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why rv sales training is so important

Why RV Sales Training Is Important

It’s not hard to see why RV sales training is important.

With the amount of competition in the RV market, it is hard to close a RV sale.

Your customers are looking at RVs they don’t “need” but rather they “want”.

Your RV customers have a mortgage, 2 car payments, kids, bills, and everything else, now you want to ask them to buy a RV?

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These things, among others, can make it hard to close an RV sale.

It makes it even tougher if you aren’t training your sales team on how to close these unique customers.

RV salespeople are thrown to the wolves on a daily basis and they aren’t always trained on how to deal with your RV customers.

The result?

Your sales team burns your RV customer leads and your revenue goals pay the price.

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These RV salespeople go into their RV sale blind, talking to your RV customers without training and losing your dealership customers.

When you multiply this for every day of the year, it gets gut wrenching.

By increasing the efficiency of your RV sales process by just 20%, an RV dealer that sells 400 units a year can instantly go to 480 RVs in the following year.

This means that if your RV dealership makes an average of $2,000 a RV then you would make an extra $160,000 for simply being more efficient at your RV sales process.

By focusing on training and getting your team better at handling your RV customers, everyone wins.

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Your dealership makes more money, your sales people make more money, and your customers are happier.

When you don’t train your RV sales team, you will have less profit at your dealership, low earnings for your sales teams, and customers who are disappointed with their experience.

Taking all this into account, you can see how sales training is important if your goal are higher profit and happier customers.

So why don’t you take your sales training seriously?

Is it because there are no good programs for an RV sales person or dealership?

Probably…

When I was in RV sales, I found this to be true.

Get RV Sales Training That Was Created For The RV Customer

I scoured the internet looking for a program that would help me make 6 figures in RV sales, but I couldn’t find anything.

I could find car sales training programs, but what I knew was the RV customer is different and I needed RV sales training.

So what did I do?

I created my own RV sales process using my 15+ years of sales knowledge.

I then used that RV sales process to make 6 figures and become top 8 in the nation for Salem Hemisphere RV sales.

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After leaving RV sales, I still wanted to help RV sales people who were in the same boat as I was.

Sales people who wanted to make 6 figures in the RV industry, but didn’t know how to close a RV customer.

I wanted to help those sales people who were looking for RV sales training, but couldn’t find anything.

That is when I decided to record the Sell More Live More RV Sales Training Program.

The Sell More Live More program is the best online program for RV sales people and teams, period.

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The reason?

Because it has been tested and forged in the RV industry around RV customers and has produced 6 figure earnings in RV sales.

RV customers are very unique and only a true RV sales process will help your RV sales team close these kind of customers.

introducing yourself in rv sales

Introducing Yourself In RV Sales

Introducing yourself in RV sales is a big deal.

Your customers are judging you from the very second they see you and if you mess up the introduction, it is hard to sell a RV.

When introducing yourself in RV sales, there are two things you must do.

  1. Explain your buying process
  2. Set your intentions early

These two things are crucial for your RV sales introduction because it lowers your customers defenses.

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The truth is, customers don’t always enjoy sales people.

Some salespeople waste time, push customers into the wrong RVs and don’t help them make good decisions.

I am sure you can understand why some customers don’t like salespeople so we have to be different.

We have to show our customers that we’re not like those other salespeople and that we are here to take care of their needs.

The way to do this, explain your buying process and set your intentions early so your customers have no surprises.

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To explain your buying process this is how it should go:

Sales – “Welcome to XYZ dealership, how can I help you?”

Customer – “We came in to look at some RVs so we can find the floor plan we like, can we go out to the lot and start looking?”

Sales – “Ok great, we have a lot of great floor plans so I am sure we can find you the perfect RV but let me ask you this, have you ever bought from our RV dealership before?”

Customer – “No, we’re just starting to look and saw you had a lot of inventory so we wanted to come walk around your lot and look at floor plans.”

Sales – “Ok great. The way we do business at XYZ dealership is first, we sit down and ask you questions. This way we can learn about what, when, where, why and how you will be using your new RV. Once I understand your exact needs, I will look at my inventory and make sure we have a RV that will accommodate you. If we do, we will go out to the lot and take a look at 1-3 RVs that fit your needs. Next we will come back inside and I will show you the numbers and give you a ball park monthly payment so you will have all the information you need to buy a RV from us. If we have the perfect RV at the right price, then you will buy it. If we don’t have the perfect RV here today, then we will keep looking till we find a RV that is right for you. Does that sound fair enough?”

Customer – “Yes, that sounds fair.”

Sales – “Ok great. Follow me (walk to office and sit down).”

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As you can see, in this introduction I did two things.

I explained the dealerships buying process, and I set my intentions early by saying, ” If we have the perfect RV for you at the right price, then you will buy it. If we don’t have the perfect RV here today, then we will keep looking till we find the RV that is right for you, and you will buy that one. Does that sound fair enough?”

This way the customer understands what process they will go through and that they will buy a RV from you today or when you find them the perfect RV.

An introduction like this will set up your whole sales process, so make sure you have a strong introduction!

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train your rv sales people

Train Your RV Salespeople

As a RV dealership you have to train your RV salespeople.

Selling in both RV and car dealerships, you see the difference in how dealerships train their salespeople.

Most dealerships are pretty good about getting leads for their sales teams, but not all of them are good about training their sales teams.

In a RV dealership, marketing and sales have to work together to generate a sale.

If marketing is generating good customer leads, and your RV sales team isn’t closing deals, than someone has to be held accountable.

That someone, is your sales training!

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In the car industry it is common to have sales training programs and trainers for a sales team.

In RV dealerships, it doesn’t seem to be the same.

It feels more sink or swim.

Like you’re being thrown to the wolves.

Now, a lot of sales jobs are this way, but I think it would be more beneficial to start training our RV sales people.

Start giving them ways to navigate the hard sale of the RV customer.

RV sales aren’t like car sales.

Customer’s don’t need a RV like they need a car, so you can’t jam them into a deal.

Instead, you have to learn how to conjure up your customers true emotions and wants, and then close on their emotions.

This one thing alone will help you close more RV sales…

Train your RV salespeople!

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If your RV sales teams lack training it will show in their RV sales process, and you will miss RV sale after RV sale.

Do your RV dealership and your marketing team a favor by training your salespeople.

Either having your sales manager holds daily training’s or implementing the Sell More Live More Sales Training Program, you have to start training your sales teams one way or another.

RV sales are hard, and your sales people could be closing more of their RV deals if they had daily RV sales training.

Just as Kobe Bryant, LeBron James, and Tom Brady train to be the best, RV salespeople should too.

Start training your RV sales teams and watch how many more RVs they sell!

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Woman telling a story to another woman

Why Every Sales Person Should Be A Storyteller

Human beings have been passing down information through stories since the beginning of time. Today is no different. As humans, we love stories. We love hearing them. Being a part of them. And even telling them. So how does this relate to selling? Well, the truth is, that each good salesperson should be able to tell a story. This article explains why every salesperson should be a storyteller.

The book, “The Storyteller’s Secret: From TED Speakers to Business Legends, Why Some Ideas Catch On and Others Don’t”, explains how people like Survivor series founder, Mark Burnett and even Apple’s own Steve Jobs were made extremely successful through the art of storytelling. Their pitches painted a picture for others to see. Background, trust, and an emotional connection were built on the stories of these top salespeople.

This is something that sometimes lacks in the sales industry. Salespeople forget that people buy things from people they like. They also buy things from people that can paint a story for them that connects to their wants, needs, expectations, and dreams.

Stories of the Future Possibilities

In our online training, six-figure salesperson Chris Paulino talks about closing deals with hypothetical stories painted for the client base. These stories allow the salesperson to connect the customer to the possibilities that the new purchase would give them. Stories also play on the imagination of the consumer and allow them to visualize the picture that the salesperson is trying to paint.

You can also tell stories that explain how your product can help save people from future problems. This will motivate customers to purchase

Stories of Past Successes

Think about the power of a testimonial builds for your business. It’s a story of how your product or service helped solve a problem for the client which usually leaves customers trusting your brand. Amazon and Yelp have built their businesses on these stories from consumers so why should your business be any different?

Like I mentioned above, these stories can be about past customers that you saved from issues. True and authentic stories can build brand and trust with the customer even if they never ever meet the other characters involved. Most likely, they will believe you and trust you even more after one of these narratives.

Stories of Education

Several people learn through stories. Think about how children’s books are set up. Each story teaches some type of lesson through the characters allowing kids to grasp the subject. Adults are no different. They learn from stories. With that being said, salespeople can work storytelling into pitches to teach a certain concept to their audience.

You can teach them about features, product benefits, or other value propositions through your use of these educational stories. This is why every salesperson should be a storyteller.

Whether it’s a pitch, product, or service that you’re trying to sell, stories will make all the difference. So what drives your stories? Share in the comments below!

how to sell rvs at a rv show

How To Sell More RVs At A RV Show

Selling at a show can be difficult and different and as a RV sales person, you need to know how to sell more RVs at a RV show.

Some RV dealerships sell their units from their dealer locations and online, while other RV dealers sell at their locations, online, and at RV shows.

But what is the difference from selling RVs at a RV show and selling them at the dealership?

The biggest difference with selling RVs at a show rather than your dealership is you have A LOT of foot traffic.

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Some customers come to the RV show to look at the new units while others come to the show for entertainment.

The customers that we need to pay attention to are the customers who come to the RV show to get the best deal of the year on a new RV.

The problem?

It’s hard to distinguish which customers come to the RV show to buy and which ones come just to look at units.

If you spend your time with customers who are just looking at RVs and have no intention to buy then you won’t have a great show.

On the flip side, if you know how to look for buying signals in your show customers and talk to the right customers than you could have the RV show of a lifetime.

But how do you do this?

What buying signals can you see in these RV show customers?

What do RV show buyers do that looky loo’s don’t?

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In this blog you will learn how to identify buying signals from RV show customers so that you can spend more time talking to the right customers and less time with looky loos.

Here are a few strong buying signals from a RV show buyer:

  1. Buyers inspect the RV while lookers walk through the RV.
  2. Buyers ask financial and money questions while looky loo’s don’t.
  3. Buyers will sit in and discuss things about the RV for long periods of time while looky loo’s will walk through unit after unit with no purpose.
  4. Buyers will inquire with their kids and significant other about how your RV will meet their needs, while lookers will point out “cool features”.
  5. Buyers will ask towing capacity and truck questions about the RV while lookers will ask basic questions.
  6. Buyers will compare your RV to others in the show so they can decide which is the best RV for them to buy.

Buyers Inspect The RV While Looky Loo’s Walk Through The RV

When you’re selling at a RV show, talking to the right customers makes all the difference.

If you waste time with the wrong customers and let the buyers walk past your section then you’re going to have a tough RV show.

