Selecting a Product or Service

Please click above to watch the video Selecting A Product or Service for Our Customers!! When coaching or training service advisors, it’s imperative that we have the mindset that our job description is to look after the customer properly and professionally. Of course,...

The “Trade Places Close”

Please Click above to watch the video Quite often our main challenge to closing a deal is to find out what's stopping the deal from closing in the first place. We have discussed different ideas before, and the one described in the video above is a great one. This idea...

PROactive recruiting

Please click above to watch the video David takes a break from the service advisor customer processes this month, to touch on something that is near and dear to our hearts…employee recruitment. Due to David’s personal experience with a recent injury of his own as well...

“I want to sell it myself”

Please click above to watch the video A lot of salespeople are being faced with customers wanting to sell their own unit themselves. We must consider that our customer is letting us know that they want more money!! Either they think they can get more themselves - this...

Courtesy Inspection, done right!

Please click above to watch the video Now that David has discussed the process for the “Initial Walk-Around” or the physical inspection of the customer’s camper in the last two newsletters, it’s time to discuss the “Courtesy Inspection Process” After the completion of...

The “Puppy Dog” Close

Please click above to watch the video The "Puppy Dog" close has been used very effectively, especially in the automotive business. As I describe in the video, it is almost impossible for anyone NOT to keep an irresistible little puppy if they just spend one night with...

Initial Walk Around (cont’d)

Please click above to watch the video As promised, Dave picks up where he left off in last month’s newsletter with the verbiage and tools that are needed to do a proper “Initial Walk-Around Inspection” Dave shares with us the art of building rapport, edifying the...

The “Ben Franklin Close”

Please click above to watch the video Many customers tell us that they "want to think about it". We have to understand how serious the customers are - do they really have to think about it, or is this an excuse to get out of here as fast as possible? For the serious...