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.
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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!