rv sales training longrunning followup

Few things are as annoying as being repeatedly called by salespeople "just to touch base." So what do you say when you've run out of ideas?As you scrolled through your follow-up files today, perhaps you ran across one or two prospects that you've called repeatedly and continue getting put off. You feel there is some real potential there and don't want to give up. But yet, it's grueling to come up with something more creative than, "Well, here I am again."Or perhaps you have customers that bought from you, and your Sales Manager wants you to call them regularly, perhaps monthly, or more.What you do NOT want to say on these regular calls is:- "Well, I was just checking in with you to see hoit's going."
- "Wanted to touch base with you today."
- "Thought I'd give you a courtesy call."
- "Wondering if you needed anything?"So what's wrong with those? These approaches are reactive, provide nothing of value, can be viewed as nuisance calls, and leave you open to being treated as a simple salesperson who can be manipulated into a price war. I've always said that these are some of the toughest calls to place. Because, it requires creative thinking and lots of salespeople don't want to think that hard. Except the best salespeople.Lazy RV salespeople, or those or don't know any better, are content calling to "just touch base," or to "see if there's anything deals they received that the salesperson can beat."Calls to regular customers, and to prospects you're clinging onto should always contain something of value ... something that lets the customer feel you are contributing something useful by calling. Keep in mind that your regular customers are someone else's prospects. If they feel they are being taken for granted by a salesperson who simply calls and says, "Do you have any referrals for me?" they might eventually fall for the wooing of a competitor who is creative enough to dangle something attractive in front of them.Also keep in mind your prospects are likely buying from someone else, and won't budge unless they see some value in what you have.So, what to do?Here are just a few ideas to spice up these calls to position you as a value-added resource, and not just a salesperson.Begin with "YOU"
A good way to begin these calls is by saying something like,"I was thinking of you,"
"I heard some interesting information about the RV you're looking at, and you immediately came to mind," and,
"When this news came out, I thought about you..."Industry news
Perhaps you have some news they might not be aware of. Or, maybe they are aware of it, and you have something to help them take advantage of it. For example: "Ms. Prospect, you probably are familiar with the new regulations regarding towing requirements for the RV you're interested in. We have a way to be able to handle this situation, and I'd like to ask you a few questions to see how much of a problem you anticipate this being."New policies at your dealership
If your credit soure changed restrictive policies that would enable you to do business with people who didn't qualify in the past, call them again. For example, if there are new interest rates, or they've lessened credit requirements. And with regular customers, calling with changes to their advantage are always welcome.New regime at your dealership
This can be effective for prospect you haven't been able to sell because of legitimate, real objections they had. If, for example, new management has cleaned house and improved quality, decreased errors, etc., call again, since you're now selling a new dealership. Also, these can be spun into reasons for calling existing accounts.New capability
If you have products or services that deliver results you weren't able to before, that is always a good reason to call. Just be sure you are positioning them in terms of results to the listener. Not, "Hey, we have a new extended service contract and I think it is great."New you
Maybe you fell to pieces and self-destructed on a previous call. Since then you've acquired more skills and confidence. Maybe you've come up with new ideas, or a new strategy. And here's the best way I know for you personally to come up with great value-added reasons for calling:Have a brainstorming session with other employees in the dealership. Invite service, parts, finance, sales ... anyone who knows your RVs and services. Make it a game or competition. The goal is to fill in the blank:" The reason I'm calling is ____."The main rule is that what goes in the blank must be perceived by the customer as something that they would view as valuable and interesting to them. Believe me, you'll come up with 20, 30 or more great ideas to use. So get creative, get working, and you'll find yourself converting more of those prospects collecting dust in your follow-up file, and you'll provide more value and sell more to existing customers.

Original :: rv sales training longrunning followup