The RV Sales Process and How Outsourced F&I Can Help
When considering how to sell more RVs, a combination of the right RV sales training and best practices with an efficient, proven F&I solution will move more units off of your lot. This blog will outline the essentials of the process, a few best practices your sales team can follow, and how Finance Solution’s F&I expertise can grow your business.
The RV Sales Process
It is important to recognize that few dealerships will find success without helping potential customers throughout the entire sales process (and after). Some may have the impression that the customer comes in, they sign on the dotted line, and then they drive off the lot never to be seen again. This is false. So what does a complete process look like?
The First Impression
When a customer walks through the door, engages online, or makes a call to the dealership, that very first engagement sets the stage that determines whether or not a sale will be made.
A combination of positive energy and a robust knowledge of each unit in your inventory is absolutely essential. What are they imagining using this vehicle for? A months-long adventure around the country or the occasional family trip? This information should change how your sales team approaches the customer.
What Does The Customer Envision?
The next stage is the discovery of specific details that will shape the contours of the process. Do they have a trade-in vehicle to leverage against the sale? Is the customer interested in only brand new units?
Details like this help define a customer’s expectations. If those expectations are out of sync with what a salesperson thinks is possible, the sale is bound to fail. Ask several questions: how much do you think your trade-in is worth today? What did you like about the vehicle? What are your plans with your new RV?
These questions can be used to help a customer visualize themselves in their new RV. Once that visual is cemented in their mind, it can become a driving force.
Demonstrate the Product
Theory and visualization aren’t going to get the job done. However, when demoing the vehicle as a whole and its features, keep the customer’s discovered expectations and imagined future in mind.
If they described how the RV will be used to embark on a month-long trip across thousands of miles, describe and demonstrate features that show off its long-term comfort. When demoing these features, focus the conversation around how they will benefit the entire experience.
Now is also the time to ask targeted questions that concretely get the customer thinking about the immediate purchase. “Can you see yourself on the road in this RV?” “How do you imagine you’ll use X?”
Remember Every Lead
Not every sale is going to be made on the first contact. Sometimes the sales process takes time. This shouldn’t be demoralizing, it’s just the nature of the sales process.
In that vein, make sure that every lead is tracked and followed up with. Really, this step is as simple as that. Just because someone isn’t ready to purchase an RV at this moment, keep their imagination alive with fairly regular, but not annoying, follow-ups.
It’s Not Over Till You Close
Continue to describe how the new RV will turn the visualization that was built up in the previous steps into a reality. Avoid pushing marginally better sales like new features on the very latest model if it looks like they aren’t going to help the customer cross the finish line. Remember, selling any unit is better than failing to make a sale at all.
Where Finance Solution Comes In
All of the emotional appeals and imagination in the world can help, but when it comes down to the numbers your F&I expertise can make all the difference. Our RV dealer services are based around expertise in the industry, long-standing relationships with lenders, and a comprehensive service offering that extends down to warranties.
The bottom line is that we have a proven track record of increasing our dealership partners’ rates of loan approvals by 20%. This means your customers are more satisfied, and you are able to move more units off of the lot.
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