The 2017 RV Dealers International Convention/Expo will feature David Martin for Sales Track Workshops
As President and co-founder, David brings over 39 years of retail sales, training and management experience to The Mar-Kee Group. He has spoken at RVDA, RVIA and MDCE conventions and continues to appear regularly at 20 Group and other Industry Association meetings, both nationally and internationally. Also, he has spoken to the NADA Convention on 10 separate occasions and is proud to have been named the #1 speaker at 6 Australian Auto Dealers Conventions.
No matter the subject or venue, his presentations educate and inspire sales and service professionals to achieve even greater levels of success.
David has created an online, RV-specific sales training program that is currently being used by 155 RV dealerships. He has been a featured speaker at 35 conventions in 7 countries and has written dozens of articles on sales and sales training. His most recent speaking engagements were at the National Automotive Dealers Association in January of 2017 and the Marine Dealers Conference and Expo in December 2016.
Essential education workshops and Vendor Training +Plus sessions make this year’s convention/expo a mandatory event for dealers who want their sales staff to stay current—and excel—in their field. The convention dates, Nov. 6-10, make the timing ideal since it’s after the peak of the season.
“Marketing Opens the Door: Closing Seals the Deal”
Wednesday, November 8, 3:15 - 4:15 p.m.
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
"Sales Strategies for the Hyper-Informed Customer"
Thursday, November 9, 9:00-10:00 a.m.
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 who these tech-savvy buyers are, how they shop, what they want and how to give them an experience to remember
- To define the 6 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