Ever walked into an RV dealership and felt like you were being hunted by a pack of wolves in polo shirts? You’re not alone. The RV buying experience can feel more like a wrestling match than a pleasant shopping trip, and there’s a reason why.
The RV Wingman, a former campground owner with decades of experience, recently pulled back the curtain on what’s really happening inside RV dealerships across America. Spoiler alert: It’s not pretty, but knowing these secrets could save you from making a costly mistake.
In this eye-opening video, you’ll discover why some RV dealers act like characters from a 1992 sales drama movie, and more importantly, how to spot the good ones from the bad ones. Whether you’re buying your first camper or upgrading to your dream RV, understanding these dealer tactics could mean the difference between a great experience and a total nightmare.
Let’s dive into the dark truth about RV dealers and what you should really be looking for when shopping for your next rig.
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1. The “Always Be Closing” Mentality Is Still Alive (And It’s Killing Your Deal)
Here’s what you need to know: Many RV dealerships operate with the same high-pressure tactics from the 1990s sales movie Glengarry Glen Ross. In that film, salespeople were told “ABC” stands for “Always Be Closing” – meaning pressure, pressure, and more pressure until you sign on the dotted line.
The RV Wingman explains that some dealerships, especially the big chains, still use this aggressive approach. Salespeople are pushed to close deals at any cost because the market is tough right now. If they don’t perform, they’re out of a job.
According to industry reports, the RV market has seen significant fluctuations, with sales declining from pandemic highs. This pressure creates an environment where desperation trumps customer care.
The Reality Check: You’ve probably noticed this if you’ve ever been followed around a dealership lot like you’re about to shoplift a $100,000 fifth wheel. The constant hovering, the “special deals that expire today,” and the guilt trips about “letting this one get away” are all classic high-pressure closing tactics. It’s exhausting, right?
2. Your Gut Feeling About Pressure Tactics Is 100% Correct
If you feel uncomfortable with a pushy salesperson, trust that feeling! The RV Wingman shares that customers consistently tell him they bought from his recommended dealers specifically because they didn’t feel pressured.
One customer mentioned going through 30 different RVs without a single salesperson poking their head in to push a sale. That’s the difference. Good dealers let you browse, think, and make decisions at your own pace.
Research shows that high-pressure sales tactics actually drive away more customers than they convert. Modern buyers want information, not intimidation.
The Reality Check: Remember that time you walked onto a car lot and suddenly felt like prey? Yeah, RV shopping shouldn’t feel like you’re being hunted. If you’re getting the hard sell, you’re probably at the wrong dealership. Walk away and find someone who respects your space and your brain.
3. “Always Be Caring” Is The Secret Code For Trustworthy Dealers
Here’s the game-changer: The best RV dealers have flipped the script. Instead of “Always Be Closing,” they practice “Always Be Caring.” This isn’t just a cute saying – it’s a completely different philosophy.
The RV Wingman emphasizes that caring can’t be faked or bought. You either genuinely care about your customers or you don’t. His network of “America’s Most Trusted RV Dealers” are fully vetted dealerships where the salespeople, managers, and owners actually care about your experience.
These dealers understand that your satisfaction matters more than a quick sale. They’ll still be there to help you after you drive off the lot.
| Always Be Closing Dealers | Always Be Caring Dealers |
|---|---|
| High-pressure tactics | Relaxed, customer-paced experience |
| Focus on commission | Focus on relationships |
| Limited post-sale support | Ongoing customer care |
| “Deal expires today!” | “Take your time deciding” |
| Avoid after you buy | Available when you need help |
The Reality Check: You know how rare it is to find people who actually care these days? At the doctor’s office, the DMV, even the bank – everyone’s just going through the motions. Finding an RV dealer who genuinely cares is like finding a unicorn. But they exist, and they’re worth seeking out.
4. You Can’t Pay Someone To Care (So Stop Expecting Miracles From Commission-Based Staff)
This is a hard truth: No amount of money can make someone care if they don’t already. The RV Wingman points out that caring requires empathy, awareness, and sensitivity to other people’s needs.
Many big dealerships operate on pure commission structures where salespeople make money only when they close deals. This creates an environment where pressure is necessary for survival. It’s not personal – it’s their paycheck.
Studies on workplace motivation show that while compensation matters, intrinsic motivation and company culture play a much bigger role in customer service quality. Employees who work for companies with caring cultures provide better service, period.