One thing to watch for with your RV show traffic is for the customers inspecting your RV.

If you see a couple, or a person walking quickly from one RV to the next, they’re more than likely just looking.

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The customers who are at the show to buy, are usually looking for a specific floor plan, and when they find it, they inspect the RV to see if it will work for them.

They look at the beds, open all the cabinets, and inquire about all the features.

They look at all the storage, compare the counter space, and look for all the features the need in their next RV.

Be sure to pay attention to the RV show traffic that are inspecting your RVs, because this is one of your buying signs.

Pro tip on how to sell more RVs at a RV show – don’t stop talking to buyers!

Buyers Ask Financial And Money Questions While Looky Loo’s Don’t

Be careful of the looky Loo’s because they will waste your time and the last thing you want is to waste time while you’re selling at a RV show.

Looky Loo’s will walk from RV to RV and ask basic questions or point out “cool features” while show buyers will ask finance and money questions.

If you have a RV show customer asking questions like, “How much will this RV cost me in a monthly payment?” or “What kind of term can you get on this RV?”

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If your RV show customers are asking you money and finance questions, then you have a good chance that you’re speaking to a RV show buyer.

Use these money and finance questions to move your RV show customer to a write up and a close.

When customers start asking money and finance questions, they’re getting ready to buy a RV and you don’t want to miss the buying signs.

Buyers Will Sit In And Discuss The RV While Lookers Go RV To RV

Ever seen a family sitting in your RV during a show and not talk to them?

This could of been a mistake, because buyers will sit in the RV with their family and friends and discuss how the RV will work for their adventures.

You will see the kids in the bunk house, claiming their bunks.

You will see the adults sitting on the couches and dinettes discussing the storage and where the coffee pot will go.

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These are signals of a RV show buyer and you need to pay attention to these.

People who are at a RV show to look, will go from RV to RV in a rather quick fashion.

While the RV show buyers will hang out with their friends and family and discuss how your RV will meet their needs.

RV Show Buyers Inquire About The RV With Their Kids And Significant Other

When you see parents asking their kids how they like the bunk house or if they have enough room in the living area, this could be a RV show buyer.

Your typical RV show looky Loo’s are simply there to look at features and different RVs.

They are going from a bunkhouse to a couples unit, and then from a motorhome to a fifth wheel.

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Your RV show buyers are taking their kids into only bunkhouses, and asking their kids what they think about the RV.

They will ask their significant other if they have enough storage, or if the RV is missing anything that they need.

When RV show customers are doing this, you have some buyers and you have to be able to recognize these buying signals.

Buyers Ask About Towing Weight And Have Truck Questions

As RV salespeople know, you can’t buy a RV if it won’t work with your tow vehicle.

When RV show customers are walking from RV to RV and never inquiring about weights or trucks, they usually have no intention to buy.

A RV show buyer will be asking questions like, “How much does this weigh?” or “Can you pull this RV with a half ton truck?”.

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Questions like this from your customers show that they have intention of maybe pulling this RV.

It shows your customer is curious about their truck and how your RV will feel behind it.

If customers are walking in RV after RV and asking questions about the “cool features” but never asking weight or towing questions, you may be with a looky Loo so you better be able to know the difference.

RV Show Buyers Will Compare Your Unit With Other RVs In The Show

When you have RV show customers who are making comparisons with your RV and a couple other RVs then you’re probably with buyers.

People who come to you and ask questions about this RV compared to a different brand, and compared to a different price, you’re with RV buyers.

These are the show customers that you need to pay attention to because they are the customers that are going to buy.

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When your customers are comparing 2 different units, they’re at their final buying stage and you have to close on this.

If they’re in your RV and comparing it to another and you let them leave, it might be the last time you see them.

You have to make sure to go for more than 5 no’s when these customers are in your RV because its time to close the deal.

Pay Attention To These Buying Signs To Sell More RV Show Units

When selling at a RV show, these are some of the buying signals that will help you not waste time.

Wasting your time at a RV show is the worst thing you can do, because you only have the allotted hours of the show to close RV deals and a RV show can make or break your sales year.

Make sure when you sell at your next RV show, that you pay attention to these buying signals and you will sell more RVs!

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dont talk news, sports, and weather to build rapport with customers

Stop Talking News, Sports, and Weather To Build Rapport

There is nothing more annoying than watching sales people talk news, sports, and weather with their customers; stop talking news, sports, and weather to build rapport with your customers!

Some sales people talk about the daily news or how the Browns just fired Freddie Kitchens.

Others say things like,”Oh, this is some beautiful weather we’re having today” or “My oh my, we’re having some beautiful weather today”.

These “rapport” building techniques do nothing for you, yet some sales trainers tell you to do these kinds of things to build rapport with your customers.

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Your customer does not come to your store to talk about news, sports and weather; so stop talking news, sports and weather to build rapport!

They talk news, sports, and weather with their co-workers, family, and their friends.

The last thing they want to do is come to your store to solve a problem and be stuck talking to your sales people about the same things they talk with everyone else about.

Your customers are at your stores, or calling your locations because they have problems and they’re looking for solutions.

If you’re a sales person who is wasting your customers precious time to talk about news, sports, and weather then you’re missing the point.

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Take the time your customers give you to talk about the problems they’re trying to solve.

Learn your customers deepest desires and how your product/services will make a difference in your customers life, because this is all your customer cares about.

They don’t care to talk news, sports and weather with you.

Start talking with your customers about how your products/services will be the solution to their problems.

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the best way to close a rv sale

The Best Way To Close A RV Sale

The best way to close a RV sale is not to beat your customer over the head with rebuttal after rebuttal.

It might work in the auto industry, but when it comes to RV sales, it won’t get the job done.

The truth is, RV customers are looking at a RV for emotional reasons.

They aren’t looking at a RV for the newest LED awning lights, or the top of the line leveling system.

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Your customers are looking at a RV because they want to create memories with their family and friends.

They are looking at RVs because their current problems aren’t being solved.

Maybe they are camping in a tent and hate sleeping on the ground.

Or maybe, their family is growing and they need more beds.

On the other hand, maybe their family is getting older and now they’re looking at couples RVs.

Maybe your customer has had a pull behind for the last 10 years and now wants to start traveling in a motorhome.

There are a million reasons or problems your customers are looking to fix with your RV, but 1 truth remains the same.

Your customers are buying a RV because they want to fulfill their true desires; traveling, camping, and creating memories with their family and friends.

This is the best way to close a RV sale.

Use The Sell More Live More Sales Training Program And Start Learning Your Customers True Needs And Wants

All too often RV salespeople get caught in pitching things to their customers like the outdoor kitchen, LED lights, beds, and other features of the RV.

What sales people don’t do is get context and ask questions on why their customers are looking at RVs.

What problems they’re currently having at the campground with their current option.

They never ask where they plan to travel and what they want to do in their RV or even how many people will be on these RV trips.

They don’t learn what their customers deepest desires are or what big problem buying a RV will solve for their customer.

Most sales people simply pitch feature after feature till their customers leave, and yet they’re still curious why their customers are “lookers” for 5 years running.

If you want to start closing more RV sales, start learning what makes your customers tick.

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Learn what they will be using their RV for, and how they will be using it.

Ask questions on why owning a RV is important to them and figure out what desires they will be fulfilling by purchasing a new RV.

When you get past surface level with your customers you will have a much higher chance to close the deal because customers buy on emotion and justify with logic.

This is why the best way to close a RV sale is by using your customers emotions against them.

Ask them things like, “Why do you want to keep waiting on your dreams and creating memories with your family and friends when you could buy the RV today and start living the life you really want to live? Sign here.”

Or something like, “Why continue to look for RVs year after year and while never buying one? Time is one thing you can never get back and by not buying the RV today you’re just wasting time that you will never get back. Buy this RV today and start living the life you want to live instead of putting it off another year.”

Just in these 2 examples you can see how I am not using features to close the sale.

I am strictly going for a close using my customers emotions, and this is the best way to close a RV sale.

Stop being an amateur and start using emotion to close more RV sales!

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How To Overcome Any Objection In Sales

Salespeople who know how to overcome any objection get paid the big bucks.

The problem is, overcoming objections is one of the hardest things to do in any industry.

Creating new revenue for your company, and closing a customer is never easy, and it gets harder the more expensive your product or service is.

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But what separates the good sales people from the ones who quit and go back to whatever they were doing before?

Are some people just built for sales while others are not?

Why can some sales people get over objection after objection, while others get rejection after rejection?

The answer; their sales process.

The best sales people have trained, developed, and went through deal after deal to learn how to overcome any objection, and it usually comes with time.

Some sales people quit before they learn how to do it, while others fail deal after deal till they figure it out.

The smart sales people, look for articles and training courses like this and shorten their learning curve so they can close deals more efficiently in less time.

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After 15+ years in sales, I have learned the best way to overcome an objection, and it is to not meet it the objection head on.

Nobody likes that 80’s style, used car sales person who has a rebuttal for everything.

Customers in today’s day and age want sales people who truly care about their needs and wants, not a salesperson with a pocket full of rebuttals.

If you don’t want to be that used car sales person that everyone hates then pay attention.

The best way to overcome an objection is to “hear what they are saying”, and suggest why their objection is holding them back from what they truly want.

So if you learn your customer has come to look at motorhomes because they want to travel and build memories with their family and friends, you use the fact that they want to travel and build memories with their family and friends to overcome their objections.

So to give you an idea of what I mean, here is an example dialogue of how you would use this to overcome objections:

Customer – “I will eventually buy a motorhome but I need to think about it a little more.”

Salesperson – “I hear what you’re saying, but let me ask you this. Why continue to postpone your travels and building memories with your family and friends when you could buy this motorhome today and start living out your dreams.”

Customer – “Well I understand that, but I still need to check my finances, and make sure I can even buy a motorhome.

Salesperson – “I hear what you’re saying but you can’t take your money with you. Your family and friends are only getting older as time passes, and who knows how much more time you actually have left to create memories with your family and friends. This motorhome is only $500 a month which is pennies when you compare the memories and time you will spend with your loved ones in your new motorhome. Stop waiting on your dreams and buy the motorhome today.”

Customer – “Well $500 is still a lot of money, and I have to check with my significant other to see if they would be ok with $500 a month for a motorhome.

Salesperson – “I hear what you’re saying and it is important to have your significant others blessing in anything you choose to do. I know you mentioned that your significant other wanted to build memories with your family and friends as much as you do so I am sure that they will agree that $500 is pennies in comparison to the memories and time you will be spending with your family and friends. Lets do this, sign right here saying you’ll buy the motorhome today and we will make the deal contingent on your significant others approval. If your significant other says its a no-go, then we will tear up the contract, no harm no foul, but I am confident that this motorhome is exactly what you 2 need to start living your dreams and traveling with your family, and I am sure your significant other will feel the same way. Sound fair enough?”

