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
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.
One of the huge problems for dealerships right now is engaging customers in interesting ways. Everyone is trying to do the social media blitz, the ad campaign or the big event. The result, I’m told, is that dealers are spending between $500 and $1,000 in marketing dollars per new motorcycle retailed. Even if that number
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.
What’s the single most important skill that a sales professional can have? This is a question I often ask workshop participants. And I often receive the usual responses: Product knowledge! Adaptation! Listening! When that happens, I nod as I move the conversation from person to person. When I finish, I pause a beat and say,
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 already know how to make Saturdays count at the dealership. But here are eight ideas to help you make the most of the most important sales day of the week: 1. Be well rested. Friday night is a terrible time to party. 2. Make it easy. Speaking of beverages, keep them up front. Having
The husband and wife sit across the desk from you. They are friendly enough, but you can’t help but get a sense that something unspoken is going on. Adding to the weird vibe is their almost constant reading and typing of text messages. You and I both know there is another conversation going on here…and