Sales is not easy work by any stretch of the imagination. It requires a lot of time, effort, energy, follow-up, education, favors and other tasks that don’t necessarily lead to an immediate paycheck.
That’s why many salespeople default to just waiting for someone to come in the door. But, by then, buyers are on the defensive because they know the moment they walk into a dealership, someone is going to pounce on them.
With their defenses up, it takes a while to build that trust to the point a customer is comfortable enough with the process, the company and the salesperson to want to go ahead with the deal.
The guest this week is someone who understands the sales process very well. Tom Dewalt and his family owned an RV dealership for a number of years in Easton, Penn.
After closing the dealership, Dewalt has remained connected to the RV industry and today he is using his skills in dealer management and sales to develop a new company called Engagenetics. His firm helps dealers and independent salespeople strengthen their customer acquisition ability.
Many people, not just salespeople, like to talk without fully listening. They don’t take time to build that relationship that is so essential to closing a sale. Engagenetics helps businesses get a better start in forming productive customer relationships.
Ignoring the awareness stage when people start desiring an RV of their own, and ignoring the research stage when customers start looking at options, many times RV-related businesses don’t even encounter customers until they get to the ready-to-buy stage.
By then, the field is crowded with salespeople selling on price without having an established relationship. So Engagenetics focuses on cultivating those relationships early enough in the process that companies can sell value, not just price.
Dewalt also talks about some tools his company uses help dealers reduce buyer’s remorse and improve service after the sale. He describes automation that is available to keep customers engaged and involved with the company.
He explains how his Up Free Pro product can improve the sales process so that customers seek out a salesperson for appointments, and salespeople don’t have to wait for customers to come into the door. They set themselves up as the friendly experts who can help customers find the right vehicle to make memories.
Tom Dewalt and his company, Engagenetics, can help entire RV dealerships to improve the relationship-building process while people are still building a desire to own an RV. His company will also work one-on-one with forward-thinking professional salespeople.
Engagenetics has the tools and expertise to help educate a dealership’s sales team – or professional salespeople willing to invest in their own futures – to use tools and processes that set them apart from their competition.
For more information, visit www.engagenetics.com or call 804-453-8199.