This is the cry of many Dealers and Sales Managers in countless dealerships around the country. I have not only experienced it myself, but heard it in just about every dealership I’ve visited. Everyone knows that in most dealerships, phone-ups are the least productive area in the whole sales department. There are several reasons for this:

A while ago, a sales manager asked me what I thought the market would do in the coming year or two. I looked at him and replied that markets don’t do anything. They certainly don’t pay your bills. I said that I could try and guess what customers were likely to do in the time frame he was referring to, but even more important is what we can do for our customers.

So I gave him a list of "Things To Do" in the coming twelve months. First of all, decide who you wish to retain and who you wish to let go. Having done that, work on continuously pleasing those you wish to retain.
 

How do you make sales training a meaningful, learning experience for all levels of RV sales performers, and still make it adaptable? This is a problem that Sales Managers have struggled with for years. You don’t want to make it too easy for the high performers, yet too difficult for the green peas.

It's been said that there are two things people want more than sex and money...recognition and praise. Time and time again the one motivating factor that is at the top of most salespeople’s lists is appreciation for a job well done. It is more requested than even money.

Why don’t more Sales Managers give appreciation? Some say they don’t know how to give it. Others don’t know what to give appreciation for in the dealership. Yet others say they are too busy to give appreciation.

The most important aspect of a successful salesperson is developing the correct mindset toward your customers. And this is not the over used phrase "The customer is always right". Actually the correct mindset I'm referring to is to always think in terms of benefits for your customers. The highly successful salesperson thinks of ways to show interest in their customers even before they come into their dealership.

If you could talk to the people you have most admired in life, the biggest successes, the top names, you will find that they also are the biggest failures. They lost more games, struck out more times, lost more money and had more doors slammed in their faces. The difference in their lives is that they never quit.

One of the most difficult parts of selling is prospecting/networking, or getting new customers. By far the most powerful thing you can have when approaching new people is a referral from their colleagues, friends or others they respect. The big question that comes before "selling" referrals is "getting" the referrals in the first place.

Do you spend a lot of time and energy trying to attract new customers to your dealership, hoping to pump up your bottom line? If so, you're probably missing an untapped source of sales that exists right inside your dealership - there's truth in the statement that your customer base is your most valuable asset.

A common complaint among sales managers is that they don't get enough cooperation from their employees. You have to realize that you need to give before you can expect to receive. If you want employees who will work with initiative, ingenuity, and enthusiasm, you have to make them feel good about their job and about themselves.

Selling RVs in tough times requires a tough attitude. Half the battle is in your head and the other half is on the streets. Customers will object to price—that’s what they do. First, they test your price; next, they test your resolve. Being prepared to sell in tough times is the mental game of success. Positive thoughts provide the mental fuel you need for your journey. Positive behavior results from these positive thoughts. These tips will help you move in a positive direction in tough times: