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
"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
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
Last summer, I posted an online survey question asking readers this question: "Should Harley-Davidson dealers have an agreement that they will not 'poach' employees from one another?" The response was quite clear: No. Most survey respondents were not in favor of a no-poaching agreement. They felt employees have the right to choose where they work and
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
Hearing “yes” in any type of situation — with colleagues and customers — is largely about appealing to the other person’s enlightened self-interest. One of my favorite ways to effectively do that is through the use of language, specifically a figure of speech called “chiasmus" [kahy-az-muhs]. A chiasmus is a verbal pattern in which the second
Black Friday is next week (Thanksgiving is early this year), so make sure your digital camera is fully charged. You’ll want to take lots of photos that day. You can literally put your buyer in the picture. I tell powersports retailers to take a digital photograph of their prospective buyers when they are considering which
Nothing is more powerful in the world of sales than a face-to-face encounter between a satisfied customer and a credible sales professional. This is the kind of human exchange in which influence can be wielded for the good of both individuals. When a customer says “thank you,” you must leverage those words — or risk
Peer pressure is among the strongest of all propulsions in the workplace (and elsewhere). It can affect your relationships with colleagues and customers, as well as your sales performance. How can you positively influence David and Debbie at the dealership? Here are five ideas: 1. Cultivate favors by doing favors. You can make people “offers