02/12/2025
AI vs U&I
At the last RVDA convention I saw a sign in a CRM vendor’s booth that said: “Our AI will save your salespeople 3.6 hours a day.”
REALLY??? Are you getting so many Internet leads these days that your salespeople can’t handle it? As long as your CRM is capable of an automated response and instant notifications to your managers and reps, you can save the thousands of dollars it would cost you to have a bot do the job of your salespeople. One dealer said to me: Great! 3.6 hours to NOT do what they already aren’t doing.
AI and RV salespeople each have their strengths and limitations when it comes to selling recreational vehicles. Here’s a breakdown of how they compare:
Advantages of AI in RV Sales
1. Efficiency & Availability – AI can work 24/7, responding instantly to customer inquiries, generating quotes, and scheduling appointments.
2. Data-Driven Insights – AI can analyze some customer preferences and suggest the best RV model based on budget, usage, and previous interactions. If an AI chatbot gives generic, robotic, or irrelevant responses, potential buyers may feel unheard and disengage from the process and may choose to shop your competition.
3. Consistency – AI provides uniform and accurate information without human error or emotional bias. However, Buyers often have detailed questions about towing capacity, financing, warranties, and customization. If the AI fails to provide accurate or detailed answers, customers may lose trust and walk away. If AI provides incorrect pricing, availability, or feature details, customers may feel misled and lose trust in the dealership.
4. Lead Nurturing – AI-powered chatbots can follow up with leads and send reminders.
5. Virtual Assistance & Customization – AI can help customers configure their RV online with virtual tours and detailed comparisons.
Advantages of RV Salespeople
1. Personal Connection – When buying high-value or emotionally significant items, people want a human touch. Buying an RV is an emotional decision, and human salespeople can build trust, answer nuanced questions, and read customer emotions. Buying an RV is often about adventure, freedom, and lifestyle. A human salesperson can tap into these emotions better than an AI, which might just list features and specifications.
2. Negotiation Skills – Unlike AI, human salespeople can adapt their sales approach, negotiate deals, and make personalized offers. A good salesperson knows how to suggest upgrades, accessories, and financing options that can increase revenue. If AI fails to guide customers toward higher-value purchases, sales opportunities may be lost. AI lacks emotional intelligence and nuance in handling sensitive or complicated situations.
3. Handling Complex Scenarios – Some customers have unique financing needs, trade-ins, or customization requests that require human judgment. AI lacks emotional intelligence and nuance in handling sensitive or complicated situations. Humans excel at adjusting offers, handling objections, and tailoring solutions.
4. Test Drives & In-Person Experience – Humans can provide hands-on walkthroughs, explain features in real time, and address concerns in ways AI cannot.
5. Emotional Persuasion – A skilled salesperson can create urgency, excitement, and reassurance that AI lacks.
Best of Both Worlds?
The Best Approach? A Hybrid Model
Many businesses are combining AI and human salespeople to optimize the experience. AI can handle initial interactions, data gathering, and basic queries, while humans step in for deeper engagement, relationship-building, and closing deals.
Could AI Ever Sell an RV on Its Own?
Maybe in the future, but likely in a hybrid model where AI automates the early and post-sale stages while a human salesperson closes the deal. AI is good at streamlining processes, but for high-ticket, lifestyle-based purchases like an RV, most buyers still want a personal touch.
