RV-SPECIFIC SALES TRAINING COURSE CATALOG

Click titles below for course descriptions.  Offerings are frequently updated—Check back often!

SALES SUCCESS

135+ Video Segments

A to Z Sales Process Training (34 segments)

Segment 1 – Creating a Great Impression
Initial phase of the selling process

Segment 2 – Greetings & Reception
Professional greetings; Avoid pre-judging

Segment 3 – Building Rapport & Trust
“I’m just looking”; Tips to finding common ground

Segment 4 – Effective Verbal Communication
Importance of words; Listening skills; “Serve, don’t sell”

Segment 5 – Electronic Communication Through Emails
Maximize your effectiveness in customer communication

Segment 6 – Effective Communication Through Texts
Rules for business etiquette

Segment 7 – Trust is the Basis for Sales
Without trust price becomes the default issue

Segment 8 – Counseling/Interviewing (Part 1)
Building a customer profile; Gathering important information

Segment 9 – Counseling/Interviewing (Part 2)
Specific questions to ask

Segment 10 – Presenting the RV (Part 1)
Features & benefits presentation; “Selling the sizzle”

Segment 11 – Presenting the RV (Part 2)
Controlled presentations

Segment 12 – Dynamic Demonstration Drives
Keys to creating mental ownership

Segment 13 – Trial Closing (Part 1)
Effective trial closing questions

Segment 14 – Trial Closing (Part 2) / Setting Up the Negotiations
More trial close questions; Service walk; Discussing money prematurely

Segment 15 – Pace of the Sale
How much time you spend, and where, does matter

Segment 16 – Initial Write-up / Help Your Manager Help You
Info to bring to the “desk”

Segment 17 – Maximizing the Initial Proposal
Presenting your proposal in the best light; Signals you send

Segment 18 – Initial Proposals / Negotiating Fundamentals
Basics of negotiating for successful conclusions

Segment 19 – Negotiating Tips & Techniques
More on negotiations / Clarify & isolate objections

Segment 20 – Premature Price Questions
Responses to “Best price?” “Interest rates?” “Payments?” “Trade value?”

Segment 21 – Fundamentals of Handling Objections
Overcoming customer resistance

Segment 22 – “Your Price is Too High”
Using your numbers – not theirs; 3 step negotiating technique

Segment 23 – “Not Enough For My Trade”
Dealing with unrealistic expectations

Segment 24 – “I Will Sell It Myself”
The challenge of selling privately

Segment 25 – “I’ve Got a Better Deal Elsewhere”
Keeping the customer at your dealership

Segment 26 – “I Want To Think About It”
Handling the most common objection

Segment 27 – “I Need To Talk To My Spouse”
Uncovering the real problem

Segment 28 – “I Want To Shop Around”
Discovering why and what to do

Segment 29 – Miscellaneous Closing Ideas
Tried and true closing techniques

Segment 30 – Capitalizing On The T.O. (Turnover)
Do not let ego stand in your way

Segment 31 – Selling Pre-owned RVs
Tips on selling used

Segment 32 – The Delivery
Make it a lasting impression

Segment 33 – Follow-up For Success
Effective follow-up in today’s market

Segment 34 – The Value of Attitude
Power of a positive attitude; Tips on achieving success

Ultimate Phone Expertise (15 segments)

Segment 1 – Incoming Sales Calls – Part 1​
Attitude; Physical aspects to improve communication; Listening skills

Segment 2 – Incoming Sales Calls – Part 2​
What you need to accomplish on an incoming sales call; Importance of phone-ups; Directing the conversation

Segment 3 – Incoming Sales Calls – Part 3​
Answering the phone; Getting a “yes” answer; Closing for the appointment

Segment 4 – Incoming Sales Calls – Part 4
Alternative Phase 1 Script

Segment 5 – Incoming Sales Calls – Part 5
Common Questions from Callers, Best Appointment-Closing Questions

Segment 6 – Incoming Sales Calls – Part 6​
Handling Price Questions

Segment 7 – Incoming Sales Calls – Part 7​
Raising the appointments made/kept ratio; Solidifying their commitment to keep the appointment

Segment 8 – Handling the Tougher Questions – Part 1
“What’s your best price?”; “How many miles are on the RV?”; “What would my payments be?”; “How much will you come off the internet price?”

