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!
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!
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.