The Pennsylvania Recreation Vehicle and Camping Association (PRVCA) plans to host two free RV sales training webinars by David Martin of The Mar-Kee Group. The webinars will take place from 11 a.m. to noon on March 24 and March 30.
On March 24, Martin will offer “Why Don’t Prospects Buy?” This session will discuss ideas to address potential problem areas in a professional, non-confrontational manner. He will introduce 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.
Martin’s 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 objection handling and ways to respond to the most common objections.
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]