6 Sales Tips to Sell More RVs
How to sell more RVs
Over the years of working with RV salespeople across America, I have noticed them make one mistake regularly; the sales process they use to sell the RV or trailer changes with each customer.
The most crucial element of your sales process is consistency.
If you have the same pitch and process each time you sell an RV, you have something to build on. If you’re constantly changing your approach, there’s no way to tell if you’re getting better or not at the art of selling.
You’ll lose money and fail to attract potential buyers by not having a standard approach.
The RV sales process we recommend at DealerClick is one that we have gathered from over 30 years of working with RV dealers in all 50 states across America. Our approach focuses on enhancing the customer experience and reducing the length of your sales cycle.
RV Sales Tip 1: Greetings
Our first sales tip for selling more RVs is to make a great first impression. First impressions are everything when engaging in any sales activity.
Whether you come into contact by lead from your CRM, phone call, Facebook Marketplace, or physical walk-up, always bring positive energy and get the prospective buyers excited about your dealership and what you can do for them!
Introduce yourself confidently, welcoming them to your dealership and asking how you can help them.
No matter what they reply, your next question should be whether the prospective buyers had previously purchased an RV at your dealership.
This response is critical because it lets them know you have a process and sets you up to go further into the sales process with them.
Whether they say yes or no, you’re going to describe the process to them with something like this:
"Here at this RV dealership, we make our customers comfortable and ensure you get the right RV at the right price. We like to sit down with our customers and get to know you first so we can know how to help you. Then we'll walk through the lot, and I'll show you some RVs that match your needs. After you choose a few you like, we'll take you to the office and show you in black and white what it'll cost to get you camping in your new RV. If everything sounds good, we'll do the paperwork and get you on your way! Is that fair?"
Few prospective buyers will balk at this offer because the explanation is transparent, and the sales process is moving forward with their consent.
RV Sales Tip 2: Discovery
The second of our sales tips to sell RVs is discovery. First, we want to figure out if there is a trade-in. If there is a trade, scan the VIN with your DMS App and get the book values into your DMS system in real-time.
Ask some questions like this:
What did you pay for that trade-in when it was new?
How much do you think it's worth today?
What was the problem with this vehicle?
What do you like about this vehicle?
How long have you had this RV?
These questions are just examples, but you get the idea. You want to ask as many questions as possible from as many angles, helping you gather great information to work with during the sale.
Once you learn about their trade-in, we can ask probing questions about their needs, helping to shape the sales process.
Ask questions like:
Why do you want to buy an RV?
What are your plans with your new RV?
Are you towing anything behind your RV?
When will you be taking out your RV?
Questions like this are easy to answer and will get you into the flow of learning about your customer's needs. Next comes something significant, and many salespeople need to remember. Add value to your customers' lives with benefits from your product!
Make statements like:
People usually want an RV to build family memories with children before they are grown up
Our customers want to see the country with their spouses after retirement
In general, folks want to be able to get away quickly for weekends
People want to enjoy the incredible freedom of the open road
These questions will excite your customers about how a new RV will improve their lives.
The last thing to do is ask a few 'hard' qualifying questions to see if the customer is a good fit and worth spending more time on. Be tactful when asking these potentially embarrassing questions. You want to find out if this person can qualify for an RV.
Ask something like:
So you have pretty good credit?
How much are you looking to put as a down payment?
Have you had any trouble getting financing before?
Keep the customer from blowing you off! You need to take control of the conversation to get the information you need to continue or discontinue the sales process.
RV Sales Tip 3: Demonstration
The third sales tip is the demonstration. There’s a lot to learn about giving a great product demonstration. Here are a couple of pointers during the walk of your lot.
First, focus on the benefits more than the features. People are emotional; connect the parts of your product with what matters to them and improve their lives.
And secondly, perform trial closes throughout the whole process.
Ask questions like:
Is this the RV you're looking for?
Is this one perfect?
Can you see yourself on the open road in this baby?
Do you want to see the numbers for this RV?
These questions allow you to stop showing RVs as soon as the customer has settled on one.
RV Sales Tip 4: Write-ups
The fourth sales tip to help you sell more RVs is the write-up! 100% of your leads should get a write-up so you can stay organized and sell more RVs. Write-ups will allow you to work the numbers and ensure customers can afford the RV they have their hearts set on.
Whatever the customer's most important benefit is, continue to remind them throughout the process. This reminder will reinforce their reason for buying a new RV.
RV Sales Tip 5: Closing
The fifth and most important sales tip is closing. Most RV salespeople hear 'no" at least a few times before closing the deal. An RV is often an enormous purchase, and the customer can get wet feet.
Your way to overcome any objections is to continue to hammer on the life benefits the customer is looking to gain by owning an RV. People often don't care about new features on the latest model; they want to grow memories with their families or travel the country and feel free.
These emotional reinforcements are what is going to get them to sign on the dotted line. After each pushback, remind them why they want to get an RV again.
You can say things like this:
I understand where you're coming from but why continue to wait on buying an RV if you want to build family memories today?
I hear you, but why put your dreams on hold if you can buy the RV today for $200 a month?
I get what you're saying, but why not buy the RV and start traveling with your family like you want to instead of waiting five years?
These questions will help you solidify the idea in the customer's head and earn the sale more often than not.
RV Sales Tip #6: After-Sale Care
The after-sale care is your sixth and final of our sales tips to sell more RVs. This step is vital to growing your sales pipeline and keeping new business rolling in. Here are some pointers on how to keep your customers coming back and referring their friends and family.
Keep in contact with your sales. Give them a courtesy call when it's time to winterize or get an oil change. Tell them you're still here for them if they need anything.
Ask for customer reviews once you've built a vital repair with your customer. People read what other people have to say about your dealership, so make a satisfied customer and then ask them to help you!
You'll surely earn more sales if you follow these 6 sales tips to sell more RVs that we've learned over 30 years of working with successful RV dealers and making RV dealer software.