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

Are You Making These Common Management Mistakes?

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

The Power of the Chiasmus: Why You’ll Want to Use This Fun Figure of Speech

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

How Much Credibility Do You Have?

In recent posts, I wrote about ways in which you can gain and lose credibility. Now it's time to evaluate your current level of credibility. Success in selling is tough to achieve if you don't have credibility as a sales professional. And credibility cannot be achieved if you do not possess the following three attributes:

Four Ways to Elevate Your Credibility

In a previous post, I wrote about four ways you can lose credibility. This time, I'll cover four ways to build more credibility in the eyes of everyone you encounter: 1. Realize that nothing breeds success like success. Publicize your successes, but don’t boast about them. Demonstrate your triumphs, relate your victories, repeat your progress. This

Do You Know the Difference Between ‘Persuasion’ vs. ‘Influence’?

Some of you may know I wrote a book about persuasion, in which I stressed that we all use principles of persuasion daily in our personal and professional lives. But what, exactly, does “persuasion” mean? It’s a question I bet most of you haven’t spent a lot of time asking yourselves. “Persuasion” is ethically winning the heart and mind of