Segment 9 – Handling the Tougher Questions – Part 2
“What are your interest rates?”; “What’s my trade worth?”

Segment 10 – Handling the Tougher Questions – Part 3
“What would my payments be?”; “Has there been any damage to the RV?”

Segment 11 – Costly Mistakes You Must Avoid
Errors we don’t even know we’re making

Segment 12 – Outbound Calls – Part 1​
Build relationships to make the most of your career

Segment 13 – Outbound Calls – Part 2​
Sold Follow-up Day 1, Sold Follow-up Day 5 or 10, Un-sold Traffic Follow-up, Customer Satisfaction, Anniversary of the RV Purchase, Voice Mail for Sold and Unsold Customers

Segment 14 – Outbound Calls – Part 3
Service customer; Internet leads; Management call back; Customer contact form

Segment 15 – The Power of Effective Voice Mail​
Strategies and scripts for the ultimate professional

NEW! Virtual Sales Pro (24 segments)

Segment 1 – Remote Communication & Virtual Selling
Live streaming; video conferencing; “virtual” selling

Segment 2 – How and What of Videos
How to use; what to do

Segment 3 – WHY Videos Are Essential
The benefit to Salespeople

Segment 4 – Important Considerations, Part 1
How long?  Demeanor?  Equipment?

Segment 5 – Important Considerations, Part 2
Appearance?  Who films?  Scripted?

Segment 6 – Understanding Different Types of Videos, Part 1
Thanks for visiting; appointment confirmations; internet inquiries

Segment 7 – Understanding Different Types of Videos, Part 2
Referrals; customer testimonials

Segment 8 – Understanding Different Types of Videos, Part 3
Product presentations; “Have not heard from you…”

Segment 9 – Video Follow-up
Standing out from the crowd

Segment 10 – Video Is Everywhere, Part 1
Replace long emails; Happy Birthday; Request referrals

Segment 11 – Video Is Everywhere, Part 2
Event invitations; Reminders; Illustrate technology

Segment 12 – Electronic Communication, Emails, Part 1
Maximize effectiveness

Segment 13 – Electronic Communication, Emails, Part 2
Tips & techniques

Segment 14 – Electronic Communication, Texting
Rules for business texting

Segment 15 – Your Words Have Power
Alter your words – Alter your success

Segment 16 – Great Questions Produce Great Answers
Getting accurate information

Segment 17 – CRM – Misused & Misunderstood
Crucial sales tool

Segment 18 – The Need for a CRM
Putting knowledge into practice

Segment 19 – CRM Magic
Getting all you can get from the asset

Segment 20 – Maintaining Sales During Difficult Times, Part 1
Ideas to keep you moving forward

Segment 21 – Maintaining Sales During Difficult Times, Part 2
Ideas to keep you moving forward

Segment 22 – Marketing with Product Videos
Be memorable with live-action video

Segment 23 – Video Conferencing from Home or Work
Tips for video conferencing

Segment 24 – Phone Calls in a Virtual World
Still a vital component

Selling at the RV Show (4 segments)

Segment 1- Selling at the RV Show (Part 1)
Physical preparation; Value of image; Incorporating tablets

Segment 2 – Selling at the RV Show (Part 2)
Mental preparation; Engaging the customer; Efficiently qualifying

Segment 3 – Selling at the RV Show (Part 3)
Qualify, Understand, Inform, Propose; Selling the Deal

Segment 4 – Selling at the RV Show (Part 4)
Effective follow-up — during the Show and post-Show; “Do’s and Don’ts”

Objections Conquered! (14 segments)

Segment 1 – A Definitive Look at Objections
What objections are; Determining validity

Segment 2 – Minimizing Objections, Part 1
100/100/100 Rule; No shortcuts; Needs Assessments for all; Assumptive postures

Segment 3 – Minimizing Objections, Part 2
Building extreme value; Questions to uncover objections; Avoid absolutes; Repeat and referrals

Segment 4 – Minimizing Objections, Part 3
Share expectations; Under-promise to over-deliver; Theory of Contrast

Segment 5 – Keys to Handling Objections, Part 1
Be prepared; Don’t hear – LISTEN! Watch for buying signals; Transparency rules!

