February '20

Issue link: https://nbm.uberflip.com/i/1203735

Contents of this Issue


Page 97 of 104

rv-pro.com February 2020 • RV PRO • 91 After you've finished your meal, another menu: the dessert menu (this may even include a beautiful tray with a show/ tell of dessert options). Oh, and I almost forgot my favorite – the wine menu, which was probably presented when you first sat down. The point I'm making is that 100 percent of their customers are presented multiple menus 100 percent of the time by restau- rant staff. This process is not an option; it is a rule. Why? This rule by restaurants simply means that every customer is given the opportunity to make choices. That's plural – not singular. Offered Choices, Customers Choose More Choices are made based on the customer's perception of likes and dislikes, value, price and benefits. Are the food servers high-pressure, forceful salespeople? Do they offend you by offering multiple menus that allow you to make choices based on your individual wants and needs? Do t h e y re f u s e t o offer you a wine menu because they don't think you can afford a $50 bottle of wine? Do they ignore the dessert menu presenta- tion because they think you "look" like someone who doesn't buy dessert? The answer is obvi- ously "no" – they don't make judgments before giving their customers choices. When it comes to presenting menus in the service department how- ever, your average service advisors make judgments all day long! There are a number of reasons they make these judgments ... one being the lack of pro- fessional sales training, but we'll save that topic for another time. What About a Maintenance Menu? Ask yourself a couple of simple questions: • If my advisors presented a maintenance menu to 90 to 100 percent of my customers – on each and every visit to my service department – would sales go up, go down, or remain the same? • If my advisors allowed my customers to make individual choices in maintaining their RVs, based on their individual You can't afford to neglect fixed ops! Our top dealer generated nearly $1 million added profits in his first year. Determine what your true profit potential is. This opportunity is waiting for you. BETTER TRAINERS. BETTER RESULTS. rvdealerprotraining.com dreed@dealerprotraining.com Call Now for your FREE * Management Training Center Seat ($995 value). 1 . 8 8 8 . 5 5 3 . 0 1 0 0 ✓Better Scheduling ✓Better Productivity ✓Better Profi ts *Limit one free seat per dealership. DPRO-340RVAd3_375x4_875.indd 1 8/16/18 11:06 AM Level in Percent Fresh Grey Black LPG Battery 34 75 12 85 100 b RV Name Level in Percent Fresh Grey Black LPG Battery 34 75 12 85 100 b RV Name

Articles in this issue

Links on this page

view archives of RV PRO - February '20