarans: Lagoon and Fountaine Pajot. We also sell custom boats including Taiwan built monohulls and Catamarans by: Catana, Kennex, and Dufour. In addition, we sell Hunter Sailboats and Catalina sailboats into our charter fleet. We can also sell Beneteaus. We offer Bare Boat charters and Captained charters in the Caribbean and on the East Coast. Specifically in the following locations: The British Virgin Islands (BVI), The Grenadines (out of Saint Vincent-St. Vincent), Belize, Florida and the Keys, The Bahamas, The Chesapeake, based in Annapolis, and in New England, based in Mystic Seaport. You'll see quiet vacation beaches, totally secluded, and wild beach parties and orgies-- girls with breasts bursting out of their bikinis, naked dancing, and calypso music. We can even include a detailed Horoscope from our in-house astrologist. Sailors have always felt a special kinship to the stars and astrology--make your connection. A sailing vacation offers you an opportunity to reconnect with your partner. Rekindle the sexual passions and erotic feelings, or simply renew your friendship. Either sex can handle the boat, equally well, and you'll come back fullfilled, rested and reinvigorated. Specialized sailing vacations tied into: Golf, Photography, Nudists, Gays, Racing Sailboats, or you name it. Sailing, Sailing, Sailing, Sailboats, Sailboats, Sailboats, Caribbean, Caribbean, Chesapeake, Chesapeake, Grenadines, Grenadines, Sailing, Sailing, Sailing, Sailboats, Sailboats, Sailboats, Caribbean, Caribbean, Chesapeake, Chesapeake, Grenadines, Grenadines, Used Sailboats, Brokerage, Catamarans, Catamarans, Jeanneau, Jeanneau, Moody, Moody, Fountaine Pajot, Fountaine Pajot, Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot,Fountaine Pajot, Fountaine Pajot, Lagoon, Lagoon, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency, Bay Yacht Agency,