Segment 6 – Keys to Handling Objections, Part 2
Have perseverance; Stress value proposition; Diplomatically deny objection; Non-confrontational trial closes

Segment 7 – Keys to Handling Objections, Part 3
Be sold on products; Initially agree; Price is rarely the answer; Persuasive psychology

Segment 8 – “Your Price Is Too High”
Psychological tendency; Use your numbers; 3-Step Process

Segment 9 – “That’s Not Enough for My Trade”
Word tracks; Avoid the ego

Segment 10 – “I’ll Just Sell It Myself”
“Challenges with Selling Privately”

Segment 11 – “I Need to Speak to My Spouse”
Good excuse; Be proactive; Uncover the truth

Segment 12 – “I Have a Better Deal Elsewhere”
Clarify objection; Level the playing field; Build the value

Segment 13 – “What Is Your Best Price?”
Not an objection unless you treat it like one

Segment 14 – “I Need to Think about It”
Unmasking real objection; Closing on value

RV Prospecting & Follow-Up (10 segments)

Segment 1 – Why Prospect? – New!
Why Prospect?

Segment 2 – Effective Follow-up on Sold and Unsold – New!
Doing away with the “Hope” system

Segment 3 – Service Customers (Part 1) – New!
Various ways to prospect among service customers

Segment 4 – Service Customers (Part 2) – New!
Ideas for prospecting service customers

Segment 5 – Using Personal Social Media (Part 1) – New!
Using social media to your advantage; Content is king; Often-made mistakes

Segment 6 – Using Personal Social Media (Part 2) – New!
Ability to research prospects; Highly effective way to use social media for ongoing prospecting

Segment 7 – Miscellaneous Ideas (Part 1) – New!
Market to those who bought elsewhere; Prospects everywhere; Business cards for self-promotion

Segment 8 – Miscellaneous (Part 2) – New!
Asking for referrals–the correct way; Social clubs and community involvement; Personal advertisement; New promotions; “Nest” prospecting

Segment 9 – Miscellaneous Ideas (Part 3) – New!
Make afternoon phone calls; Newsletters; Give specialty gifts

Segment 10 – Miscellaneous Ideas (Part 4) – New!
Give organized presentations; Using inspirational quotes; Make cold calls; Career-building letters and emails

Outstanding Customer Service (7 segments)

Segment 1 – “The WOW Factor”
Why is outstanding customer service so vital?

Segment 2 – Fundamentals Of Outstanding Customer Service
The 10 things to ensure success

Segment 3 – Specific Techniques
Easy to implement, common sense ideas

Segment 4 – The Role Of Attitude
Without a great attitude, the rest is not effective

Segment 5 – The Most Important Words
What you say to the customer is important

Segment 6 – Little Things Mean The Most
Things that every salesperson can (and should) do

Segment 7 – Fantastic Customer Service Is What Really Matters
Service is the real differentiator

Sales Strategies for the Highly-Informed Customer (6 segments)

Segment 1 – Who Are They?
How Do They Think? Facts about Gen X and Gen Y (Millennials)

Segment 2 – Best Practices to Get Face-to-Face
How to engage the Hyper-Informed Customer

Segment 3 – You Get One Shot, So Make it Count
Preparation and Training

Segment 4 – Follow-up to Edge out the Competition
Make your follow-ups work for you

Segment 5 – Specific Strategies to Capture the Highly-Informed
Additional key selling strategies

Segment 6 – Providing a Superior Customer Experience
How to go above and beyond “satisfaction”

Personal Motivation Strategies (10 segments)

Segment 1 – All Motivation Is Personal
When successfully motivated, you can do amazing things

Segment 2 – Creating Your Vision
Your ultimate destiny is not a matter of chance, it’s a matter of choice

Segment 3 – Find Your Individual Key
The only thing over which you have complete control is your own mental attitude

Segment 4 – Setting and Achieving a Special Goal
If you can dream it, you can do it

Segment 5 – Planning Your Strategy
You can and should design your life’s plan

Segment 6 – The Value of Focus and Willpower
The first step in developing willpower is to accept that it does exist

Segment 7 – Do Not Stop Thinking
All motivation comes from thought

Segment 8 – Taking Small Steps
There is no job that cannot be done if you break it down into small pieces

