An untrained RV sales person will do the exact opposite, and if your RV sales team can’t handle the “tough to close” RV customer then your dealership is in trouble.
If you’re going to spend your hard earned money and marketing budget to generate leads for your sales team then you need to train your sales team on how to close more sales.
The way to do it?
Train your RV sales team with an efficient and proven RV sales process.
If you don’t have a RV sales process then I would suggest using our online Sell More Live More RV Sales Training program we provide at IMR.
Efficient processes come from daily training, and if your sales team isn’t training then get them on the Sell More Live More RV Sales Training Program.
I personally used the Sell More Live More RV Sales Process to make $100,000+ in RV sales annually and so can you or your sales team.
When you have a sales team of closers, your sales goals will get smashed month after month.
When you have a sales team that is inefficient and untrained then you will be wasting your dealerships time, money, and marketing budget.
Which one sounds better?
Smashing your monthly sales goals month over month or wasting your time, money and marketing budget?
If I had to guess I am sure you choose smashing your sales goals so start training your RV sales team daily and watch how many more RVs they sell!
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.
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?
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).”
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!
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!
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.
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.
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.
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.
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.
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.
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!
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.
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?”
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.
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.
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.
