Protective Asset Protection’s Peter Chafets will deliver workshops designed to help sales staff build rapport and communication with their customers during the 2022 RV Dealers Convention/Expo, the RVDA announced in a press release.
The trade event will take place November 7-11 at Caesars Palace in Las Vegas.
On November 9 at 2 p.m. and November 10 at 10:14 a.m., Chafetz will present “The Menu – It’s More Than Just a Piece of Paper,” which will cover the origination of the option selling process or the “menu” as it’s known today.
The speaker will also share how Protective began 23 years ago. The rest of the session will be used to discuss a step-by-step process on how to combine all the available elements and fully utilize the menu presentation.
During this session, attendees will learn about:
- What the menu was originally designed to do, and why.
- A step-by-step process to work through the menu presentation consistently and effectively.
- How to avoid the common mistakes that are costing F&I departments around the country.
Also on November 10, Chafetz will present “The Sales Turn Over (TO) Process: Steps to Transfer Both Trust and Information” at 4:30 p.m.
As part of the sales track, this seminar will tackle the transfer of trust between departments during a sale. The transfer of information from the sales team to the F&I department will also be discussed.
Learning objectives for this session include:
- The interconnected nature of all the departments in the store.
- What F&I products truly do (solve problems) for the customer.
- How to add a few additional questions to the fact-finding step in the sales process that will aid the F&I department.
About the RV Dealers Convention/Expo
Just as dealerships strive for continuous improvement, the RVDA Convention/Expo Committee is using the same principle when it comes to the RV Dealers Convention/Expo. The education program will provide segmented content based on dealership size, management structure, and revenue in addition to focusing on things dealers have in common.
The annual RVDA Convention/Expo brings together dealers, manufacturers, suppliers, and RV industry business partners for the premier dealer education and networking event of the year.
To register visit www.rvda.org/convention. Regular updates will be posted on the convention website, Facebook, Instagram, LinkedIn, and Twitter.
Companies interested in partnership, sponsorship, exhibiting, and Vendor Training +Plus opportunities can contact Julie Newhouse at (703) 364-5518 or send an email to [email protected].