"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
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.
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
For many of you, prime selling season is beginning. Here are some ideas to keep in mind, in no particular order: • Stick to your departmental processes. When times get busy, people say things like, “Don’t worry about introducing him to the business manager, just let him go to his credit union!” Far too often,
Looking to boost your bottom line? Here are six creative ways to rev up your revenue … NOW! 1. Shift your service department into overdrive. Review and cross reference all bikes sold and any recalls, updates or service needs. Offer free pick-up and delivery to perform the recalls. Then, while the bikes are in the shop, identify
You’re being watched. Maybe you already know that. The Retail Equation is a company that tracks and reports on customer activity for Best Buy, Home Depot, Victoria’s Secret and others, primarily tracking how often you return purchases. As you well know, returns are a hassle, and they are expensive. And for some customers, it's routine
Sales success requires confidence. One surefire way to be more confident in selling situations is to provide high-quality options, and you can do this through the use of irrational questions. Yes, you read that correctly. I first learned of this approach from the incredibly intelligent and innovative New York Times bestselling author, Daniel Pink. (He’s
Customers are becoming numb to our sales promotions. It seems like every dealer has a fear of missing out if they don't run a daily sales promotion. I refer to this as "promo FOMO." With almost every dealership newsletter and Facebook page, the same promo cycle seemingly spins on repeat because retailers don't want to be