Internet Marketing Blog

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.

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!

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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 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:

Buyers inspect the RV while lookers walk through the RV.
Buyers ask financial and money questions while looky loo’s don’t.
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.
Buyers will inquire with their kids and significant other about how your RV will meet their needs, while lookers will point out “cool features”.
Buyers will ask towing capacity and truck questions about the RV while lookers will ask basic questions.
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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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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Start asking who, what, when, where, and why questions to get your customers talking about their needs and wants.

Start going past surface level and learning your customers true desires so you can start talking about how your product is the solution.

By asking the right questions, listening to your customer, and explaining how your product or service is the solution to their problems, you will close a lot more deals.

Stop this nonsense of talking new, sports, and weather with your customers to build rapport because you’re just wasting everyone’s time.

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The Best Way To Close An 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.

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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!

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The Best Sales Teams Train

Just as the best professional sports team train daily, the best sales teams train daily.

A mistake being made among sales teams across the world is they are not training.

Some companies hire sales people and just expect them to bring results.

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While other companies treat their sales team as a customer service department instead of a selling machine.

The truth is, to stay at the top of any industry or profession, you have to be training.

Just as Lebron James and the Lakers train to be the best in the world at basketball, your sales teams must train to be the best sales team in the world.

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Think about this, the Lakers have to train daily, weekly and monthly to be the best team among the 30 teams in the NBA.

Imagine the grind and hard work Lebron and the Lakers go through to be the best out of 30 teams…

Now lets think of the competition your sales team faces.

How many other sales teams are in competition with your company? Is the number 30, 50, 100, maybe 1000?

The fact is, competition in business is even more grueling than competition in professional sports. While professional sports teams only have around 30 teams to compete with, your business may have hundreds.

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This is even more a reason to train.

We all know how hard someone like Lebron James, Michael Jordan or Tom Brady have to train to best the 30 other teams in the league. Businesses have to train even harder because they are trying to best hundreds of teams around the world.

With a sales team that isn’t training, this feat will be damn near impossible.

The best teams on the planet are training on a daily basis… is your sales team?

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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?

Christopher Paulino
January 1, 2020
Digital Marketing, internet marketing, sales
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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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How To Approach Customers At Your Dealership To Make Six Figures

Although you think it should be easy, learning how to approach customers at your dealership to make six figures it isn’t always the easiest task.

Customers have gotten into the habit of telling sales people, “I’m just looking, I’ll find you if I need help”, and a lot of the time there goes are opp.

Time and time again, dealership sales people are trying to handle this problem, and some of them are failing.

The best way I’ve learned how to approach customers at your dealership is with a repeatable and purposeful sales process.

Get An Approach That Works

In my opinion, the sales process that works the best and one of the reasons I made 6 figures when I was in dealership sales is outlined out below:

The 2 main things you want to accomplish in your greeting is to set your intentions early, and to lay out your buying process. The reason you want to do these 2 things is because your customers are scared of the unknown.

People like to have a process and they like to go through a process that makes sense.

Just as people have a process for their daily hygiene, work, kids schedule, and everything else, they want to follow a process when they purchase from a store.

Most sales people don’t lay out their process in their greeting and it’s hurting their sales.

Try This Approach With Your Dealerships Customers

Most salespeople will typically say, “Hi, welcome to the dealership, how can I help you?”.

Where the customer will return with, “We’re just looking”.

Next the sales person usually says, “Ok, let my know if you need any help.”, and they walk away.

Instead of using the traditional greeting above and getting no where, try something like this;

Sales Person — “Hi, welcome to our dealership. What can I help you find?”

Customer — “Nothing, we’re just looking”.

Sales Person — “Ok great. Have you ever purchased a unit from our dealership before”?

Customer — “No”.

Sales Person — “No problem. The way we do business at our dealership is we are a one price dealer. This means we don’t haggle and negotiate our prices. What we like to do is sit you down and ask you some questions about how, what, and why you’re looking for a new unit. Once we have a good idea of the type of product that will fit your needs exactly, we will take a look at our inventory and see if we have anything that lines up. If we don’t have anything that fits your needs, we won’t ask you to buy anything. If we do have a product that will fit your needs, then we will take it on a test drive and I will demo it for you. After the test drive and demo, we will come back in the store where I will put the numbers on paper for you. This way, you will know exactly what it will cost to buy the unit today. If the price lines up with what you’re looking to spend and the product meets your needs, then you will buy the car. If not, no big deal, we will keep looking till we find a unit that fits your needs perfectly. Does that sound fair enough”?

Here’s Why This Approach Works In Dealership Sales

By greeting your customer in this way, you’re doing a few different things.

You get rid of the unknown in your sales process and tell them exactly what they will go through to do business with your dealership.
You get a round about micro agreement from your customer to go through the sales process from the very beginning.
You set up the interview and qualify process by telling them you’re going to sit them down and ask who, what, and why they’re looking at new units while getting another round about micro agreement to go through the interview and qualify process.
You set up the write up by telling them after the demo and test drive, you’re going to sit them down again and go over the numbers with them.
You get another micro agreement to buy the unit if it fits their price and needs, and yet another micro agreement to keep looking with you as their sales person for the right unit if the first one you show them isn’t the exact unit they end up buying.
When you say, “Sound fair enough?” at the end of your greeting, your customer almost has to say “Yes, that sounds fair”, which is another micro agreement to go through your sales process AND buy the unit that is right for them when you find it.

Now, if you sit back and examine this greeting you will see a lot of purpose. You get multiple micro agreements to not only go through your sales process, but to buy the unit if it meets their needs and price. You lower your customers defenses by giving them a clear cut path on how you do business so you assure them you are not wasting their time. In addition to this, you show your customer you care about their needs by explaining why it is important to go through the sales process with you. (so you can get them the perfect unit that will meet all their needs)

After you implement a greeting like this and finish with “Sound fair enough”, you will find it is easier to get a good interview/qualify. You will find it is easier to present you customer numbers in a write up, and you will find it is easier to close the deal.

Try a greeting like this at your dealership and stop being scared of approaching your customers.

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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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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.