RV Sales Training Course Catalog

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

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 tthere 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

PRINTABLE VERSION- Ultimate Phone Expertise Course Listing

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"

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

 

 

Segment 1 - Why Prospect? - New! 
Why Prospect?

 

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

 

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"

 

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

 

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 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

 

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

About 2-Minute Drill

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 / Business 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 / Business 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 / Business Development) Not sometimes - all the time

 

Segment 26 - Daily Activity Habits

(Personal / Business Development) Using the "Social Hour"

 

Segment 27 - Asking for Referrals

(Personal / Business Development) Asking the correct way

 

Segment 28 - Controlling Reconditioning Expense

(Negotiating / Closing) Saving gross profit              

 

Segment 29 - Passive Way to Ask for Referrals

(Personal / Business 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 / Business 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 / Business 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 / Business Development) Taking the extra step

 

Segment 1 - Art of Negotiating Professional tips and techniques to effectively negotiate

Segment 2 - Closing the Sale with Confidence, Conviction and Enthusiasm Qualities that great salespeople possess

Segment 3 - The Art of Closing Any Deal (Part 1) Types of salespeople; low pressure vs. high pressure

Segment 4 - The Art of Closing Any Deal (Part 2) Emotional vs. Intellectual approach; The rules of selling

Segment 5 - The Art of Closing Any Deal (Part 3) The 10 types of customers; How to handle each one

Segment 6 - The Art of Closing Any Deal (Part 4) How to treat customers based on age, gender, ethnicity, The psychology of the sale

Segment 7 - The Art of Closing Any Deal (Part 5) Identifying the real buyer, Winning the customer over

Segment 8 - The Art of Closing Any Deal (Part 6) Strategies for closing; Knowledge is power; Shortcuts mean short careers

Segment 9 - The Art of Closing Any Deal (Part 7) Tips for a great presentation

Segment 10 - The Art of Closing Any Deal (Part 8) Use of the trial close; Wrapping up the sale

Segment 11 - Cash is King - New! Increase down payments

Segment 12 - Negotiating/Closing - Follow the Process Contrast in closing skills

Segment 13 - Winning the Price War - New! And still make money

Segment 14 - Theory of Contrast - New! Utilizing this all-important advantage

 

Segment 15 - Attitude Creates Altitude - New! Fly with the winners

Segment 16 - Personal Motivation Strategies (Part 1) Creating a vision; Finding your individual key

Segment 17 - Personal Motivation Strategies (Part 2) Take small steps; Fake it til you make it

Segment 18 - Personal Motivation Strategies (Part 3) Setting & achieving goals; Walk away from people who don't support you; Planning your strategy

Segment 19 - Personal Motivation Strategies - Part 4 Focus and will power; Don't stop thinking

Segment 20 - Dealing with Doubts Dealing with doubts after the presentation is made

Segment 21 - Your Attitude is Everything - New! You are in total control

Segment 22 - Mindset of a Winner Mindset of a winner

Segment 23 - There are No Limits to Your Success - New! Believe you can succeed

 

 

 

Segment 24 - Understanding Non-Verbal Communication Harness the power of voice inflection and body language

Segment 25 - Effective Listening The real key to communication; Tips and techniques

Segment 26 - Perceptions Perception is truly reality

Segment 27 - Information = Success Value of customer information

Segment 28 - Avoiding "NO" - Creating "YES" Setting the mood for the close

Segment 29 - Communication in the Sales Process (Part 1)

Segment 30 - Communication in the Sales Process (Part 2)

Segment 31 - To Qualify of Not to Qualify That is the question

Segment 32 - 10 Commandments of Counseling 10 commandments of Counseling

 

 

Segment 33 - Building Value Value beats price every time

Segment 34 - Shortcuts = "Short" Paychecks Use good business sense to capitalize on every opportunity

Segment 35 - Personal Value Building Increasing your value in the marketplace

Segment 36 - Adaptive Selling You must be able to adapt to changing conditions

Segment 37 - Why Should I Buy From You? - New! The question every customer has

Segment 38 - Determine to be Different How to stand out in the crowd of "typical" salespeople

Segment 39 - Building Value - Value, Value, Value Build it and they will buy

Segment 40 - Outstanding Self-Help Ideas Improvement tips

Segment 41 - How to be Awesome Exceeding expectations and conquering competition

Segment 42 - Every Price is Too High Until emotion and value are involved

Segment 43 - Price, Value or Risk? - New! All are important

Segment 44 - Setting and Achieving Goals Why and how?

