You need to train your RV salespeople as an RV dealership. When you work in both RV and automobile dealerships, you see the differences in how salesmen are trained.
While most RV dealerships do a decent job of generating leads for their sales staff, not all of them do a good job of training them. To make a sale at an RV dealership, marketing and sales must collaborate.
Someone needs to be held accountable if marketing is providing solid customer leads, but your RV sales force isn’t completing deals. Your sales training is that somebody!
RV sales training from Pearl Lemon Sales can help both new RV salespeople who may still lack the basic RV sales skills they need and experienced RV salespeople who want to boost their sales numbers even higher.
Sales training programs and trainers for a sales force are popular in the automobile industry. It doesn’t appear to be the same in RV dealerships.
It’s more of a sink or swim situation. It’s as though you’re throwing your salespeople to the wolves.
Many sales jobs are like this now, but we know there are significant benefits to be had if you begin professionally training your RV salespeople.
RV sales are not the same as car sales. Customers don’t need an RV in the same way that they do a car, so you can’t force them into a contract.
Instead, you must understand how to evoke your clients’ actual feelings and desires, and then capitalize on them.
Just doing this one thing will help you sell more RVs…
Make sure your RV salespeople are well-trained. RV sales training from Pearl Lemon Sales, custom created for your company and your sales challenges, will do just that, and more.
Ideally, your RV salespeople are very familiar with the vehicles they are selling, and can quote their basic specs off the top of their heads. However, as important as that information might be, it’s not what most consumers are interested in when it comes to buying an RV.
Price, which is also going to matter to a customer, is not usually their biggest concern either. So trying to sell an RV based on price and specs alone is often not very compelling. And if your RV salespeople are unable to demonstrate to customers why their (large) investment in an RV is a good one, often the sticker price can be harder to get past on the way to the sale than it should be.
A successful RV salesperson has mastered the art of sales consultancy, something we focus on heavily in our RV sales training. And once we have introduced our students to the concept, we ensure they can make the best use of it, via role play and improv sales training, and live simulation. Doing is always the best way to learn.
Consultative selling is a kind of selling that involves research and questioning, in the form of a sales conversation with a prospect, rather than a sales pitch.
Instead of telling prospects what they want, you ask them thought-provoking questions that help them uncover their own needs. In the end, prospects will direct themselves to the optimal decision with a consultative sales technique.
The advantages of using a consultative sales technique are many. Your dealership will see Increased income from existing and new customers. Your sales cycles will be shorter. It will certainly give you a competitive advantage over your rivals
As a sales representative, your RV salespeople’s job is to be attentive and helpful, giving prospects the information they need to make an informed purchase decision. Transactional selling is the polar opposite of consultative selling. Transactional selling is only concerned with achieving revenue goals. While consultative selling is interested in meeting revenue targets, it does it through assisting clients in achieving their goals. And it makes a world of difference.
How does this work in RV sales? We help students understand how to open a conversation with questions that do not immediately head into sales speak. Here are some examples:
By presenting themselves as a helpful sales consultant, one who is truly concerned about their needs, salespeople build trust, build rapport and can overcome sales objections – especially price objections – far more successfully (and can often upsell the prospect based on their answers.)
If you now see the value of offering formal RV sales training to your team, you are probably wondering why you should choose Pearl Lemon Sales to deliver it. Why not opt for one of the many online sales training courses instead?
The most obvious answer would be that we are very good at what we do. Our sales trainers are experienced, working sales professionals whose sales training style is engaging, easy to understand and proven to be very effective.
Perhaps even more importantly, we practice what we preach. Our RV sales training offerings are bespoke to each customer. We ask YOU lots of questions to determine exactly what your RV sales training needs, and your sales pain points are, and then build a custom RV sales training program around those answers. One size fits all sales training – in any industry – rarely works well, which is why we never make use of it.
Contact us today and let’s get that conversation started.