The Reality Check: You can’t really blame the sweaty salesperson breathing down your neck. They’ve got bills to pay and quotas to meet. But here’s the thing: that’s not your problem. You’re about to spend a small fortune on an RV. You deserve to work with someone who actually gives a darn about your needs, not just their commission check.
5. If The Cheapest Price Is Your Only Goal, You’re Shopping Wrong
Buckle up for this one: The RV Wingman is clear – if your only concern is getting the absolute cheapest price possible, his trusted dealers probably aren’t for you. Ouch, right?
These dealerships are competitive on pricing, but they provide something extra that discount dealers don’t: genuine service, expertise, and support. They won’t play the endless negotiation game where you’re supposed to “beat them down” on price.
Industry data shows that RV owners who buy based solely on price often spend more in the long run due to poor service, warranty issues, and lack of support. Cheap can be expensive.
The Reality Check: Look, we all love a good deal. Who doesn’t want to save money? But buying an RV isn’t like buying a toaster on Black Friday. This is a complex purchase that requires service, support, and expertise. If you beat a dealer down to bare-bones pricing, don’t be shocked when they ghost you the moment something goes wrong. You get what you pay for, friend.
6. The RV Market Is Struggling (Which Makes Dealer Pressure Even Worse)
The RV industry is going through tough times right now. Sales are down, inventory is high, and dealers are feeling the squeeze. The RV Wingman acknowledges that it’s hard to sell RVs in today’s market.
According to the RV Industry Association, wholesale shipments have declined significantly from pandemic-era peaks. Dealerships are sitting on expensive inventory, paying interest, and watching RVs collect dust on their lots.
This economic pressure trickles down to salespeople who resort to tactics they probably don’t even like using. Desperation breeds aggressive sales behavior. It’s a vicious cycle.
| Market Factor | Impact on You |
|---|---|
| High dealer inventory | More aggressive sales tactics |
| Declining sales | Better negotiating position for buyers |
| Interest rates rising | Higher financing costs |
| Dealer desperation | Potential for better deals (but more pressure) |
The Reality Check: So basically, you’re walking into dealerships where everyone’s stressed, inventory is piling up, and salespeople are sweating bullets about their jobs. No wonder they’re acting desperate! But again, not your problem. Use this market situation to your advantage. Take your time, do your research, and work with dealers who won’t lose their cool when you need space to think.
7. Empathy And Awareness Are Dealership Superpowers
The RV Wingman emphasizes that truly great dealers are “damned aware.” They pay attention to your needs, they listen to your concerns, and they’re sensitive to your situation. They’re not perfect, but they care.
This awareness means understanding when a customer is overwhelmed, when they need more information versus space, and when it’s time to back off. It’s about reading the room and responding appropriately.
Customer service research consistently shows that empathy is the #1 factor in customer satisfaction across all industries. In high-ticket purchases like RVs, this becomes even more critical.
The Reality Check: Think about the last time someone actually paid attention to what you needed instead of what they wanted to sell you. Felt pretty good, didn’t it? That’s the standard you should expect when dropping tens of thousands of dollars on an RV. If your dealer can’t even be bothered to notice you’re uncomfortable, confused, or overwhelmed, why would you trust them with your money?
Final Thoughts: Choose Dealers Who Actually Give A Darn
At the end of the day, buying an RV should be exciting, not exhausting. The process should feel like you’re working with a knowledgeable friend, not escaping from a time-share presentation.
The RV Wingman’s message is clear: There are good dealers out there who practice “Always Be Caring” instead of “Always Be Closing.” They exist, they’re vetted, and they want to earn your business through genuine service – not pressure tactics from a 1992 sales movie.
Do yourself a favor: When you’re ready to buy or sell an RV, seek out these trustworthy dealers. Give them a chance to show you that not all dealerships are created equal. Your wallet and your sanity will thank you.
SOURCES:
- RV Wingman YouTube Channel – “ALWAYS BE CLOSING? THE DARK TRUTH ABOUT RV DEALERS (AND WHAT REALLY MATTERS!)” – https://www.youtube.com/watch?v=h8OE2PZXR3c
Referenced Materials:
- Glengarry Glen Ross (1992) – Film referenced in video discussing high-pressure sales tactics
- RV Industry Association – Industry data on RV sales trends and market conditions – https://www.rvia.org/