Segment 9 – Building Relationships
Those with whom you associate can and will change your life

Segment 10 – Fake It Till You Make It
Your attitude will make or break your success

Goal Setting for Success (5 segments)

Segment 1 – Why Set Goals?
Understanding the magic of goal setting

Segment 2 – Steps to Successfully Setting Goals
The step-by-step formula for achieving anything you desire

Segment 3 – Goals and Performance Tracking
Recognizing and keeping up with the activities that are necessary

Segment 4 – 7 Additional Fundamentals in Setting Goals
Expands on the basic steps to success

Segment 5 – Study Backs
Strategy for Achieving Goals Empirical evidence of the value of setting goals the correct way

Time and Activity Management (3 segments)

Segment 1 – Classic Rules of Time Management
Determining the Value of a Project, Creating an Effective To-Do List, Organizing Your Tasks, Examining Your Tasks, Fun Facts

Segment 2 – Resisting the Temptation to Procrastinate
4 Categories of Life’s Activities, Take a Mini-Vacation, Resisting the Temptation to Procrastinate, Motivation Strategies, The Value of Time

Segment 3 – Time Wasters
Controlling the Flood of Paper, Managing Your Desktop, Top 10 Time Wasters, Establishing Priorities, Each Day is a New Account

Receptionist (3 segments)

Receptionist – Part 1
Philosophical & Physical aspects of phone communication; Effective Listening

Receptionist – Part 2
Procedural aspects of phone communication; the words to use

Receptionist – Part 3
Effectively handling the angry customer

NEW! 2-MINUTE DRILL

100+ Video Segments

NEW! 2-Minute Drill (100 segments)

 Segment 1 – Persuasive Psychology
(Negotiating / Closing) Utilizing the word “because”

Segment 2 – Maximizing Money Down
(Negotiating / Closing) Word track works wonders

Segment 3 – 7 Keys to Positivity
(Attitude) Positive beats negative every time

Segment 4 – Handling the Upset Customer
(Other) Changing the dynamics

Segment 5 – “Just Looking”
(Sales Process Training) The initial objection

Segment 6 – Psychology of the Initial Proposal
(Negotiating / Closing) How to present properly

Segment 7 – Additional Keys to Objections
(Negotiating / Closing) Handling resistance

Segment 8 – Don’t Gamble with Your Success
(Sales Process Training) Increase your odds

Segment 9 – The Power of Attitude
(Attitude) Attitude is everything

Segment 10 – “Yeah, but…”
(Personal / Professional Development) An impediment to change

Segment 11 – How Hard is it to Say Hello?
(Sales Process Training) Proper greeting sets the stage

Segment 12 – Life is a Choice
(Attitude) Choose wisely

Segment 13 – “I Have a Better Deal Elsewhere”
(Negotiating / Closing) Bluff, mistake, or valid?

Segment 14 – Increasing Write-Ups
(Sales Process Training) Increased write-ups equals increased sales

Segment 15 – Questions to Avoid
(Communication Skills) Don’t undermine your effectiveness

Segment 16 – Optimism vs. Pessimism
(Attitude) Which do you choose?

Segment 17 – 10 Elements of Success
(Personal / Professional Development) Let’s get it right

Segment 18 – 11 Things Students WILL NOT Learn in School
(Other) What students don’t learn in school

Segment 19 – Value of an Effective T. O.
(Sales Process Training) Second chance at a sale

Segment 20 – 9 Things To Give Up
(Other) Give up to get more

Segment 21 – 5 Things That Persuasive People Do
(Negotiating / Closing) Be a persuader of people

Segment 22 – Why Is the Buyer Anxious?
(Other) Perhaps because you are

Segment 23 – Why Did You Lose the Sale?
(Building Value) Make the necessary changes

Segment 24 – Become a Better Writer
(Communication) Emails, texts, articles, blogs

Segment 25 – Do What Is Right
(Personal / Professional Development) Not sometimes – all the time

Segment 26 – Daily Activity Habits
(Personal / Professional Development) Using the “Social Hour”

Segment 27 – Asking for Referrals
(Personal / Professional Development) Asking the correct way