Segment 45 - Making it Your Best Year Ever Focusing on what you want

Segment 46 - Goals & Performance Tracking We must have targets

 

 

Segment 47 - Creating Success You are the driver in your life

Segment 48 - Sales Success (Part 1) Make these part of your successful daily routine

Segment 49 - Sales Success (Part 2) Prepare to succeed

Segment 50 - Principles of Success Daily operating principles

Segment 51 - 14 Reasons Automotive Salespeople Do Not Live Up to Their Potential (Part 1)

Segment 52 - 14 Reasons Automotive Salespeople Do Not Live Up to Their Potential (Part 2)

Segment 53 - Guaranteed Success (Part 1)

Segment 54 - Guaranteed Success (Part 2)

Segment 55 - Qualities for Successful Sales Know and operate with them

Segment 56 - Defining Success What it means to each individual

 

Segment 57 - Building a Contact Base This is the cornerstone for future sales

Segment 58 - Prospecting through Self-Promotion Self-promotion enhancing sales and credibility

Segment 59 - Consistency in Production Eliminate "peaks & valleys" in sales production

Segment 60 - Selling with promotions Adjusting for the sale

 

Segment 61 - Personality Types Understanding and reacting to different personalities

Segment 62 - Personalities Make a Difference You must be able to differentiate

 

Segment 63 - Conflict Resolution Dousing the flames and turning problems into opportunities

Segment 64 - Managing Conflict When done correctly, enhances sales success

Segment 65 - Complaints = Opportunities Handle them right and you will be rewarded

 

Segment 66 - Give Every Customer a Chance Prejudging customers guarantees missed sales

Segment 67 - Collapsing Confrontation - New!  It's an art

Segment 68 - Taking the Confrontation Out of the Sale  4 biggest customer complaints; Creating a non-confrontational environment

Segment 69 - People Don't Like to be Sold But they love to buy

 

Segment 70 - Taking Care of Business Creating a customer-friendly environment

Segment 71 - Internal Relationships (Part 1) Developing a successful "team" atmosphere

Segment 72 - Internal Relationships (Part 2) Harmonious departmental relationships are vital to success

Segment 73 - The Value of Team 4 keys: Commitment, Communication, Trust & Self-motivation

Segment 74 - Succeeding in a Transitional Environment Focusing on your business at hand

Segment 75 - Dealing with Personal Pressures (And Still Sell RVs)  Don't let personal problems keep you from selling

Segment 76 - Where Deals are Lost (Part 1) (Part 2 Omitted) Being poorly prepared; Prejudging customers; Poor first impressions; Not controlling the process; Mishandling women buyers

Segment 77 - Where Deals are Lost (Part 3) Asking the wrong questions; Focusing on price rather than the vehicle

Segment 78 - Where Deals are Lost (Part 4) Not knowing inventory; Doing rushed deliveries; Having a negative attitude

Segment 79 - Focus on Risk Reducing the "risk" issue

Segment 80 - Be 10 Times Better Than You Are Recognizing your potential

Segment 81 - 15 Qualities Salespeople Should Possess - New! Importance of specific qualities

Segment 82 - Dealing with Slowdowns Turning the downtime upward

Segment 83 - Why Don't Prospects Buy? Six reasons why

Segment 84 - Inside the Sale (Part 1)

Segment 85 - Inside the Sale (Part 2)

Segment 86 - Habits Rule Your Life (Part 1) Each of the 4 segments discusses the areas in the sales process where the disconnect between customer and salesperson usually occurs

Segment 87 - Habits Rule Your Life (Part 2)

Segment 88 - Habits Rule Your Life (Part 3)

Segment 89 - Habits Rule Your Life (Part 4)

Segment 90 - Average vs. Superior (Part 1)

Segment 91 - Average vs. Superior (Part 2)

Segment 92 - Average vs. Superior (Part 3)

Segment 93 - Road to the Purchase Putting yourself in the customer's shoes

Segment 94 - What is Your Purpose? Be clear on the mission

Segment 95 - Ego in the Sales Process - New! Understanding the role it plays