• August 18, 2022

RV Sales Training: How to Use Test Closings to Sell More RVs

Customers often have hidden objections that they won’t share with a salesperson unless they are directly asked a question. These obstacles directly affect our ability to close effectively with minimal negotiations. Uncovering and closing these objections is critical to the sale. The key to this process is asking high-quality questions. Although many smaller test closures are used throughout a presentation, there are 4 important selling points for using a test closure before moving on to the next step in a presentation.

1. After an Internal Presentation.
2. After an Exterior Presentation.
3. After a driving demonstration (if motorized).
4. Before entering to write a deal.
The word clues for the closing of the trial are simple and flexible. However, the moment is critical. We must never proceed to the next step; inside, outside, etc. until we have tried to uncover any hidden objections.

Side note: I don’t think there is a right or wrong order to make a proper presentation of features, advantages, and benefits. But we can’t skip any part of a presentation or we’re lowering the value of what we’re trying to sell. Higher closing rates are achieved when the value of the RV has exceeded the price before we enter into the deal.

If a client expresses interest in, say, the interior features of the RV (floor plan, kitchen, etc.), that’s where you should start. You should show a feature or two at most, that offer the budget picking technique discussed in a previous post, our training class, and in our sales products, to make sure the customer is within their budget, before proceeding with his presentation.

Once the client has been placed within the budget, we can continue with our presentation. After completing the inside presentation, do not move to the outside, or vice versa, without using a trial closure such as; “After looking at the interior features of your new (RV, trailer), do you feel this will meet your needs? Will it meet your expectations? Will it solve some of the challenges you have with your current RV?” etc. Then shut up and wait for an answer. If the customer answers “Yes”, it is your opportunity to generate value. Don’t just skip to the next step. This is the perfect time to show the customer how this RV will meet their needs.

Create value by saying something like, What do you like best? o How do you see this as an improvement over what you have now? What they say next is important to them, so point out an additional benefit to what they mention. If they say “No”, no problem. You have an objection that you need to overcome. Better find out now and get over it, before you go on with a full pitch and find out they won’t buy it because something is wrong, or start negotiating the price to make them happy. If you get a No, just continue with “What are you unsure about? or What feature are you concerned about?” Then shut up and wait for an answer.

You are about to receive an objection. No problem, that’s exactly what you want. Objections give you something to close. You can’t close on a stranger. It is better to find out now than to continue and increase negotiations at the drafting stage. Use the same technique inside, outside, demo drive, and before you get in to minimize price negotiations, build value, maintain gross profit, and sell more RVs.

Now go sell something!

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