rv sales training keeping your customers

It's that time of year when our presentation skills should be perfected, refined, and designed to capture our customers attention and keep it.Most presentations flop out of the gate because they fail to answer the key question on the minds of listeners: Why should I care?What's the most important message you want to leave your customer with-and why should they care? Every customer instinctively wants to know one thing: What's in it for me?The greatest public speakers are those who work at making their addresses both interesting and that relates to the customer.Make yourself interesting from the start. You can't afford to have your customer lose interest in those first few moments.You liteally have just a few seconds to make a lasting impression-from as little as two seconds to 90 seconds, depending on which study you cite. Regardless of the exact time, it's fast.Given that fact, it's important that you make a strong, emotional connection with your customers with your first few words. And those first few words should grab your customers by getting them involved with the content of your presentation.Give your customers a reason to care:I remember as a young sales person being taught to walk up to my motor homes and pound my fist, hard against the side walls of the coach demonstrating my construction quality. (Don't try this at home).The thunderous noise certainly got my customers attention. Was it the side wall construction they were concerned about? Maybe yes, maybe no.My objective was to do something different and interrupt the pattern that they were about to get the same presentation they got down the street.Another sales person I worked with went right out, and without a word, climbed up the ladder and began jumping up and down on the roof. (Don't try that at home either).Customers attention; He had it. Now they were listening and we could go to work focusing our presentation on what was important to the customer, confident in the fact they were paying attention, maybe to see what goofy thing I would do next.Make sure this animated silliness does not continue throughout your presentation or you will lose credibility.Make a positive impression on your customers by giving them a reason to care about your message. Let them know that the next 20 or 30 minutes will be valuable for them.The goal of most presentations is to lead the customer to some sort of action: buying an RV or scheduling a follow-up call or appointment to learn more. The more memorable the message, the easier it is to act upon.Be sure to focus on what is important to your customer by asking high quality questions.After making sure the customer is in budget by using the choice technique word tracks, say something like, "There certainly is a lot about this RV I could tell you but let me ask you this... What is important to you?You should have acquired usable info during an initial interview if possible.
Be prepared. They just might tell you how to sell them!Be sure to use proper trial closing techniques and word tracks at the appropriate moments to make sure you are still on the right unit before continuing to the next step of your presentation.Uncover hidden objections as you proceed to make the transition to the write up an easier one.Make your message memorable by grabbing the attention of your customer right out of the gate. Give them a reason to care about what you have to say.Now Go Sell Something!

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