Product Knowledge
This manufacturer makes brands such as Alpha wolf, Cherokee, Grey Wolf, WolfPack
Forest River
I don't have anywhere to put it right now
No problem, We do offer storage here, if you would like I can add that into the quote for you! I may even be able to get my manager to include it if you are willing to do paperwork today!
The first step in the road to the sale
Meet and Greet
In a typical deal negotiation, the person who talks first does this
LOSES!
The 3 types of leads you can log in VIN
Internet, Phone, Walk in
Explain the difference between class A, B, and C
A is your traditional bus style (ever seen the movie RV??)
B is your smaller van, often built on a transit or sprinter chassis
C is your cab over style, often built with a bed over the cab of the vehicle
I can't put 3,4, or 5k down I can only do 1k
No problem, you see here for every 1k down the payment changes 20 dollars, so for 40 dollars more than the 3k option do we have a deal? What if I could get you the 3k payment with only 1k down?
This is the main example of a trial close
The information your manager needs to pencil the deal
A fully completed write up! Name, address, vehicle of interest, tow vehicle, stock #, sale price, trade info, full trade appraisal, payoff info
Covideo can be used for these things
Introduce yourself and put a face to a name, do a walk around of a unit, show specific issues with a used unit, pump your sold customer up for delivery once its on the pad, advertise specials going on
Name all the model lines Brinkley makes so far
Model Z, Model G, Model GX, Model Z-Air, Model I, Model IX
"I am going to my own bank" or "what's my interest rate"
We have one of the best finance departments available to us, with over 30 different programs that may suite your needs. We can often beat your rate and/or extend your term to help you get the lowest base payment. What is your current bank? I don't know much about interest rates, all I know is no one has ever left my finance managers office upset. Let me get my finance manager they can explain more.
When doing a matchmaker, these questions may be helpful
What is your tow vehicle? How many do you need to sleep? Do you travel or stay at a permanent site? What is your budget? New or used?
This should be your question whenever a customer makes an offer
If I could, would you? It sounds simple and cheesy, but it is effective. If I could get that (payment, trade value, sale price,etc) would you buy now? Always redirect to payment. Most buyers only care about payment and are using the other issues as deflection. If I can get the sale price to X and it makes your payment Y, would you buy now? If no, then payment is the problem, not X
Your name and number to be reached back at, answer any questions regarding the lead they submitted, explain you will also be reaching out via email and text if that works better for them
We carry everything big and small, this is the longest and this is the shortest (NEW UNITS ONLY)
Longest: 2026 JAYCO SEISMIC 395 (47FT)
Shortest: 2026 WOLF PUP 9CELP (12FT)
I didn't see anything I liked
Lets sit down and see if any of our other locations have something that would fit your needs. Do you mind my asking why x y or z matters to you? Which features matter the most and which could you live without? To be honest campers only give so much room to work, so most often if you find one that checks 8 of your 10 boxes that one is the one. A perfect 10/10 is hard to find.
This is why the finance TO/2 minute is an important step in the process
It sets the proper expectations for the customer regarding financing and delivery process, helps to reveal any other objections, allows finance to secure the deal, bump on payment and down payment, confirm personal information
The important tips to remember when presenting a pencil
Big number little number, big savings, little sale price, ONLY x amount down, payment AS LOW AS X, etc., direct everything back to payment
You should always end an email or text with this
A question! This keeps the customer engaged and makes them feel like they owe you an answer or they leave you hanging. Ask when they can come in, what else you can answer, what you can do to earn their business, etc.
I want a new 2026, My budget is 25K, I can only tow 6500 pounds, It has to have 1 slide, and have double over double bunks in the rear. What can I buy?
2026 Grey Wolf 23DBH, 2026 Jayflight 178DBS, 2026 Jayflight 197MB, 2026 Wolfpup 17JWBL
I need to talk to my wife
With a purchase like this I am sure you guys previously discussed what you were looking for, would you like to give her call and explain everything we just went over? Is it possible for her to meet us here? If she's on board with everything would you like to move forward today?
You just took a deposit on a used camper, and the customer has a trade. What are all the things you need before the deal can be turned into finance?
Run the deposit, picture of the plate on the used camper you just sold, VIN on their trade, copy of their insurance, signed proposal, signed trade appraisal, DLs copied and uploaded in VIN, completed deal folder
Do you remember Ben's word track for presenting a pencil?
Great news! Just want to confirm some information with you. Name here is spelled correctly, this is your current phone number, email, and the address your new RV is going to be titled at. Perfect, and then you’re trading in the X, correct? Great choice again on the X. And this is your stock number right here.
This unit is equipped to sell for $X. With our "GENERIC SALE", my manager ok’d a savings for you today of $X. Which brings us to our market leading price of X. My manager was also able to get you all the way up to $X for your trade. We have the Kunes Camp Ready Package, and your state and local fees. With an initial investment of $X, this would be your amount financed.
More importantly, My manager put 3 scenarios together that are going to put you in the best equity position. With X, Y, or Z thousand down, you’re looking at payments from X to Y, to as low as Y-Z. Which one of those options works best for you?
This is the difference between a Bad and a Lost lead
A bad lead is unable to be worked in any way, either due to bad or no contact info, no intent to buy, a joke, a mistake
A lost lead is a customer we were unable to sell a camper due to no agreement reached, out of market, requested no further contact, bought elsewhere