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sales success

Who Should Deliver the Motorcycle to Your Customer?

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

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 Resilient Are You?

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,

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