The Pennsylvania Recreation Vehicle and Camping Association (PRVCA) is offering three free RV sales training webinars by David Martin of The Mar-Kee Group. The webinars will take place on March 10, March 24 and March 30.
On March 10, Martin will offer “Training a Superstar Sales Team.” In today’s market, having good products and marketing campaigns are not enough he said. Customers interact with your salespeople before buying. Properly training and motivating dealer sales staff is often the difference between success and failure. In this webinar, Martin will discuss when, how and why to use six methods of delivering quality training to sales staff. The webinar also discusses how to create a customizable training calendar and a 90-day orientation schedule for new hires.
On March 24, he will offer “Why Don’t Prospects Buy?” In this session, Martin outlines ideas to address potential problem areas in a professional, non-confrontational manner. He introduced his “3-2-1 Technique” focused on creating mental ownership. He said this makes customers less sensitive to price. Martin will also share seven tips on successfully engaging with customers for “win/win” outcomes.
The March 30 webinar is “The Profitable Process for Handling Objections.” Highly-informed customers represent a new challenge and many dealerships are unprepared to successfully deal with them, Martin said. This webinar focuses on how to eliminate resistance when possible and how to expertly handle it when it is not. Attendees will learn the 12 keys to objections handling and multiple ways to address the most common objections.
All three sessions will be held from 10-11 a.m. on the respective webinar dates. The webinars, valued at $350, are free to PRVCA members. To register for these webinars, click here.
To join PRVCA for these and other free training opportunities throughout the year, click here. For questions or more information about membership, email [email protected].