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Customer – “You’re probably right, my significant other wants this motorhome more than I do, but honestly we were planning to buy one next year.”

Salesperson – “I hear what you’re saying but why wait another year? You both want a motorhome, you both want to travel and create memories with your family and friends. Why wait another year to start doing what you truly want to do when you could buy this motorhome today and start creating memories with your family and friends, you only live once, sign right here.”

Customer – “You make good points, but I really just don’t want to buy it today.”

Salesperson – “I hear what you’re saying but the honest reason you don’t want to buy the motorhome today is because you think you might regret the purchase, but let me ask you this. What do you think you will regret more at the end of your life? Spending $500 a month to travel and create lasting memories with your family and friends or saving $500 a month and never getting to travel and create those memories with your family and friends? Stop torturing yourself year after year and buy this motorhome today so you can start building those memories and living with no regrets.”

Now by this time, your customer is usually closed if you have them on the right product/service but I think you get the point.

We could go on and on with their objections using this method and all we are doing is putting the purchase back on the customer.

We’re saying, I hear your objection and it makes sense, but you can start living your dreams today, why wait?

We’re playing to our customers emotions and getting them to realize that this motorhome is a solution to their problem. That this motorhome is going to help their family travel and create memories, which is worth more than money, so why keep waiting?

We are putting into perspective that this product or service, is what they need to live a better life, and why would you wait on living a better life?

When you overcome objections in this way and stop meeting them head on, your customer will respect you more.

They will see you as a salesperson who actually listens and who actually cares about solving their problems.

They will see you as a salesperson who is there for their needs instead of just there to make a sale, and it will make a huge difference.

Stop being a rebuttal master and overcome objections in the way outlined above, and see how many more of your deals start closing.

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What Comes First Sales Or Marketing?

To be successful in business you need to know what comes first sales or marketing?

There are 2 things you have to focus on in business, attention and cash flow. 

Attention being your marketing and how well you stay in front of your customers and target market.

Cash flow being your sales team being able to close deals to generate revenue for your company. 

But, what comes first sales or marketing? 

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Without marketing, nobody will know about your products so how will you sell them?

Without sales, nobody will buy your product or service… so which one comes first?

In my opinion, sales should come before marketing. 

If you don’t have a team who can sell your products or services then who cares?

You could have 100, 200, 500, or even 1000 leads coming in but if you don’t have a sales team that can close the deal and generate cash flow then what is the point?

Some companies come up with an “amazing” product or service that “everyone” will need and buy, but when they try to sell it, nobody buys.

This is a classic example of a business owner who didn’t understand their market before they put together their product or service. 

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If you have a product or service, and you have a team that is actively selling it, then you know your market and customer is ready to buy AND that your product/service is seen as valuable in the market.

Once you have a sales team that is selling a valuable product or service, now you can add fuel to the fire and ramp up your marketing, because now you know the leads and traffic will turn in to sales and cash flow.

If you go the opposite way and start with your marketing, you could be spending money for leads that will never sell because you don’t have the sales team that can close the deal.

This is why I believe a good rule in business is to start with sales. 

Do whatever it takes to get sales generated from your product/services. 

Survey your market and target customer to see what needs and whats aren’t being filled by their current providers and tailor your products and services to fill those gaps.

Once you have a product or service that is selling and a sales team that can close the deal, now pour fuel on the fire and ramp up your marketing team and spend. 

A company will only be as strong as their weakest link, and the link that you need to make the strongest is your sales link. 

Moral of the story; be sure to have a sales team of closers before you pour money into your marketing. 

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This image is to show what lesson this blog talks about

The Mindset Of A Salesperson

Mindset is the great equalizer in life.

Whether you’re in sales, school, or just going through a hard time, having the right mindset will be what carries you through.

On the contrary, if you have a weak mind, you will stay in the darkest of days for as long as you live.

However, if you exercise and strengthen your mind as you would your bicep, you can accomplish any task set to mind. 

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Mindset is the difference between an addict who beats their addiction and one who keeps it forever.

It is the difference between a CEO who fails and one who thrives.

It is also the difference between a top producing salesperson and one who doesn’t meet their quota. 

Having a good mindset is always the starting point for someone who wants to become a successful salesperson and it is the starting point for you as well.

To become a successful salesperson we have to attack our sales career with the tenacity to never quit. 

We have to make sure that when the deals aren’t closing the way we want them to, that we continue to train and better ourselves so that tomorrow will be different. 

Train Like A Sales Champion

A successful salesperson is never an overnight success, but rather someone who is willing to go through 1,000 no’s to get a yes.

They are someone who is willing to train, work, and get better at their craft daily so they can provide their customers with the best experience possible. 

A successful salesperson has the discipline to pick up the phone and make more calls, even when the last 100, 200, or even 300 haven’t brought a deal.

Successful sales people have the discipline to follow up with their leads till they’ve spoken to every last one of them, even if that takes 500 calls before you get a connection.

Being successful in sales, is much like being successful at anything in life; you have to strengthen your mindset and have laser focus on exceeding your goals.

Get The Sales Mindset You Always Wanted

You need the discipline to never question the process and to show up when everyone else would of given up and quit. 

When your mindset is strong and forged of steel, you will start to see a side of success that you’ve never known before.

You will start to love the grind, the hard work, and the constant training that you endure to be the best you can be. 

To become a successful salesperson build a mindset that can be wavered by none, and stay focused as you grow to your full potential.

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How To Follow Up With Your Dealerships Internet Leads To Set More Appointments

Set The Appointment

The first goal when you follow up with your dealerships internet leads is to set the appointment.

Without an appointment it is almost impossible to sell any product you’re selling.

As soon as the leads get to your CRM or email, you should be calling them on the phone.

Getting The Right Lead

One mistake I see with dealerships lead forms is some only require a name and email.

They leave the phone number optional and I think this is a big mistake!

The phone or in person are the best ways to earn your customers trust.

Defaulting to emails make its harder to connect with your customers, so make the call.

As customers are bombarded with emails and will likely miss your email, they aren’t receiving as many calls.

In a single day I will get a handful of calls while I will receive hundreds of emails.

It is safe to say the easier way to get ahold of me is by the telephone.

Long story short, make sure you require the phone number on your lead forms!

Back To Setting The Appointment

As you get new leads and you divvy them amongst your sales team.

The first goal should be to set an appointment.

Ask your lead(s) to come to the dealership and take a look at the product in person.

Some people will set the appointment right away, and some will take time answering your calls, emails, and texts.

Here is where most sales people fall off.

Your lead didn’t answer your phone call.

You leave a voicemail and tell them to call you back, but they don’t call you back.

You send them an email thinking they will respond, but no reply back.

At this point, most sales people are done!

They will no longer follow up with the lead and will label them one of the following:

  • Tire kicker
  • Window shopper
  • Waste of time
  • Not a buyer
  • Shopping around

I could keep going, but you’ve heard the excuses before and I think you get the point.

I want to stop here for a second so you sales people can understand that this is killing your numbers!

Sales People Get Paid In The Follow Up

Most of the time you will have to reach out to your lead(s) more than 5 times before they will answer you.

If you are one of those sales people who are unwilling to follow up multiple times, then take a new career.

Follow Up With Your Dealerships Internet Leads!

Customers are not sitting by their phone and watching their emails to make sure they didn’t miss a call or email from you.

They’re worried about their own lives, and their dogs, and their kids, and their jobs, and the leaky tub, or the long grass, or the million other things people worry about.

The reason your lead didn’t answer the first 5 times wasn’t because they hate you and want you to stop calling them.

They didn’t answer because they are busy with life and you called at the wrong time.

Maybe they were at work taking a shit, and couldn’t answer the phone.

There are a million reasons why they didn’t responded yet but don’t let that stop you from following up!

Now that I got that off my chest lets move on to the follow up process:

How To Follow Up With Your Dealerships Internet Leads To Set More Appointments

Lead Comes In and Sales Manager Assigns Lead To A Sales Person – Every lead should be given to a sales person within the first 5 minutes it was received and the sales person should follow up within that same 5 minutes.

If you call your leads within the first 5 minutes of them giving you the lead, you will have a higher chance of setting the appointment and closing them.

The more time in between when you get the lead and when you call them will determine the chances of you getting them on the phone or not.

Sales Person Calls The Lead – After the lead is assigned to a sales person, that sales person should call the lead in the first 5 minutes.

The next step is to land the appointment.

One way you can try to set an appointment is by opening your phone call with something like,

“Hi, John this is Chris from ___________. I received your inquiry about our _____________ and I wanted to see if you had some time today to come take a look at this product in person. Does 1:00pm or 4:00pm work better for you”?

If your lead doesn’t answer their phone you should leave them a voicemail.

Tell them you will be sending over a quick text video of the product they inquired about and get ready to shoot a video.

(May not work with all products, but works great for dealerships)

Send A Text Video To Follow Up With Your Dealerships Internet Leads

Send A Personalized Text Video – After you leave a voicemail, the next step is to go out to the unit, open the camera in your smart phone, and record a personalized video to your lead.

You will want to get your face in the video and make it personalized to your lead by saying something like,

“Hey John, this is Chris here at _______ and this is the _______ you inquired about on our website. I wanted to give you a quick walk around of this unit so that you can check it out a little more before you come in and look at it in person. If I miss any areas you want to see or if you want me to go back over something let me know and I’ll get it sent over to you. I am here most of the week if you have some free time to come take a look at this _______ in person, let me know what will work best for you and I will make sure I am available for you.”

Set The Appointment

After you text your lead this personalized video from your cell phone, you will want to ask them what they think of the unit and try to set an appointment.

These personalized videos also help if your lead is from out of town or has a long way to travel because they can see your product closer before making the trip.

Using videos like this will help you sell more products over the phone because your video will build credibility in your products.

Since the video you’re sending is personalized and not a stock video, customers feel more at ease and trust your sales people more.

Notice I am always trying to set the appointment.

This is very important because no matter how many leads you get, without an appointment you will never sell any products.

You can take your videos a step further and send them a couple different videos on comparable units. (No more than 3)

This helps because your customer sees you’re working for them and understand that you are willing to help them find the right product before they buy.

The More Ways You Reach Out The Better

Send An Email – After you call, leave a voice mail, and then send a text video.

The next thing you want to do is send an email.

Your customers will get back to you on whatever medium they feel most comfortable.

If your leads like phone calls and all you do is email, that is no good.

But if your leads like emails and all you do is call, that is also no good.

(If you have to choose one or the other calling is better than email, in my opinion)

This means you have to follow up with your dealerships internet leads on all the different mediums they want to talk on.

This way your leads can choose which one they want to respond to you on and you can start the sales process.

