Sales Education Workshops

Sales managers will learn how to best manage their teams for optimal results and how to reach consumers with positive results. Attendees are eligible to earn continuing education units (CEUs) for their participation in applicable Vendor Training +Plus sessions and the RV Learning Center's educational workshops. 

Workshop and speaker info will be updated as sessions are confirmed - check back regularly!

WEDNESDAY, NOVEMBER 8

Turn Your CRM into an ATM Machine

Wednesday, November 8
2:00 - 3:00 p.m.


George Dans
The George Dans Group

Dealerships can go two ways when it comes to building their business, they can either replace customers or retain them. Either way both will get you to sell RVs, The problem with replacing RV sales is that it attacks your bottom line and shrinks your net profit, while retaining your customers improves sales, CSI, gross profit, referrals, service business and the closing cycle shortens up quite quickly which will help you sell more RVs along with increasing your profit and reducing your cost of business. The problem is that most dealerships fail at good follow up and in this workshop, George will be showing you real world tactics and  strategies to turn your CRM into an ATM! If you don't properly follow up, your customer will end up buying somewhere else!

During this workshop, attendees will learn:
  • How to build a fantastic repeat and referral business
  • Why you need someone else besides the sales people to do follow up
  • How you can increase your sales and profits every year while cutting your ad budget in half!

Marketing Opens the Door: Closing Seals the Deal

Wednesday, November 8
3:15 - 4:15 p.m.


David Martin
The Mar-Kee Group

Digital marketing is understandably the current focus in the RV industry. Using new technology to identify and appeal to customers makes all the sense in the world. In fact, it is hard to imagine operating a modern dealership without the tools that are available to dealers today.

During this workshop, attendees will learn:
  • How to prepare and implement a training agenda to eliminate many routine objections before they come up
  • 12 keys to handle almost any objection in today’s hyper-competitive market
  • How to identify and share the specific responses to objections that will close more sales and hold more gross profit

THURSDAY, NOVEMBER 9

Sales Strategies for the Hyper-Informed Customer

Thursday, November 9
9:00 - 10:00 a.m.


David Martin
The Mar-Kee Group

In this day and age, it is more important than ever to be able to relate to tech-savvy shoppers. Learning how to appeal to this group is key to dealership success and the future of the RV industry. Today’s hyper-informed RV buyers are not merely looking to buy products; they are looking to buy experiences. If dealers are not prepared to engage this new wave of Internet junkie “researchaholics” who are more informed than ever about your products and services, then you are likely missing out on too many sales.
 
This workshop will explore ways to help attendees ready themselves for the coming surge of Gen X and Millennial buyers and find ways to engage them in today’s retail marketplace. It will enable dealers to understand the psychology that drives them, what they want from you, and how to ultimately make them happy. It will share clearly stated strategies on how to best approach these prospects and communicate with them on a level that they are most comfortable. The end result will be increased sales and greater customer satisfaction, which in turn creates more referrals, repeat business and outstanding online reviews.

During this workshop, attendees will learn:
  • How to identify tech-savvy buyers, how they shop, what they want and how to give them an experience to remember
  • To define the six specific sales strategies to create a competitive advantage in dealing with hyper-informed customers
  • How and why Gen Xers and Millennials buyers differ from previous generations and the psychology of what drives their decision-making

Coffee is for Closers - Close Em or Lose Em!

Thursday, November 9
10:15 - 11:15 a.m.


George Dans
The George Dans Group

Since the Up bus barely stop's at your dealership anymore and drops off customer's, the need to close any customer that comes unto your lot is vital to every dealership's continued success!  Since most customer's spend over 15 hours of research on the internet, most dealerships need to make sure that their staff has the skills to close their customer on the first visit. Most customers know what to buy, when to buy, where to buy, but what they haven't figured out is who buy from. Two key tactic's are needed today more then ever. One of them is having a simple written sale's process that everyone needs to follow that builds value in the salesperson, product and the dealership. This is called the Selling Triangle where all three side's need to in sync.Get that going and you can close more sales right now!

During this workshop, attendees will learn:
  • An easy sales process that is easy to follow and adaptable to any type of RV product or dealership
  • Three of George's most powerful easy to use closes that for sure will help you close more sales today professionally without sacrificing gross profit
  • How to start an easy sale's training program today!

Creative Tweets can't replace Exceptional Customer Service

Thursday, November 9
4:30 - 5:30 p.m.


Paul Sheldon
Protective Asset Protection

Twitter, Instagram, Facebook are all great tools from bringing customers into your dealership. But people today still buy from people and the level of customer service at your dealership will determine your conversion rate, profitability, and repeat and referral business. This seminar will teach the three most important things that make the difference between customers buying and customers leaving.

  • The number one thing customers want when they come to your dealership
  • How to present to the "I know everything" generation
  • The keys to getting and keeping customers for life

FRIDAY, NOVEMBER 10