Oops! It appears that you have disabled your Javascript. In order for you to see this page as it is meant to appear, we ask that you please re-enable your Javascript!

psychology

Who Should Deliver the Motorcycle to Your Customer?

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

Create a ‘Thunderstruck’ Sales Moment

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

Black Friday Tip: Take Your Buyer’s Photo and Then Close the Sale

Black Friday is next week (Thanksgiving is early this year), so make sure your digital camera is fully charged. You’ll want to take lots of photos that day. You can literally put your buyer in the picture. I tell powersports retailers to take a digital photograph of their prospective buyers when they are considering which

How Much Credibility Do You Have?

In recent posts, I wrote about ways in which you can gain and lose credibility. Now it's time to evaluate your current level of credibility. Success in selling is tough to achieve if you don't have credibility as a sales professional. And credibility cannot be achieved if you do not possess the following three attributes:

Convince Yourself to Make 2018 Your Best Year Ever

Whether attempting to sell more motorcycles, pursuing a new managerial position or convincing your boss to give you a raise, we all talk to ourselves before we take action. Many psychologists have labeled this ongoing mental dialogue as “self‐talk.” These internal comments impact thoughts, emotions, actions, and ultimately careers and life itself. The following quote,

Sell More — Faster — By Asking Your Buyer These Questions

Looking for a way to speed toward closing the sale? Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. So ask questions to make him or her enjoy the act of buying:  

Filter Your Feedback

Most people simply don’t receive feedback well, especially if it's negative. We get defensive or don't take any action at all. The key to receiving feedback is to determine and understand what is meaningful and what isn’t. I make no claims at being an expert on this, but I can confidently state that I’ve gotten