Don’t Get Scared Of The Follow Up

If you follow up with your dealerships internet leads using this method your sales team will be:

  • Calling in the first 5 minutes
  • Trying to set the appointment
  • Leaving a voicemail everytime
  • Sending text videos of the products and comparable products your lead inquired about
  • Sending emails and asking for an appointment
  • Calling a 2nd time before they leave for the day to set an appointment

By using all of these forms of follow up you will increase the chances that your lead will start talking with you so you can start the sales process.

Also, take note how many times in 1 day you should follow up with your internet leads.

If you follow this system you will reach out to your leads 4 times in the first day, and you will repeat the process the next day.

In day 2 you will reach out to your leads another 4 times and you should be able to start the conversation with them by the 8th contact on the 2nd day.

Get Back On The Phone And Call Your Leads

Back To The Phone – Lets assume by the 8th contact your lead(s) still haven’t responded to you.

Get back on the phone and follow up with your dealerships internet leads.

The phone has always been and will always be one of the best devices to conduct business.

Customers get pissed off on a daily basis hearing automated customer service systems because they want to talk with a human.

People want to deal with experts who can help them find the product that fits their needs and solve their problems.

The only way you will be able to figure out what pain points and problems your customers have is by talking to them.

Always Qualify Your Leads

There is a reason every sales process in the world has a section where you qualify your customer.

Even though your leads are pre-qualified, your sales team will still need to take them through the sales process in order to get the sale.

(Want More On Sales Process? Read This Article)

Rinse, Wash, and Repeat – If your lead still hasn’t responded to you, do not stop following up.

Customers will typically purchase a product within the first 16 months of them giving a lead.

This means you should be calling, text, emailing, and even using social media to keep the attention of your leads.

If you stop following up with your leads after the first phone call, or the 10th email, or whatever.

You’re leaving money on the table.

Continue To Follow Up With Your Dealerships Internet Leads

Your leads needs will change as time goes on.

The unit they looked at the first time may not be the unit they need anymore, so follow up and re-qualify your leads before you take them through your sales process.

Moral of the story… always follow up with your dealerships internet leads.

Don’t give up on your leads and make sure you’re contacting them over 8 times.

If you follow up with your customers through phone calls, texts, and emails you will eventually get them on the phone and be able to start your sales process.

Never give up on your follow up and watch your sales grow!

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My Dealership Sales Process That Helped Me Sell Unit After Unit

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One big mistake sales people make, and quite frankly, a lot of sales people make; they change their dealership sales process with each and every customer.

You should have a process that you use time and time again with the intentions of forever making your sales process better. When you have a true sales process that you use with every customer, you have a tangible process you can improve on. If you change the sales process with every customer, than you have nothing to improve, and that will cost you deals!

This dealership sales process I have created and used is customer centric, time centric, and is designed to close a sale in the shortest time possible. This sales process is designed to figure out your customers true needs, this way you can close the deal the first time and create customers for life.

My Dealership Sales Process in a nutshell:

The Greeting

  • Introduction

No matter if you’re taking a walk-in lead, a phone up, or following up with an internet lead, you have to make a good first impression. When you walk up to your customer, answer the phone, or call a prospect make sure you bring energy and tonality to the conversation.

Don’t be just another boring jack they meet everywhere else. Get them excited to be at your dealership and show them you care by giving them your attention.

One big mistake sales people make during the introduction is they want to talk news, sports, and weather and think this is building rapport. Don’t be that sales person! Build true rapport with your customers by showing them you’re an expert in your field and focus on the reason they stopped at your dealership… to get their needs met with your units!

Introduce yourself with confidence and say something like, “Welcome to Dealership Name. What can I help you with today?”

This intro is short and sweet but it tells your customers that you’re ready to help them with whatever they came to the dealership for and they will respect that.

They will reply back with some of the reasons they came to your dealership or they will reply back with objections but either way your response is the same, ask them, “Have you ever bought from our dealership before?”

The reason you’re asking them this is because you want them to know the buying process at your dealership and you’re setting them up for the next step in your sales process.

  • Setting Intentions Early

If they say yes or no, you will go into the dealership sales process by saying something like, “Here at Dealership Name we like to make sure our customers get the right unit the first time and we price our units to sell so we don’t haggle and negotiate. First, we sit our customers down and learn exactly what they’re going to be using their unit for and what they need in their new unit. Once I learn more of what you will be using their unit for, I will then be able to show you a couple different units that will fit your exact needs. Next, we will go out to the lot and I will walk you through the units that will best fit your needs. After we walk through those units we will go inside and I will show you on paper what those units will cost if you wanted to start camping today. If we find the perfect unit for you and the numbers line up with your needs, then we will buy it. If I don’t have the right unit today, then no big deal, we will just keep looking till we find the perfect unit. Does that sound fair enough?”

Most of the time your customer will say, “Yes that sounds fair,” because it is a fair process.

For the times your customer says, “No, that don’t sound fair,” you will want to loop back and explain why this is your process.

You might say something like, “I hear what you’re saying but the reason we do it this way is because we have hundreds of units on our lot and not all of them will fit your needs. If you allow me to learn more about what you’re looking to accomplish with your next unit, I will be able to show you units that will fit your exact needs so you don’t have to walk around the lot wasting your time. Does that make sense?”

Most of the time your customer will say, “Yes that makes sense,” because who in the world wants to waste their own time? By telling your customer why you need to take them to your office and interview them and explaining why it will benefit your customer it will get them to trust you more and it will get them lower their defenses.

  • Explanation of buying process

The reason you are explaining your buying process and setting your intentions early (them buying the perfect unit) is because you want them to be comfortable with the process and know before hand what they’re about to experience. People don’t like the unknown and by telling them the process before you take them through it, your customers will be more at ease and they will subconsciously agree to go down the path you want them to.

The truth is, this sales process is fair for the customer and the sales person and only an irrational person would say otherwise.

This dealership sales process is designed to get the customer the unit that fits their exact needs and is a quick and efficient process for a sales person, because in sales, time is money.

By having a fair process for both the sales person and the customer you’re showing that you’re an expert in your field and that you can get them what they want without giving them the run around like the amateurs at other dealerships are giving them.

By asking, “Sound fair enough?”

You’re making your customer agree with you that your sales process is fair and at that moment they subconsciously agree to let you take them down that process. This is a huge advantage because now you can take them down your sales process with little push back from your customers.

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After your customer agrees that your sales process is fair, you will want to take them to the office that you will try to close them in, and not to the table in the middle of the show room.

Taking your customer to your office is important because you don’t want the first time they’re in your office to be when you’re closing them.

By taking your customer to your office for the interview they will feel more at ease with being in your office. This will help you because when you bring them back to close them, they won’t feel that “O shit, we are going to the box” feeling. Your customers will see your office as a just another place in the dealership and that will make them more comfortable in the close.

Bottom line, interview them in your office!

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Interview

  • Trade

The first thing I like to talk about with my customers is if they have a trade or not. The reason I like to start at a trade is because you can learn a lot about your customers from their trade.

By asking questions around the who, what, when, where, why, and how method you can get a lot of good info from your customers, ask them questions like:

  • How much did you pay for your trade brand new?
  • How much do you think your trade is worth?
  • What things do you wish you could of changed about your trade?
  • What things did your trade do that you want the new RV to do?
  • How long have you had your trade?
  • What is the monthly payment for your trade?
  • How do you use your trade now?

By asking questions in this fashion you will learn a lot of information that you will need to know to close the sale. You will learn what they paid in the past which can give you an idea of what they can afford today. You can learn what their monthly payments are/where so you don’t show them too much of a unit. You can learn what they hated about their trade and what about their trade didn’t meet their needs and help them fix these issues.

The list goes on for what you can learn from their trade so make sure to ask a lot of questions!

  • Who, What, When, Where, Why, How

After you learn everything you need to know about their trade, you will want to use the who, what, when, where, why, and how method to ask them questions about how they will be using their unit and why they want a unit. Knowing your customers true wants is the key to finding your customer the perfect unit and getting them to buy today so don’t skip out on the interview!

Ask your customers questions like:

  • Why do you want a new unit?
  • What will you be doing with your unit?
  • Who will all be going with you and using the unit?
  • What places do you want to go with your unit?
  • How will you be using your unit?
  • What do you want to do while using your unit?
  • When will you be using your unit?

These questions are opened ended and are designed to get your customers talking about their true wants and needs so you can sell towards their rewards. Customers won’t buy your product till their perceived value of your unit is more then what they’re willing to pay for it, so you have to build value!

The only way to add value to your customers lives with a unit is by selling towards the reasons they want a unit.

In my experience the real reasons people want a new unit is because:

  • They want to build memories with their kids before they get older.
  • They want to travel with their spouse and see the United States.
  • They want a weekend get away they can hang out with their family while they’re not working.
  • They are having problems with their current unit and it is not meeting their needs.
  • Times have changed and they need a new unit to meet their new needs
  • The unit they’re in is giving them troubles and they need something new

There are many different reasons customers want a new unit so make sure you ask them enough questions to figure out their true reasons and don’t just sell them brochure language.

No customer is buying your unit because of the new features or power tongue jack. They are buying a unit because they want to travel, go on adventures, and create memories with their families. Show your customers how your unit can be the vehicle to help them do this and they are much more likely to buy a unit from you.

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  • Get Answers To Hard Questions

Some sale people will let their customers control the whole process and every conversation. They will ask them what their credit score is and the customer will say, “Oh, its great don’t worry about it,” and the sales person will just keep moving forward. Or you may ask them what their budget is for a unit and they might say, “Money isn’t a big deal I just want to look at some units,” and again the sales person will let them control the sale.

As a sales person you have to be willing to take control over the sale and you have to get answers to your hard questions. When a customer blows off your questions, learn how to ask again till you get your answer, because that is controlling the conversation.

For example, if a customer tells you, “My credit score is awesome, don’t worry about it.” I will typically come back jokingly with, “Nice, so you have what, a 550 credit score?”

Most of the time the customer will say something like, “No way man, I have a 750, I got that good credit.”

By getting the answer to a harder question, it helps build trust and rapport with your customers. If you let them brush off your questions they will have control of the sale and when you try to close the deal they will brush you off as well, so make sure you’re getting answers to your questions.

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Product Demo

  • Don’t show too many units

A big mistake a lot of sale people make is showing a customer too many units. I have even seen some sales people let their customers walk them around the lot showing them every unit their customers walk in to. This is not the way to do it!

Don’t waste your time or your customers time and make sure you interview your customers before letting them walk the lot or showing them units, because without a good interview it will be a lot harder to close the deal.

After your interview is where product knowledge will come into place because you need to pick out 2–3 units that will fit your customers exact needs and walk them through only those units.

When you give customers too many decisions they will start to get confused and it will paralyze them from being able to make a decision today.

If you do a good interview and go more then surface level with your customers in that interview; you should have the information you need to show them the perfect unit.

If you end up showing your customers the wrong units over and over again, it is because your interview process is weak and you need to get better at interviewing your customers.

