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

Often, customers have hidden objections that they won’t share with a salesperson unless they are asked a question directly. These obstacles directly affect our ability to close effectively with minimal negotiations. Discovering and closing these objections is critical to the sale. The key to this process is asking high-quality questions. Although many smaller test closes are used throughout a presentation, there are 4 major selling points for using a test close 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.

Word clues for trial closure are simple and flexible. However, the timing 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 for a proper presentation of features, pros, and benefits. But we can’t skip any part of a presentation or we are lowering the value of what we are trying to sell. Higher closing rates are achieved when the value of the RV has exceeded the price before we entered into the deal.

If a customer expresses interest in, for example, 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, than offer the budget picking technique discussed in a previous post, our training class, and on our sales products, to make sure the client is within their budget, before proceeding with his presentation.

Once the client has been placed within the budget, we can proceed 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 (motorhome, 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 client answers “Yes”, it is your opportunity to generate value. Don’t just move on 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 being 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”, there is no problem. You have an objection that you need to overcome. Better to find out now and get over it, before you go through with a full presentation 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 on. You can’t close in on a stranger. It is better to find out now than to continue and escalate negotiations at the drafting stage. Use the same technique inside, outside, demo unit, and before you go in to minimize price negotiations, build value, maintain gross profit, and sell more RVs.

Now go sell something!