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retail sales

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

Four More Ways to To Make Your Customer Communication Stand Out

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.

How to Make Your Dealership a World-Class Retailer

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

Six Ways to Rev Up Your Revenue

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

How to Battle Promo FOMO

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