Your goal is to get to a point where you can listen to your customers true needs, show them 2–3 units, and get them to close on one of those units in the shortest time possible.

  • Feature & Benefit Towards Customer Rewards

When showing your products, don’t just spit out what you read in the brochure and make sure you’re selling towards your customers rewards.

What this means is don’t just tell people that your unit has a power awning. Tell them something like, “This RV has a big power awning, so that when you and your family are ready to enjoy those meals you talked about. You will also have a nice big shaded area right outside of your RV to eat under. Your family will create a lot of memories under that awning.”

By giving the features along with benefits tailored at your customers rewards they will connect more with the purchase and start to see your unit as a vehicle that can solve their problems and help them do what they want to do.

Customers don’t care about the features if they don’t add rewards and value to their life. For this reason, make sure you’re selling the features along with the benefits your customers get from your units and how it will add value to their life.

Remember a unit is a want, not a need. Sell towards peoples wants and you will close more unit sales!

  • Trial Close Throughout Demo’s

While you’re showing your units, be sure to use trial closes during your demo.

What this means is to ask your customers throughout the demo if they want to buy that unit. Some sales people get in the habit of always showing 3 units when they wanted to buy number 2 and it might cost you some sales.

If you use a trial close on the 1st unit by asking, “Is this the perfect unit,” and the customer answers with, “Yes.” Move them to the next step and take them to your office.

When a customer is ready to purchase, you don’t want to continue to show them more units because it will only make things harder and confuse your customer.

Remember you’re the expert and the reason you’re showing these specific units is because you know they will fit your customers needs, so if they want to buy the first unit you show them, write them up on it!

Showing more units then you have to will only hurt your sales so use trial closes often to learn what unit is the right one for your customers and then close the deal!

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Some trial closes:

  • Is this the unit you want to buy?
  • Want to see what this unit would cost to own?
  • Want to see the numbers on this unit?

When a customer is ready to move to the next step, take them to your desk and move to the write up.

Write Up

  • 100% Write Ups

One goal you should have as a sales person is to write up 100% of your customers. For every customer lead, internet lead, e-mail lead, whatever kind of lead you’re getting, you should send a write up to every customer.

The fact is, without a write up, a sales person will never make a sale. You will have some sales people show unit after unit and never get their customers to paper and it is a waste of everyone’s time. By using this dealership sales process and setting your intentions early, your customers will be ready for you to show them the numbers and will be happy to sit down with you.

For the customers that give you objections, a good way to get them to look at the numbers is by explaining,”I know this unit will fit your needs and before you can make an educated purchase on any unit you need to know what it will cost you. Let’s take a look at the numbers for this unit, this way you will know exactly what this unit will cost you so you will have all the information you need to make a decision. Sound fair enough?”

By showing your customer that you’re helping them make the best decision possible and giving them the information they need to purchase a unit will help them trust you.

If your customers signs the dotted line or they don’t, simply by getting 100% of your customers to the write-up you will sell more units.

  • Don’t Go Back To Selling

A big mistake sales people make time and time again, is they go back to selling once as they’re trying to close.

During the write up and as you ask for the sale you should be done selling. The unit they choose to look at numbers for is now the vehicle that can bring them unlimited rewards and solve their problems and that is what you should focus on to close the deal.

Selling features will not help you in the write up or in the close so make sure you’re staying away from selling features and focus on your customer rewards and why they want a unit.

Stop going back to the features and focus on closing the deal!

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Close

  • Go For 5 No’s

You can expect your customers to tell you, “No, I am not buying a unit today.” or “I am looking at units today because I am buying one in 5–10 years.”

If your customers weren’t giving you these objections then they wouldn’t be normal dealership customer.

However, these objections don’t mean they will not buy from you today if they see enough value in the units you show them.

When a customer tells you, “No, let me think about it” or “No, I am not buying today” I will reply back with,”I hear what you’re saying, but let me ask you this. Do you like the idea of owning a RV and building memories with your family? (or whatever customer reward is strongest)”

By doing this I am putting it back on the customer and showing them that waiting isn’t needed and that their dreams can come true today if they want them to.

As the customer may reply back with,”Yes I would love to own a RV, but its not the right time for a RV and we still need 5 years before we are ready to buy.”

You can loop back and use the same approach,”I hear what you’re saying, but why make your family wait 5 years to build memories when you can start building them now? I know you say you want to wait for 5 years, but if in 5 years you end up regretting that decision you can’t reverse time. If you buy this RV today you can start building memories with your family and living the way you want, and that will be something you will always take with you. Sign right here if you want to start building those memories and buy this RV.”

If your customer still says, “No, I really need to think it over and talk to my significant other and so on.”

You simply loop back by saying, “ I hear what you’re saying but,” and go for 5 Nos.

Getting in the habit of going past the first no and going till you hear at least 5. Doing this will make sure you don’t miss out on sales and it will also make sure your customers understand what they’re missing out on if the choose to not purchase your unit.

If you’ve done your job and the unit you’re showing them is the solution to their problems, who wouldn’t want to start enjoying life in a new unit?

The reason they came to your dealership today, instead of in 5 years is because they’re thinking about it now. For all we know, they won’t even be around in 5 years and them waiting around would be yet another mistake, so make sure they buy the perfect unit today.

Get in the habit of hearing “No”, before your customers will tell you “Yes” and you will sell more units.

  • Close Towards Customer Rewards

The biggest mistake you can make is not selling towards your customers rewards. Features of your units will never sell the unit and neither will a low balled price.

The truth is, people come to look at units because they’re looking for something more in their life and often times it has nothing to do with money or your shiny new features.

Customers are looking at units for their own reasons and closing towards these reasons are the best way to get a sale. Remember customers will only buy your unit once their perceived value is more then the amount you’re asking them to pay for it, and the only way to build value in your unit is by selling towards your customers rewards.

Take the time to learn your customers in the interview and ask them who, what, when, where, why, and how they are going to use their unit and take the conversation past surface level.

Ask them, why they want a unit, and why its important to them. Ask them what they’re going to use the unit for and why that is important to them. Continue to ask them questions about their wants so you can close towards those rewards!

  • Loop Back

One of the best ways I have been able to overcome objections is by looping back instead of arguing or trying to change my customers mind. As a sales person it is hard to change customers minds, but it is easy to get them to change their own mind.

By asking questions designed around your customer and looping back to make the customer justify why they aren’t making a purchase today will get more of your customers to change their own mind instead of you having to change it for them. Doing this will help you close more deals because it will be the customer making the decision to buy instead of your customer feeling like you’re pushing them into a decision.

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To loop back say things like:

  • I hear what you’re saying but why continue to wait on buying a unit if you want to build family memories today?
  • I hear what you’re saying but why put your dreams on hold if you can by the unit today for $200 a month?
  • I hear what you’re saying but why not buy the unit and start traveling with your family like you want to instead of waiting 5 years?

You can use this phrase to help loop back and change your customers minds to show them that buying a unit today is a better decision then waiting to buy one.

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Follow Up/Brand Advocate

  • Follow Up

Customers are better when they’re customers for life, and the only way to keep them as customers is to follow up with them.

Don’t think that just because you made a sale and the unit is over the curb that your job is done. To ensure your customer comes to you for the next unit and send their Family and Friends to you, follow up with them!

Give them a call a few times after they take delivery and make sure things are still going well for them. Ask them if they have any questions about anything they have uncovered since taking ownership of the unit. You can even help them schedule service or give them a call to remind them of different things they need to know about their unit.

There are many ways to follow up with your customers but by keeping a long standing relationship with your customers it will ensure that 1 unit sale will turn into many.

As more and more customers buy a unit from you, you will start to see more and more customers asking for you. Keep a good follow up process with your new and old customers to ensure great success in your dealership sales!

  • Loop Back

Just because your customer purchased a unit from you and are happy campers, don’t mean you shouldn’t loop back with those customers. As your customers get older, and their unit gets older, their needs and wants will change, and who better to help them with their next unit than you?

To ensure that you’re being efficient with all of your customers take them back through the same sales process every now and again. This will make sure you uncover any new needs and wants your customers might have, this way you can make sure the unit they’re in still fitting their needs.

If the unit they’re in is not the perfect unit anymore then take them back through the dealership sales process and learn who, what, when, where, why, and how they will be using the next unit. Rinse, wash and repeat.

  • Get Customer Reviews

With all of the digital technology, social media, and search engines we have access to today, it does not make sense to not ask your customers for an honest online review. When your buying customers give an online review they’re telling other people that they can trust you and do business with you, and it will help you increase sales.

People in today’s day and age trust online reviews just as much as they trust their best friend and as a dealership you have to take advantage of this.

Offer your customers a 25% discount to your parts store for an honest Facebook or Google review and make sure you ask all of your customers to review your dealership.

The more online reviews you get, the stronger your online presence will be and the more people will see your dealership as one they can trust. Use the relationships your sales team has with your customers and tell them to ask for reviews.

Most people have a smart phone when they’re shopping for units, so after they purchase, have them pull out their phone and give you a review on Google and/or Facebook. This small practice will help increase your reviews weekly and will lead to more sales.

This is my dealership sales process that I used to close deals and sell a lot of units so I hope it helps your Dealership do the same!

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What Your Sales People Are Doing Wrong & How To Fix It So They Sell More Units

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Do you know what your sales people are doing wrong and how to fix it?

A lot of sales people are scared of the phone and have been resorting to email way to much. This is what your sales people are doing wrong and it’s hurting their sales! I believe the phone is one of the most under used and under rated ways to communicate with your customers. If you want to talk to more people and sell more units then you need to start calling and texting more than you email!

Side Note: Instead of emailing your customers when they don’t answer a phone call, shoot them a text, because 100% of texts are read and emails are skipped over a lot.

Stop Being So Scared And Pick Up The Phone

The best way to follow up with an internet lead is by calling them ASAP. The sooner you call a lead that comes in from your website the better. I always tell sales people that too much time with no follow up has a way to kill all deals; so be quick!

When you first call the customer you should have the intention of getting them into the dealership TODAY! You can say to them, “Hi, I am ______ from ______ and I seen your inquiry about our ______ and I wanted to see if you had some time TODAY to come in and take a look at this RV?”

Want To Fix What Your Sales People Are Doing Wrong? Read This Blog Too

Very short and simple, but the point of this first question is to get the customer into the dealership while they’re the hottest on the product. Your customer decided to go to your website to look at units today and they gave you their information. They didn’t do this yesterday or tomorrow, they did it today… but why today?

Do You Care About Your Customer?

Your customer may of been thinking about a trip they wanted to take with their family. Maybe their friends went on a trip without them because they didn’t have a unit. There are a millions reasons people are looking at your units and you need to learn their wants instead of just regurgitating brochure language. People purchase products that fix their problems and meet their needs, period.