Segment 28 – Controlling Reconditioning Expense
(Negotiating / Closing) Saving gross profit

Segment 29 – Passive Way to Ask for Referrals
(Personal / Professional Development) A coward’s way to referrals

Segment 30 – Procrastination
(Attitude) No-win situation

Segment 31 – Risk Factor
(Other) Lower the risk, greater the reward

Segment 32 – How to Change a Bad Day
(Attitude) Lifting yourself up

Segment 33 – Double Your Chances of YES
(Communication) Simple and easy technique

Segment 34 – Perceptions
(Other) All that matters

Segment 35 – 20 Ways to Increase Sales
(Personal / Professional Development) Make the most of your time

Segment 36 – Comfort and Familiarity
(Building Value) Keys to relaxing customers

Segment 37 – Smile – You Are on Display
(Attitude) Free, but invaluable

Segment 38 – Kill Them With Kindness
(Other) Even when customers are unkind

Segment 39 – Self Discipline
(Personal / Professional Development) Overcoming obstacles

Segment 40 – Preparation Wins
(Sales Process Training) Be a Boy Scout

Segment 41 – Truly Listen to Understand
(Communications Skills) Don’t merely hear

Segment 42 – Handle Resistance Like They Do in Mexico
(Negotiating / Closing) Be oblivious to “No”

Segment 43 – Road to the Sale – Passé?
(Sales Process Training) Absolutely not!

Segment 44 – One More
(Personal / Professional Development) Taking the extra step

Segment 45 – Every Customer Has a Problem
(Other) What customers really want from you

Segment 46 – Salesperson Personal Evaluation
(Personal / Professional Development) Identifying challenges and opportunities

Segment 47 – 3 Ways to Enhance Objection Responses
(Communication Skills) Ideas to communicate more effectively

Segment 48 – Urgency in Sales
(Building Value) Create that “must-have” desire

Segment 49 – Words Mean Things – Part 1
(Communication Skills) Choose your words to maximize impact

Segment 50 – Words Mean Things – Part 2
(Communication Skills) Create positive association with your word choices

Segment 51 – “I want to think about it”
(Negotiating / Closing) Your customer ALREADY THOUGHT ABOUT IT

Segment 52 – “I can’t because…”
(Attitude) Take personal responsibility for your life

Segment 53 – Let the Mental Games Begin
(Attitude) The space between your ears

Segment 54 – The “1 –10” Close
(Negotiating / Closing) Tackling the most common vague objection

Segment 55 – Outstanding Customer Service – Part 1
(Building Value) The “WOW” Factor

Segment 56 – Outstanding Customer Service – Part 2
(Building Value) Fundamentals of great service

Segment 57 – Outstanding Customer Service – Part 3
(Building Value) Specific techniques for customer service

Segment 58 – Outstanding Customer Service – Part 4
(Building Value) More specific techniques for customer service

Segment 59 – Soften the Objection First
(Negotiating & Closing) Take the fight out of it

Segment 60 – Making Objections Work for You
(Negotiating & Closing) Turn the objection into a question

Segment 61 – Collapsing Confrontation – Part 1
(Other) Comes in many forms

Segment 62 – Collapsing Confrontation – Part 2
(Other) Taking conflict out of the equation

Segment 63 – Reducing to the Ridiculous
(Negotiating/Closing) Using small numbers to your advantage

Segment 64 – The Power of the Pause
(Communication Skills) Effective listeners understand when and why to pause

Segment 65 – Closing with Confidence, Conviction and Enthusiasm
(Attitude) Confidence is contagious

Segment 66 – Role of Conviction in Selling
(Attitude) Conviction leads to persistence

Segment 67 – Enthusiasm = Success
(Attitude) Enthusiasm Sells!

