RV PRO

April '19

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B U S I N E S S 68 • RV PRO • April 2019 rv-pro.com By Chuck Marzahn Chuck Marzahn is a partner with Marzahn & King Consulting, a well- known consulting and training firm specializing in the RV industry based in Virginia Beach, Va. He can be reached at Chuck@Marzahn AndKing.com. Ready. Set. Sell! The selling season is here. It's time to put your training, prior efforts and skills to work. There is a large percentage of people who want to be sold. They want someone to justify the decision they already want to make. They need someone to help them make sense of that desire to own an RV. Editor's note: This column is the first in a two- part series highlighting best practices as they relate to preparing for the summer selling season. This month's column looks at best practices related to sales reps. Part 2, running in the May issue, will focus on best practices relating to sales managers. F or many salespeople around the RV industry, this is when the real fun begins. And there's a lot of work to be done. The axiom "Don't quit when you're on a roll" comes into play. You have to get the ball rolling, to be sure. But with a little momentum it really, really gets to be fun. What can you do to be sure the good times don't roll right past you? Prospecting and Prep Work I'm reminded of the old line, "What's the best time to plant an apple orchard?" Given that we're in the spring and planting time for farmers across the continent, we tend to think "right now!" But the best time is really 20 years ago. It's also true that the best time to get ready for this year's selling season was last year. You might build a case that it begins in the show season. I don't disagree. That's a good time. I'm thinking the best answer is to have done the training, pros- pecting and mental prep work during last year. Lean on the Work You've Already Done What sort of prep am I talking about? Anyone who's ever started from scratch knows what it means to be dependent on the front door for your next sale.

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