They don’t buy a unit because of all the “bells and whistles” your model has, they couldn’t care less! Your customer only care about one thing, fixing their problems and making their unit dreams come true. By following up with your leads while they’re the hottest and have interest in your solutions, you will have a higher chance of closing the sale and getting them over the curb.

Help your customers get what they want and you will get what you want!

Are You Doing This When You Call Them?

If your customer does not have time today to come in and take a look at your unit, the next step you should take is ask them about their trade.

Instead of going directly back in for an appointment with something like, “Well what about tomorrow, or when is your next day off?”

You should start to qualify them and ask about their trade to learn why they even want a unit in the first place.

I might say something like, “Ok no big deal, let me ask you this. Is this going to be your first unit or are you trading something in with us?”

This question is designed to put the focus on your customer instead of going right back in for an appointment. The truth is, customers are looking for a unit that meets their wants and needs, not yours, so focus on your customer.

You Can Learn A Lot From A Trade

When you ask your customer a question like this they will either start to talk about their trade or they will tell you this is their first unit. This is perfect because they will start to tell you what they want in their next unit and what they dislike about their trade -OR- they will talk about why they started having an interest in a unit and the things they want to do with their friends, family, etc.

By learning about your customers trade you can figure out things like:

  • How much they paid for their last unit
  • What their payments were with their last unit
  • What they didn’t like about their unit
  • What they want in their next unit
  • What they used their unit for
  • Where they camped with their unit and the activities they did while camping

These are just some of the things you will learn by digging into the trade but I hope you can see how valuable this information is and why you need to learn these things about your customer.

Once you get a good idea of their trade and learn more about their real needs and wants, I will say something like, “Awesome! Thank you for giving me a good idea of why you and your family want a RV and what you’re looking to do while you’re camping. This will help me find you the perfect RV and what I am going to do is look over my inventory for any other RVs that I think will fit your needs and I will send you a video through text of those exact RVs. When you get the videos, you and your family can look over the RVs, see which ones you like the most, and when you get a free day to come take a look at them in person, I will have them ready for you guys to walk through. If we find the perfect RV for you and your family, we will buy it, if not, we will keep looking. Sound fair enough?”

Most of the time they will say, “Yes, that sounds fair” and I will come back with, “Great, what is your cell phone number so I can make sure I am sending the videos to the right phone.”

They will give me their number and I continue my sales/follow up process till I close the deal.

If they say something like, “Well we weren’t really planning on buying this soon, we’re just looking for now but have no problem coming in and taking a look at some RVs.”

I will come back with, “I hear what you’re saying and to be honest I wouldn’t ask you to buy a RV that didn’t fit your families needs so if you come in and take a look at my RVs and you’re still not ready to buy one; no big deal, we will just keep looking till the right RV comes along and when it does, we will buy it then. Sound fair enough?”

This rebuttal is designed to show your customer that you care about them and that you want what is best for them. It tells your customer that you don’t expect them to buy if you don’t have the RV that will fix their problems and a lot of customers will lower their defenses after you tell them something like this.

What you don’t want to do is come back with, “Then come see us when you’re ready to buy” or “Reach out to me when you guys are more serious buyers.”

Statements like this will show your customer that all you care about is the sale and that is bad and you’re burning your leads. The truth is, for the most part, you can’t sell someone completely over the phone. They usually have to come in see your product, fill out some paper work, bring in their trade, etc, so there is no reason to butt heads on your first phone call.

Agree with them and have a goal of closing them when they’re at your dealership instead of on the first call. This will show your customers that you’re in it for them and they will trust you more as a sales professional.

Once you get your customer in the door by phone calls, texting, and text videos, you can now implement your sales process to get them to the close. (Hopefully you have a good sales process)

Stop Messing Up Your Sales Process

If They Don’t Have A Trade

This is when you need to ask a lot of questions about who, what, when, where, and why, they want a unit. Learning your customers true passion behind a unit is the ticket to closing deals. Whether it be traveling the States, going on baseball trips with their kids traveling team, or just camping with family and friends, everyone has a different reason they want a unit, focus on these things.

Want To Dig Deeper On What Your Sales People Are Getting Wrong? Read This Blog

Ask your customers questions like:

  • Who will all be using the unit with you?
  • What will you be doing with the unit?
  • When do you guys want to start making these dreams possible?
  • Where do you plan on going with your unit?
  • Why are you looking at unit?
  • What is the thing that excites you the most about owning a unit?

When you start to dig into your customers true needs with questions designed around your customers, you will learn a lot of good information. As you learn more of your customers wants you will start to learn what unit will fit their needs perfectly, and when you find a unit that fits your customers true needs you won’t have to overcome their objections. They will see this unit as a vehicle to build priceless memories and they will see it as a vehicle to travel with their family and friends.

Stop talking dirty brochure language to your customers and find out their real needs!

Nobody Is Seeing Your Emails

Don’t be that sales person that does nothing but sends out emails because you’re leaving a lot of money on the table and burning your dealerships leads. Implement a phone call and text message follow up process and don’t stop following up till every lead comes through the door and buys a unit.

When you start to make more calls you will be surprised how much more engagement you will get out of your customers and it’ll make a huge difference in your sales and customer service. Start using your phone more than your email and start selling more units!

If your sales team needs more training on how to close internet leads then message IMR.

We will help you turn your sales team into an efficient selling team that will stop burning leads and increase revenue.

Training is one of the best ways to increase sales so lets chat!

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Why Good Sales People Leave Your Dealership & How To Get Them To Stay

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A lot of good sales professionals I have met tend to jump from dealership to dealership and a lot of dealerships wonder why good sales people leave. I have been in sales since I was young enough to work and I have met all kinds of sales people. I have met exceptional sales people who are making a boat load of money and I have met complacent sales people who are comfy where they are at.

The problem you will see at a lot of dealerships (and for businesses) is the good salesmen will leave while the mediocre salesmen stay, but why is this?

I have come to learn that most of your good sales people are more entrepreneurial and they like to make money while doing what they want to do. They can get mad at one little commission change or they might just want something different and poof they’re gone and you’re left with a mediocre sales team.

After these sales people relocate, I have made it a habit to ask them why good sales people leave their previous dealerships and a lot of their reasons were the same.

  1. They feel they weren’t being used to their full potential
  2. Their company was trying to control them or cut their commissions
  3. They wanted to start their own venture
  4. They didn’t like upper management

These are just a few of the reasons I have heard over the years but the real question is, how do we get our good sales associates to stay?

Start Using Them To Their Full Potential

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Most of your good sales people will be more entrepreneurial and driven and you have to keep them engaged with your business. Sometimes the lack of challenge for a sales person is part of the reason why they leave and really they just want to do more for the dealership.

When you see a sales person excelling and putting up numbers, see how you can get them more involved with the business. Whether this means getting their opinion on how your dealership can improve your sales process or how the dealership can help the sales associates sell more, ask for their opinion and keep them involved.

If you don’t keep them involved with the business they might start to look for other opportunities where they feel they can be used more. Remember good sales people aren’t with your company just because they want a job. They are with your company because they want to help you grow and you have to let them help you!

Pay Your Sales Team What They’re Worth

What happens to a lot of good sales people when they start to land bigger deals is a company will cut the commission on them and all sales people, not just the good ones, hate this.

Good sales people are hard to come by and a lot of them work hard to be good at what they do. When you start to mess with your sales teams commissions you will start to lose good sales people because they will take it as a slap in the face and they will leave your company on principle alone.

Dealerships and companies have a bad habit of not rewarding their sales team when they do a good job and it hurts the business.

When good sales people land big deals or are doing well make sure you reward them instead of punishing them. Instead of cutting commissions or lowering the pay scale when sales associates start to sell more units, give them a bonus or an extra day off. Things like this will make it so you don’t lose your good sales people and they will respect you more and work harder for you, which will increase sales in the long run.

Dealerships and companies have to remember that nothing happens without sales and when you have good sales people they’re worth keeping. Lowering sales commissions or pay scales might seem like a good way to increase your companies revenue for the short term but it is not. In the long term, the money you will lose for not being able to hold on to good sales people will out weigh the money you’re saving in cut commissions. Do yourself a favor and pay your sales team good!

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Stop Trying To Control Your Sales Team

Some dealerships make the good sales people work longer, harder, and with unrealistic expectations to pick up the slack for the mediocre sales associates and again, they hate this. A lot of good sales people have a “work hard, play hard” mentality and when they land a big deal they might want to take a day off just because. Let them have their day off and don’t slam a bunch of work on their desk.

Giving them an extra day off or a bonus will reward them and show them that you respect their hard work and because of it you will see them land 100 more big deals. If you try to control them and look at them as your cash cow and you will see them landing big deals for other companies.

Don’t get me wrong, this doesn’t mean all good sales people won’t want extra work. You have to know your sales people and understand the way they want to work. Some sales people will work hour after hour with no issues and actually love it while others need a day off and want to enjoy some of their hard work.

Know what kind of sales people you have and use this to your advantage. If you have to give a sales person an extra day off because they landed a big deal then have a good sales person on the team who don’t mind picking up the customers while they take a day off. The small act of learning your sales team and allowing them the freedom to live their life and make a good living with your dealership makes all the difference. Keep your employees happy and they’ll want to help you grow, try to control them and you’ll watch them leave time and time again.

Sometimes It’s Out Of Your Control

Good sales people usually come with more entrepreneurial blood and sometimes they want to do their own thing. The harsh reality is sometimes it’s out of our control and you have to respect this. Good sales people think that any company can prosper with a lot of sales and sometimes this makes them want to go out on their own. If you burn your bridge with these sales people because you’re mad they’re leaving your company then you’re making a mistake.

One thing sales people usually don’t understand about starting their own venture is its harder then just making sales. A lot goes into running a business and some sales people are good at selling but bad at managing and sometimes they have to learn this on their own.

If a good sales person is leaving to start their own venture you should inform them of these hardships and ask them if there is anything you can offer them to stay, because as I have said before sometimes they just want a bigger challenge. After you talk with your sales person and if they still want to try their own venture then you have to respectfully cut ties with them and tell them if it doesn’t work out they can come back. Doing this will build their respect for you and if their venture doesn’t work out they will come back to your dealership and work harder for you than ever.

As Richard Branson has been quoted saying, “Train people well enough so they can leave, treat them well enough so they don’t want to.”

Have Leaders In Management And Not Busters

Being in the Army for 7+ years taught me a lot about leadership, and one of the biggest things you have to understand is leading by example. Good sales people, for the most part can get a job anywhere they want and they don’t choose to work for your dealership simply to make money. When your sales people start to lose respect for their upper management and don’t want to work for them you have a big problem. Having upper management that don’t know how to lead a sales team can cost your dealership a lot of money.

Interview your sales team every so often to make sure the team cohesion and morale stays high. Make sure they want to work for their upper management and that they respect them. Ask questions to find out if they’re learning and training with their upper management on a daily/weekly basis because training with your team is a great way to build team cohesion and chemistry.