Segment 68 – Fear and First Impressions
(Building Value) Using first impressions to overcome customer fear

Segment 69 – Classic Closes: Buyer’s Order
(Negotiating/Closing) Making use of assumptive questions

Segment 70 – Classic Closes: T Close
(Negotiating /Closing) Helping customers sell themselves

Segment 71 – Shortcuts Create Short Paychecks
(Sales Process Training) Giving 100%

Segment 72 – Words Do Matter
(Communication Skills) Don’t be nonchalant about words

Segment 73 – Use Personal / Professional Development to Explode Your Career
(Personal / Professional Development) Eliminating the “Hope System”

Segment 74 – Determine to Be Different – Part 1
(Other) Rising above the competition

Segment 75 – Determine to Be Different – Part 2
(Other) Becoming the obvious choice

Segment 76 – Determine to Be Different – Part 3
(Other) Be the person you can be

Segment 77 – Sell Like You Are Brand New
(Personal & Professional Development) Avoiding an all-too-common mistake

Segment 78 – Dealing with Slowdowns – Part 1
(Personal & Professional Development) Tips to overcome inevitable slowdowns

Segment 79 – Dealing with Slowdowns – Part 2
(Personal / Professional Development) Tips to overcome inevitable slowdowns

Segment 80 – Make Small Commitments
(Personal / Professional Development) Becoming a more productive person

Segment 81 – Make It A Career – Part 1
(Attitude) It is not just a job

Segment 82 – Make It A Career – Part 2
(Attitude) Commitment creates success

Segment 83 – Knock It Off!
(Attitude) Blame Game is a waste of time

Segment 84 – Using Psychology When Seeking Referrals
(Personal / Professional Development) “May I ask a small favor?”

Segment 85 – Don’t Drop Your Price Needlessly
(Negotiating / Closing) Buyers exploit perceived weakness

Segment 86 – Trifecta of Questions
(Building Value) You need t answer them all

Segment 87 – Negotiate on Terms & Options, NOT Price
(Negotiating/Closing) Tactics that work

Segment 88 – Reputation Is Profit
(Building Value) You ARE your reputation

Segment 89 – Using Technology to Retain Gross Profit
(Building Value) Technology can save money

Segment 90 – Common Denominators of Unsuccessful Salespeople, Part 1
(Personal & Professional Development) Know what NOT to do

Segment 91 – Common Denominators of Unsuccessful Salespeople, Part 2
(Personal & Professional Development) Know what NOT to do

Segment 92 – Old School vs New School
(Sales Process Training) Both work – if you do it

Segment 93 – “Anything Else”
(Communication Skills) Uncovering needs & wants

Segment 94 – Overcoming Fear of Phones
(Communication Skills) Destroying call reluctance

Segment 95 – “Too Much Money”
(Negotiating & Closing) “Reducing to the Ridiculous”

Segment 96 – 12 Quotes for Sales Success
(Personal & Professional Development) Inspiration in a single sentence

Segment 97 – Agree First to Overcome Objections
(Negotiating/Closing) Relax customers to open their minds

Segment 98 – When You Cave – You Give Up Profit
(Negotiating/Closing) Reacting to comments about price

Segment 99 – “The Tip of the Iceberg”
(Communication Skills) The best information is beneath the surface

Segment 100 – Don’t Talk Past the Sale
(Sales Process Training) Watch for buying signals

RV SALES MANAGEMENT

25+ Video Segments

RV Sales Management (25 segments)

Segment 1 – Removing the Impediments to Sales Success
Creating a success environment

Segment 2 – Why do Salespeople Leave?
Building salesperson tenure

Segment 3 – Effective Recruiting
Best practices

Segment 4 – Actual Recruiting Projects
Professional and effective recruiting ideas

Segment 5 – Orientation
Getting started on the right foot

Segment 6 – Self Marketing
Individual marketing of each team member

Segment 7 – 90 Day Certification
Accountability for skills begins here

Segment 8 – Setting and Achieving Goals
Getting serious about hitting targets

Segment 9 – Trial Period Evaluation
Utilizing the early snapshot as a powerful productivity and employee retention tool

Segment 10 – Keeping a Salesperson File
Documentation that helps leaders grow their frontline assets

Segment 11 – Desk Log Part 1
Your ultimate opportunity to monitor dealership activities and salesperson performance

Segment 12 – Desk Log Part 2
Accountability and performance standards

Segment 13 – Desk Log Part 3
Performance standards continued

Segment 14 – Don’t Run Them Off
Identifying our role in salespeople success

Segment 15 – Employee Evaluation
The power of periodic evaluation and gaining momentum for continued progress

Segment 16 – Exit Interviews
Gaining valuable insight you must have and parting on the best possible terms

