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sales strategy

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

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

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