You have to put leaders in management that are going to train and push your sales team to grow in a healthy way. Good leaders have a way of pushing people without making them mad. They have a way of getting people excited to work for them and sales people always strive to get better when they have a leader they look up to and respect.

Address The Management Issues

As an owner, when sales people leave your dealership you should personally talk to them and find out why they left. If upper management is the common denominator for your best sales people leaving your dealership then you hired a buster and not a leader and you have to fix this ASAP. When you take responsibility for your upper management and get rid of bad apples in the team your sales people will respect you. There are a lot of busters in management right now and they are costing your dealerships a lot of money.

Show your sales people you respect them and give them a leader they can respect and look up to. Put people in upper management that are willing to be in the trenches with your sales team and that will help them grow. When you build a strong team of people who work together and have good chemistry you will smash your goals time and time again.

Be a leader, not a buster!

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Don’t Complain About The Dealerships Leads & Get Your Own

Beggars Can’t Be Choosers

If you’re one of those sales people who tell your co-workers that the “leads are bad” and this is why you can’t close a deal then read this post 100 times. Too many sales associates complain about the dealership leads they’re provided yet they never do anything to bring their own leads, and it’s silly to even think about.

Now, I will agree that it is a dealerships job to give their sales associates plenty of leads so they can fill their pipeline and close more deals.

However, I do not think it is fair for sales associates to take the leads a dealership is creating for them and not follow up with them properly or write them off as a non buyer before they’ve even qualified them. Sales associates have to do a better job of implementing at least an 18 month follow up process with their customers to ensure they don’t leave any money on the table; and realistically the longer the follow up process the better.

Side Note: It is a good practice to still follow up with your customers even after you’ve made the sale.

Now, Instead of looking at dealer supplied leads as wasted time and non buyers, start to implement your sales and follow up process with them for days, weeks, months, and years on end.

Start Generating Your Own Dealership Leads

On top of implementing a solid follow up and sales process with your dealerships leads, you should also start to do your own lead generation.

With a cell phone and the free tools that you have at your finger tips, it is easier than ever to generate leads for yourself.

As a sales associate you can take the already existing pictures of your units (Hopefully they are HD) and you can add your own unit postings on sites like Craigslist.org. You can also have your most recent customers tag you on Facebook and have them give you a review so their friends and family can see who they bought their unit from. There are a lot of powerful tools out there… use them!

One thing a lot of dealerships are missing out on is Facebook Live. Sales associates should start using their dealerships Facebook pages to go “Live” as a way to generate more leads and trust with your customers.

This is also good because it gives your sales team a great platform to demo your units on and is live directly to your customers.

Here Is An Example Of A Facebook Live We Shot For A Dealership

In the digital age there is no excuse for sales associates to not be generating at least some of their own leads, and as technology grows, the need for these types of sales professionals is going to rise. With cell phones, websites, and digital marketing growing quicker then ever; it is a sales persons job to stay up-to-date on the newest and best lead generation and digital sales strategies so they can help their dealerships and companies grow instead of holding them back.

Stop complaining about the leads and start creating them!

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5 Things Your RV Dealership Is Probably Getting Wrong (Heres How To Fix Them)

In the digital age, there are some things your RV dealership is getting wrong. To excel as a RV dealership you need to focus on your digital sales strategy by optimizing your online brand, social media, and digital marketing.

A Digital Sales Strategy is the strategy your company uses to create more relevant leads for your dealership using your website, digital marketing, and social media.

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In the digital age, your customers are becoming online shoppers, and because of this many dealerships are leaving money on the table. For the last 20 years RV dealers have been marketing to their customers using traditional marketing and has worked wonders

But…

Not anymore. If you want to run a successful RV Dealership you have to focus on digital. Today you can’t just have newspaper ads, billboards, and TV commercials if you want to sell more RVs. Your RV dealership is getting wrong your digital sales strategy if you’re still focused on traditional marketing.

RV dealers across the nation are selling more RV’s than ever because of their online brand and digital marketing. If this is not your RV dealership than use these tips to better your digital sales strategy and start selling more RVs.

Here are 5 tips any RV dealership can use to better your Digital Sales Strategy

1) Stop Giving Away Your Price For Nothing

One thing your RV dealership is getting wrong is giving away your price for nothing in return.

Now, think of this…

If 1 Million people come to your website today, and none of them give you their contact information or come to your dealership, can you start the buying process with any of them?

Can a sale happen before a sales associates takes a lead through your buying process?

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No… Every Sale Must Go Through The Buying Process

Therefore, it’s a huge mistake to give your customer the price without taking their information (Name, Email, & Phone). Remember those 1 Million viewers you just had on your website? What if just 1% of them gave you their contact information?

Your RV Dealership would have 10,000 warm leads for your sales team. If you close 8% of those warm leads you would have sold 800 RVs! Not to shabby huh?

But, How Do You Get Customer’s To Give You Their Information Without Giving Them Your Price?

In the RV industry people are shopping nationwide for the best value and for the right floor plans. Once a customer finds the RV and floor plan that will provide them with the most value, they next go online and search for the dealer with the best price.

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You might be thinking, “This is exactly why I am showing my price, why are you saying it’s wrong?”

Your RV dealership is getting it wrong because customers will use your price as a negotiating tool to beat down closer dealers who have the same products as you without ever giving you an opportunity to earn their business -AND- prospects aren’t curious about your price so they have no reason to inquire or give you their information.

For example, if your selling price is $25,000, you can cross out $25,500 as a sale price with a call to action button making them give you their information for the lowest price.

As you see in the example below one of our clients uses “Rock Bottom Pricing” as the call to action to get their customers information, because remember, if we never get their information we can’t take them through the buying process.

Now, if a buyer is serious about a RV and they see that your price is competitive but they don’t know the exact price, curiosity will take over and a call to action button will entice them to give you their info in exchange for your lowest price.

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Once you get their info, your sales team now has a warm lead they can follow up with and hopefully they’re good enough to convert the lead into a sale.

On top of creating more leads, and sales for your dealership this will also help because…

  • Your competition will not know your exact pricing just by going to your website.
  • Your prospects can’t use your price as a negotiating chip at other RV dealerships that carry the same product but are closer.
  • More of your traffic will convert into warm leads instead of wasted traffic.

If you are giving away your pricing for nothing your RV dealership is getting it wrong.

  • You lose potential sales because you’re not efficiently turning your traffic into leads and a lot of buyers never make it into your sales process
  • Customers are using your price to get better deals at closer dealerships who have the same products so they don’t have to talk to you or travel to your location
  • Your competition has a pricing advantage over you because they know your numbers and can adjust their approach because of it

Stop giving away your price for nothing and start converting more of your traffic into leads and sales!

2) No Active Social Media or Facebook Ad Campaigns

One of the next HUGE mistakes a lot of RV dealership is getting wrong is they have no active Social Media presence and they’re not using Facebook ads. If you ask a business owner why they invest in TV commercials, ads, billboards and everything else, they will usually tell you something like, “It’s where my customers are.”

Get More RV Customers To Say, Yes

People spend around 5 hours a day on their cell phone which is the same amount of time people spend watching television. 1.28 Billion people will log into Facebook daily and the user rate is growing at an alarming rate. Out of the 5 hours your customers are spending on their phone daily, 2 of those hours are spent just on social media. Beside the fact that your customers are on social media; your advertising dollar can go a lot further on a digital platform than any other, which will help lower your customer acquisition cost if done properly.

Why aren’t you marketing on Facebook again?

With more and more consumers moving in the way of an “internet shopper” the way people are buying has changed. Consumers are looking for companies online who are active and who have good reviews. They’re messaging companies on Facebook to ask questions before they will give you their business and some of them won’t even think about coming to your dealership if you’re not on social media (its a trust thing).

By implementing a daily social media marketing campaign for your dealership you will start to build online authority and trust. Your customers will have another channel for them to talk to you on and you will have another channel that will help your dealership capture a warm lead.

Some buyers prefer to walk into your dealership, some prefer to call your dealership, and others prefer to shop the internet before they will buy. If you’re not allowing your customers to buy from all of these different platforms then you’re leaving money on the table! If you start using social media the right way and start running Facebook ads for your dealership, you will be surprised at the results… and that surprise will probably be a good one.

Get more in depth on this topic in one of our other articles:

what customers really wants from a salesmen, what customers want, sales talk

3) Not Enough Videos

People are getting spoiled with the amount of video they have access too and they are looking up videos on everything so if you’re not using video than your RV dealership is getting it wrong. YouTube is the 2nd largest search engine and you can go “live” directly from your dealership using just a cell phone but most dealerships aren’t using video to their advantage. So if you’re not using video than your RV dealership is getting it wrong.These tools are FREE and will create new business for your dealership, yet a lot of dealers are ignoring video completely and it is costing them cashflow.

As a dealership, your goal should be to put a video up for every single RV that ever hits your lot. By adding videos of all your products you will start to get traffic from places you haven’t got it before. Customers who are searching the internet for good videos on the products they’re looking for might land on your dealerships videos and before you know it you have a warm internet lead all because you have high quality video of your products.

Not only is video strong for Facebook and YouTube but it is also really strong in your personal follow up as a sales associate. One of the strongest things you can do as a sales associate is texting your clients personalized video messages of the RV’s they’re looking at.

For example: If I was a RV sales associate and I just received an internet lead from a customer who is looking at the XYZ. I would go out to that RV, shoot a personalized video of RV XYZ and I would text it right over to them. I would also address them personally in the beginning and put my face in there so they can put a face to my name. As you start using this you will find it to be a strong follow up tool and it’ll help you sell more RVs.

Mediocre sales associates always want to send email after email but let me ask you this, how many emails are unread in your inbox right now? How many emails get sent directly into your spam that you never see? How many of your emails are skipped over because we get hundreds of emails a day and its impossible to keep up with? A lot of them I am sure because I personally have 5,000+ unread emails on just my phone and I would guess your inbox is very similar.

Now ask yourself this question, how many unread text messages are sitting in your phone? The answer is probably zero because people always read their text messages and it will bug them if they don’t. Use this to your advantage and stop sending emails your customers aren’t going to read and start sending them text messages (Or preferably, send them an email and a text). Send them text videos of units they’re looking at or text them asking for an appointment. The more you start using videos and text to communicate with your customers the more RV’s you will sell!

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One of our clients didn’t have a YouTube channel before they started to use us for their marketing and it was costing them a lot sales. By creating a video for every RV that hits their lot and some informational videos, we have been able to upload close to 1,000 videos and they’re approaching 1,000 subscribers, and these numbers are growing every day. With all of the videos we have created, this dealership has approximately 2 million minutes watched on their YouTube channel all from videos that you can create and upload for FREE.