Segment 17 – Desking the Deal – Part 1
Communicating and training your process

Segment 18 – Desking the Deal – Part 2
A proper delivery of the vehicle with full disclosure of customer rights

Segment 19 – Desking the Deal – Part 3
Accomplishments of a Sales Call, Common Misconceptions, Controlling the Conversation, Always Answer Questions First, Positive Assumptions

Segment 20 – Desking the Deal – Part 4
Driving store success by way of a strong desking process

Segment 21 – Desking the Deal – Part 5
The power of preparation

Segment 22 – Words Make A Difference
Enhancing sales with better word choices

Segment 23 – Sales Team – Team / Leader Concept (Part 1)
Introduction to benefits

Segment 24 – Sales Team – Team / Leader Concept (Part 2)
Getting started

Segment 25 – Sales Team – Team / Leader Concept (Part 3)
Daily responsibilities

NEW! RV PROFESSIONAL SERVICE ADVISOR

80+ Video Segments

NEW! RV Professional Service Advisor — Road to the Sale (29 segments)

Segment 1 – Introduction
Introduction to the RV Professional Service Advisor

Segment 2 – The RV Service Customer
Expectations & perceptions

Segment 3 – Who Is Your Best Customer?
You might be surprised

Segment 4 – Price vs. Value
Understanding the value of price vs. value relationship

Segment 5 – Scheduling the Appointment
Who, how, when?

Segment 6 – The Meet & Greet – Part 1
Impressions matter

Segment 7 – The Meet & Greet – Part 2
Body language; “memory wipe”

Segment 8 – The Meet & Greet – Part 3
Words have meaning

Segment 9 – The Customer Interview – Part 1
Benefits of the interview

Segment 10 – The Customer Interview – Part 2
Becoming the interpreter

Segment 11 – The Customer Interview – Part 3
Questions are gold

Segment 12 – Vehicle Walk-around – Part 1
Taking control of the walk-around

Segment 13 – Vehicle Walk-around – Part 2
Benefits of the walk-around

Segment 14 – Selling from Service History
Why is reviewing service history important?

Segment 15 – Sales Presentation – Part 1
Every customer, every time

Segment 16 – Sales Presentation – Part 2
Capitalizing on the opportunity

Segment 17 – Features, Advantages & Benefits Selling
The difference between just selling features and Features & Benefits selling

Segment 18 – Customer Objections
Objections are your friend

Segment 19 – Uncovering Customer Objections
Clarification; “Last Chance Question”

Segment 20 – Overcoming Specific Objections – Part 1
“Too much money”; “Inspections”; “Do it myself”

Segment 21 – Overcoming Specific Objections – Part 2
Service Contract covers it”; “Next time”; “Don’t have the money”

Segment 22 – Closing the Sale
“Assumptive Close”; Closing is a process

Segment 23 – Completing the Write-up
Why the write-up is so important

Segment 24 – Pro-active Communications
How & why you should be pro-active in your communications with customers

Segment 25 – The Active Delivery – Part 1
Importance of a good delivery

Segment 26 – The Active Delivery – Part 2
Reselling the service/repair

Segment 27 – The Active Delivery – Part 3
Specific elements

Segment 28 – The Follow-up – Part 1
Excellence in service

Segment 29 – The Follow-up – Part 2
How to perform a professional follow-up

NEW! RV Professional Service Advisor — Advanced Sales Techniques (24 segments)

Segment 1 – Improving Your Closing Ratio
Simple, foolproof method

Segment 2 – Turning Phone Shoppers into Buyers, Pt 1
Huge opportunity for sales

Segment 3 – Turning Phone Shoppers into Buyers, Pt 2
8 steps to handle calls professionally

Segment 4 – Turning Phone Shoppers into Buyers, Pt 3
8 steps to handle calls professionally

Segment 5 – How to Upsell with Confidence & Integrity
Credibility is key

Segment 6 – Selling Diagnosis
Diagnosis is the path to the repair

Segment 7 – Selling Brake Services
Specifics you need to know

Segment 8 – Selling Inspections
Keeping RVs safe and reliable

Segment 9 – Selling Generator Service; Roof Inspections
Features and Benefits

Segment 10 – Closing Techniques, Pt 1
Trial closing

Segment 11 – Closing Techniques, Pt 2
Invitational; Directive; Either/Or

Segment 12 – Closing Techniques, Pt 3
Volley; Similar Situation; Buying Questions

