More Options: Make a Folding Card

Storyboard Description

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Storyboard Text

  • The instructor facilitates a short icebreaker with Worried Will and other learners
  • "Well, this one time..."
  • "Tell me a time that you had some difficulty closing a hitch sale with your customer?"
  • " It was busy Saturday at RV Mart and I needed to take a bathroom break. I was trying to think how to help my customer choose the right hitch accessories (capture plates, shanks, etc). I didn't have the sales experience to speak intelligently about the accessories for good, better and best hitches. As a result, I lost the hitch sale.
  • The learner did not have the knowledge, skill-set and experience in dealing with unique and special situations and could not address the customers needs. This was a missed opportunity .
  • Worried Will watches a video demonstration of the correct way to choose a hitch. The instructor facilitates a discussion afterwards.
  • "Did you notice how the salesman guided the customer towards the good, better, and best options and accesories?"
  • "Yeah, he naturally worked in the features of a more expensive hitch and guided the customer towards the right accesories"
  • The second video is the same format, but is a more complex situation. The facilitator asks the learner to compare the two situations.
  • "What made this situation more complex than the last example?"
  • "The customer's hitch needed a slider kit, which is easy to forget."
  • Worried Will then uses the scenario cards to practice his skills on the actual RV showroom floor. He uses the Short Box Hitch Comparison brochure to help make the sale
  • "My wife Wilma and I are going camping to Bedrock City tomorrow and I need a hitch fast. I drive a F150 and 2010 Featherlite Coach RV"
  • "I think I can help you find the right quality hitch. Take a look at this brochure. So, here is how these hitches compare...""
  • After an easy scenario, Worried Will tries a more complex scenario and the facilitator only offers guidance if necessary
  • "I have an in bed Gooseneck adapter on a 2012 Tacoma pulling a 2009 Heartland..."
  • "Okay, what is the Gross Vehicle Weight for that Tacoma?"
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