These videos build a lot of trust with their customers because they get to see the exact RV they’re looking at before they come to the dealership and these videos have been the difference in a lot of their sales. Videos have also been a big part of the reason why people come from all over the nation to purchase from this dealership and if you’re not using video then you’re wrong!

What are your videos and YouTube channel doing for your dealership?

4) No Engaging or Valuable Content Creation

In today’s digital age it is important to create ENGAGING and VALUABLE content or your RV dealership is getting it wrong.

Think about the websites that you come to and use everyday. To name a few, Google, Facebook and YouTube. The reason you use these websites daily is because they provide you with a ton of value and new things are added daily that we’re interested in and want to engage with. There are a couple key take away from this. They provide you with value, they’re doing it daily, and you want to engage with them.

You have to turn your RV dealerships website into a resources that your customers can use on a daily basis. What does that mean? You can’t always advertise sales, products, and services to your customers!!! Dealerships have to provide their customers with valuable and engaging content that will make them WANT to interact with your dealership. You can do this by building an awesome blog and by adding new articles weekly or by running social media campaigns that are designed to add value to your customers while engaging them. There are a lot of ways to do it but the main thing you need to understand is you have to provide value and engage.

Close More Of Your RV Customer Leads

We all see 90% of dealerships Facebook pages that are all about showing you the sales they have going on, the new products that hit the lot, and the “just purchased” picture with their customers, but they never seem to provide you with any engaging or quality content. This is a huge mistake!

Most of the dealerships Facebook’s pages out there are boring and people unfollow them quick. Nobody comes to Facebook to be advertised to 24/7. Think about it, we use TIVO now because we want to fast forward the commercials. We use apps like Netflix and Hulu because we want to watch our shows with no ads. The same thing is true about your dealerships Facebook business page. If all you’re doing is advertising without providing your customers with valuable and engaging content then you’re wasting your time and energy.

At IMR we use a rule of 80% social and 20% advertising. This means that for every 10 pieces of content we share, 8 of them will be geared towards our ideal customer simply for fun and engagement while 2 pieces of content will be promoting sales or products. When you start to build a Facebook business page or marketing campaign this way you will start to see more interaction from your followers, you will see more new likes on a daily basis and you will see more leads coming from your social media and digital marketing.

Download our PDF 5 Facebook Strategies To Increase Page Likes and learn how to have a more engaging Facebook page.

5) Your Sales Team Is Not Using Live Video

There are very few dealerships out there who are using live video to promote their products and I don’t understand why. By adding your sales team to your Facebook Business Page they can go live at your dealership directly from their cell phone at any given minute.

This is HUGE because consumers want to see more social media posts and videos and Facebook Live checks both of these boxes.

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Instead of letting your sales members sit at their desk and scroll Facebook (like a lot of them are guilty of) make them go out on the lot and start shooting live video. Have them go live from your dealerships page and ask customers which RV’s they want to see and use live video to bring in qualified leads. Your sales team can use live video to get their face out there as a sales associate so people know who to ask for when they come to the lot and it will bring you leads you’ve never had before.

By simply going live for an hour and asking your Facebook fans what RV’s they want to see you will start to build trust with your customers. They will see you’re willing to provide them value and show them RV’s they’re interested in before they come to your dealership and it’s a good way to get leads. A lot of the people watching your live stream will even start to ask you buying questions like

  • Do you guys take trade ins?
  • Do you guys finance?
  • What is a monthly payment on an RV like that?
  • Where are you located?

As you start getting buying questions and qualified leads directly through Facebook Live you can then DM them to get their cell phone and email for proper follow up and boom you have a warm lead.

The other benefit of this is, IT’S FREE FOR YOUR DEALERSHIP!!!

Get Better Sales Training For Your RV Sales Team

It has never been easier to make your marketing dollars stretch in business. By using social media and all of the free tools we have at our exposure, dealerships can really ramp up their marketing and save money at the same time. One of our clients we implemented a digital marketing campaign for spent 80k less on their marketing than the previous year while selling more RV’s then they have in the 45+ years they’ve been in business.

By simply switching your marketing budget from old techniques and traditional marketing into a digital marketing and social media campaign you will see double the results for typically less money than you’re used to spending.

Start taking advantage of live video and see how it helps your dealership and sales team sell more RVs. You will thank me for it later.

Want more tips on better digital marketing for your dealership? Read our blog 5 Internet Marketing Tips For Better Business

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Why You Need A Sales Funnel

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A lot of companies take the approach that if they build it customers will come, and this is not the case. From brick and mortar locations to business websites; you can tell a lot of them lack a good sales funnel and direction.

If you build your website or business with no direction and have no way to convert your traffic into buying customers then you’re going about things in the wrong way. The truth is, every business needs a sales funnel.

Sales Funnel (also known as a revenue funnel or sales process) – refers to the buying process that companies lead customers through when purchasing products. A sales funnel is divided into several steps, which differ depending on the particular sales model.

In basic terms, a sales funnel is the process that your company follows to take potential customers to buying customers.

Most businesses go out of business because of 2 things, they do not have enough attention and they do not have enough cash flow. As I am sure you have heard before, “You may have the best product or service on the planet but if nobody knows about you then who cares?”

I am going to add something to this old saying because I think it is a little off. I believe the saying should go, “You can have the best product/service in the world but if nobody has heard of it or you can’t close the deal then who cares?”

I think this is more fitting because a lot of people believe that by simply having the best product/service or the cheapest price that it will sell itself, and this is not true. To be a successful company you have to have the best product along with a great sales funnel. By implementing a solid sales funnel into your customer acquisition process you will start to close more deals which will increase your cashflow and attention.

Now, you might be curious how a sales funnel is going to increase your attention but is it does. By taking your customers through a dialed in process that is designed around getting your customer what they want, it will make for a good experience and a new customer.

As your company gains more happy customers they will spread the word about your product/service and you will have the sales process to turn new traffic into buying customers.

This leads into the fact that most companies are not taking advantage of their current traffic and attention because they are not optimized to convert this traffic from a viewer to a buyer.

Think about it.

You go into a retail store and the “sales associate” will ask you questions like, “Can I help you find something?”

As we mostly reply, “No thanks, I am just looking.”

the sales person will then say, “Ok, let me know if you need anything.”

We say, “Ok. I will.”

then we leave the store empty handed or with 1 item while they keep folding clothes on the rack. This is an example of a missed opportunity and a terrible sales funnel.

Side Note: This isn’t just happening at retail stores…

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What makes this even worse is companies will spend a lot of money on their marketing to get a customer into the door or onto the website and then the website or store will not be optimized to turn these viewers into buyers. To me this is putting the cart before the horse and a waste of precious marketing dollars. A bad sales funnel will inadvertently increase your customer acquisition cost simply because you have an inefficient sales funnel.

The truth is, if companies pay more attention to optimizing their sales funnel, they will close more deals and have happier customers. 

By closing more deals and turning your customers into brand advocates you will be bringing more attention to your company by having more people talk about you. You’re showing your customers that your product is awesome and that it is easy to do business with your company. In addition, your brand advocates will start to refer your company more and more. They will start to tell people where they bought their products from and what salesmen helped them find it, instead of sending customers away.

You’re only as strong as your weakest link so make sure your weakest link isn’t your sales funnel! 

The scary thing is, a lot of companies have a terrible sales funnel with an awesome product and it is holding back their business.

On the flip side, what this means for companies who have a strong sales funnel and a great product is that you’re ahead of the curve. While most businesses are trying to figure out how to bring in more customers and increase their cash flow, you will be closing a higher percentage of your current traffic which will increase your attention and sales.

Every company should focus on taking every single viewer/prospect through a sales funnel and follow up process till they turn into a customer.

The way you do this is with a solid sales funnel and an optimized company.

Stop wasting your traffic and turn it into cash flow! 

One of the first things you should look at when you’re analyzing your sales funnel for a website is see if your site is designed to capture your viewers information. A lot of websites I come to do not have enough call to actions. Call to actions are designed to get your customers to give you their name, email, phone number, and contact info so you can follow up with them and make a sale.

The fact is, you will never gain a customer without gaining their information. Your website needs to be designed to create internet leads by gathering your viewers name, email and phone number so your sales team will be able to follow up with them. Once the internet lead hits the salesmen, the salesmen needs to have a sales funnel and follow up process that they can take the internet lead down till they become a customer.

Side Note: Having an optimized website will also increase the number of buyers who will simply buy because of the information your website provides.

As more and more leads come in to your salespeople and as they get better at the sales process, they will start to close more deals and you will start to see exponential growth instead of wasted traffic.

When it comes to a brick and mortar location, you should focus on training your current salespeople how to take your customers through a sales funnel instead of just asking if they need help. Your salespeople should be engaging with your customers and asking questions to figure out what brings them in to the store today. Once your salespeople finds out what the customers needs are, they should then take them to the products and make sure the customer has everything they need before they leave.

These simple tweaks to your sales funnel will make a huge difference to your cash flow and customer acquisition. 

Now, these are just 2 minor examples of how to adjust your sales funnel but I hope this will help you understand the importance, because if you get more attention but have a terrible sales process then you’re just wasting time and money.

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what customers want, sales, sales tips, what customers really want

What Customers Really Want From Their Salespeople

Get A Sales Process That Gives Customers What They Really Want

Sometimes it is painful to go into a dealership or a business and hear the pitch some of their salesmen are throwing at me. A lot of them start talking about dogs, family, and life before closing the deal, and its one of my pet peeves. Please stop wasting your breath and learn what customers want from their salespeople!

Your customers are coming to you because you’re the EXPERT!

They do not care to talk about anything other then how you’re going to provide them with a turn-key solution to their problems. It’s as simple as that. Stop wasting your time on topics that have nothing to do with how you’re going to solve their problems because that’s what customers want!

As the great Albert Einstein has said “Make things as simple as possible, but not simpler.”

Learn what customers want from their salespeople

What you have to figure out as the business owner is what issue(s) your product/services are fixing and sell to your customer based off of these rewards. Instead of pitching all of your services to your customer, sell them your turn key solution that is going to fix their biggest problems and you will close more deals.

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Customers are coming to you because you’re the expert in your field and they trust you can solve their most frustrating issues.

So what can we do as salesmen and business owners?

Ask more questions! A lot of the time I talk to salesmen and business owners and they can not tell me about their actual customer. A lot of them talk more then they listen and they do not truly understand why their customer is even looking for their product/services.

What you should do as a salesmen is keep asking questions and really listen to what your customer wants.

Ask them how, what, when, where, and why they are looking for your services so that you can truly understand their needs. Get them talking for a good 10 minutes on why THEY are looking for your company and what problems they are looking to address.

Once you have a good understanding of your customers TRUE needs, you don’t have to just “pitch your services”. You can now show them how your product/services are going to fix their problems and they will give you their business.

Implement this simple technique into your sales process and you will be sure to close more deals!

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