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.
- Explain your buying process
- 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!