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retail

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

You Can’t Survive Without Stress

Any time you reach for something new, better and different, stress will be involved. The key is to determine what kind of stress is headed your way. Bad Stress The first is distress, the sort most of us already know and experience — probably quite frequently. This is when your body responds physically and negatively

Are You Making These Common Management Mistakes?

Being in the motorcycle business, you know that a governor is a device intentionally limiting acceleration. I submit that dealership managers are restricting their own acceleration (although not intentionally). Below are five of the most common ways in which managers are holding themselves back. 1. Sales managers are selling and closing every deal. Because of

Make the Buying Process More Enjoyable for Your Buyer

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. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten

Losing Control of the Sale? Find Something Positive to Take Away

Staring straight ahead, firmly gripping the wheel, the driver fixated on the snowy road in front of him. His jaw clenched, he steadily — subconsciously, perhaps — pressed harder on the gas pedal as he and his vehicle pushed onward through the driving snow. But he wasn’t thinking about the road; instead, the driver’s mind was