There is a lot of truth to title statement "There is a SALE made EVERY TIME!" When a customer comes through our doors there is a sale made. Either they sell you on all of the reasons why not, or you sell them on all the reasons why to. The customer is often the better salesperson.

Customer's always have their guard up. They do not want to be sold, but they do like to buy, that is, if it is their idea and not yours.

All of us as a consumer are apprehensive when it comes to buying an expensive item. We don’t want to make a mistake. When that salesperson approaches or greats us, we use our defense statement that we all have engrained in our heads, “we are just looking!”

Some other statements might be “we are about 6 months away” or “this is the first place we’ve stopped.” Regardless of the excuses, you need to forget about what they are saying.

If we fall into the trap we become nothing more than just a tour guide. It is always a good idea to be polite and courteous to your customer, but if we buy into the excuses they use, we will not make many sales.

Here is what you need to do:

1. Welcome their excuse and let them know they are smart by going about this the right way. This way the customer will relax and not worry so much about the possibility of being sold.

2. Go ahead and put the possible sell off to the future. In other words if they tell you they are 6 months out, talk about the purchase as if it is way off in the future. Let them know you are not going to try and sell them anything, until they are ready.

3. Ask them questions about what kind of RV or features will they want in 6 months. They will be a lot more comfortable and tell you the the things you need to know.

4. When you begin looking at the RV's forget about the customer's excuses and use your selling skills and training to build value in the product you are selling.

5. Treat the opportunity now as if it were a today sale and keep moving forward until the customer stops you.

6. When you run into objections, treat them as a question and find the answer. After you have answered the question/objection, continue to move forward all the way to a signed buyers order!

If you keep a positive attitude and treat every opportunity as a sale today, you will find out that your TOUR GUIDE days are behind you!