Segment 13 – Closing Techniques, Pt 4
Convenience; Save; 1-10

Segment 14 – How Customer Fear Affects Your Performance
Eliminating the “Sales Death Spiral”

Segment 15 – How to Close the Rude or Skeptical Customer
Identifying and converting

Segment 16 – Words, Signs & Symbols That Create Negative Perceptions
Perception is crucial

Segment 17 – Be Careful of Words & Acronyms
A confused mind says “no”

Segment 18 – “I don’t have the money”
Excuse or legitimate?

Segment 19 – “My extended warranty is supposed to cover that”
Don’t shift the blame

Segment 20 – “It’s not in my owner’s manual”
Use power of written word

Segment 21 – “Will it void my warranty?”
No fear tactics

Segment 22 – “Just do the warranty work”
Use a flanking approach

Segment 23 – “I’m selling or trading soon”
Building value in resale

Segment 24 – Maintenance is Win-Win-Win
Maintenance benefits everyone

NEW! RV Professional Service Advisor — Customer Handling Skills (14 segments)

Segment 1 – Dealing with the Know-It-All Customer
Avoid lose-lose confrontations

Segment 2 – “What’s your labor rate?”
Why it comes up and how to handle

Segment 3 – Handling the Upset Customer, Our Fault
Succeeding in a difficult situation

Segment 4 – Male Customers vs. Female Customers
Important and sensitive topic

Segment 5 – Under-Promise and Over-Deliver, Pt 1
Exceed expectations in 4 critical areas

Segment 6 – Under-Promise and Over-Deliver, Pt 2
Appointment availability

Segment 7 – Upset Customer, Vehicle’s Fault, Pt 1
Become the hero

Segment 8 – Upset Customer, Vehicle’s Fault, Pt 2
Listen; show empathy

Segment 9 – Quality Control Pays, Pt 1
Reduce comebacks, inconvenience

Segment 10 – Quality Control Pays, Pt 2
Perception is reality

Segment 11 – Handling the Laundry List Customer
Make the customer a profitable one

Segment 12 – Requests Repair Out of Warranty
Turn request into additional customer pay

Segment 13 – Ensure Customers are Satisfied, Pt 1
Key elements necessary

Segment 14 – Ensure Customers are Satisfied, Pt 2
Communication and acceptance

Outstanding Customer Service (7 segments)

Segment 1 – “The WOW Factor”
Why is outstanding customer service so vital?

Segment 2 – Fundamentals Of Outstanding Customer Service
The 10 things to ensure success

Segment 3 – Specific Techniques
Easy to implement, common sense ideas

Segment 4 – The Role Of Attitude
Without a great attitude, the rest is not effective

Segment 5 – The Most Important Words
What you say to the customer is important

Segment 6 – Little Things Mean The Most
Things that every salesperson can (and should) do

Segment 7 – Fantastic Customer Service Is What Really Matters
Service is the real differentiator

Personal Motivation Strategies (10 segments)

Segment 1 – All Motivation Is Personal
When successfully motivated, you can do amazing things

Segment 2 – Creating Your Vision
Your ultimate destiny is not a matter of chance, it’s a matter of choice

Segment 3 – Find Your Individual Key
The only thing over which you have complete control is your own mental attitude

Segment 4 – Setting and Achieving a Special Goal
If you can dream it, you can do it

Segment 5 – Planning Your Strategy
You can and should design your life’s plan

Segment 6 – The Value of Focus and Willpower
The first step in developing willpower is to accept that it does exist

Segment 7 – Do Not Stop Thinking
All motivation comes from thought

Segment 8 – Taking Small Steps
There is no job that cannot be done if you break it down into small pieces

Segment 9 – Building Relationships
Those with whom you associate can and will change your life

Segment 10 – Fake It Till You Make It
Your attitude will make or break your success

Have questions or ready to get started?

Subscribe Now!

Get FREE brief sales training videos, tips, motivation & industry related topics of interest.

The Mar-Kee Group
26248 Equity Drive
Daphne, AL 36526

Phone/Email
888.300.4629
Email us now