In a recent post, I wrote about the importance of referral business and promised to share with you ways to consistently produce referral business. Here we go... With so much evidence proving why referrals are important – and enough consensus among sales professionals regarding the positive nature of referrals – why are they still underutilized?
It goes by different names: Juice. Giggle gas. Some people even refer to it as “having a bottle in the bag.” Whatever you call it, nitrous oxide is a favorite additive for go-fast types everywhere. When nitrous oxide is injected into a motorcycle's combustion chamber, it allows more oxygen into the fuel/air mixture, making for
When people are exposed to carbon monoxide — either intentionally or unintentionally — it has the same effect. In small doses, it causes headaches and dizziness. In larger doses, it leads to unconsciousness after just two or three breaths. Death can follow within three minutes. Here is a (hopefully) metaphoric question: Are you breathing your
Want to see a sale go wrong, fast? Of course, you don't. That's why you should avoid the following six customer turnoffs, which often are cited as the biggest reasons why people choose not to do business with a specific salesperson or establishment. Six Closing Killers (And Why They're Deadly) 1. Calling someone "buddy" or
"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
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.