Alan Mulally, the former Ford Motor Co. CEO who led what can only be described as an incredible turnaround at the great American automobile manufacturer, knew that culture beats strategy. In other words, you can have great plans or processes in places, but if the culture in your organization doesn't support performance improvement, you've got
"Are we going to make our sales goals this month?" This is not a question you ask on the 28th of the month. Rather, you should gauge your actual sales progress with your objective all month long. Researchers call it "formative evaluation;" I call it common sense. Below is the cadence I suggest you use
Here's a grand idea: What about requiring someone from the service department — and NOT the salesperson — to do the final delivery of a customer's new motorcycle? Why do I think this idea works? Well, salespeople are a predictable lot (I should know; I am one.). The moment we sell something, immediately in our head
Logic makes you think. Emotions make you act. You’ve read that here on many occasions. Now, let me give you another way of creating emotions so that you can create win-win relationships with your customers. Retailing is a sensory experience. The sights, sounds, smells, textures and yes, even tastes found in a motorcycle dealership can
Last time, I proclaimed that few skills are as essential to successful sales than effective communication. And I provided three ways you can become a communication rock star. Now, here are four more tips to improve your customer response rates. 1. Public commitment One of the most powerful persuasion principles is that of public commitment.
Few skills are as important to successful selling as effective communication. The challenge is that everyone is competing for a share of your customer's attention. According to research, the average human is exposed to 105,000 words per day. That’s 34 gigabytes of information! It has been estimated that a person who lived during Lincoln’s presidency
In a recent post, I wrote about the importance of engaging customers in interesting ways — in other words, how to reach out without sounding like a jerk. You're in the relationships business, and many salespeople don't interact with their customers as they should. I've presented ideas for initiating conversations with the concept of sending
One of the huge problems for dealerships right now is engaging customers in interesting ways. Everyone is trying to do the social media blitz, the ad campaign or the big event. The result, I’m told, is that dealers are spending between $500 and $1,000 in marketing dollars per new motorcycle retailed. Even if that number
Successful salespeople have great hygiene. I don't mean they shower after the gym and smell nice; I mean they have things in their personal processes that turn into habits that contribute to their success. Here is of those habits: Never leave an exchange with a prospective buyer without a date, a time and a next step.
Picture this scene: An excited customer has been talking to your sales professionals, test riding motorcycles and finally makes the decision. Numbers are discussed, information is shared and a credit application is submitted. The customer is invited to have a seat in the customer lounge, enjoy a cup of questionable coffee and spend a little