Fran O’Hagan
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Does your facility really make any difference to sales success?
The best sales team selling out of a tent will run rings around an unskilled sales team at a beautiful…
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PSB blog readers seek data
Everyone who blogs for the website brings different information to the table, and each was chosen to blog because of…
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Does your sales team sell, or are they ‘museum curators’?
Our company applies the term, ‘museum curator’ to describe salespeople who are friendly and knowledgeable and will happily answer any…
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Internet business is no longer incremental business
In the auto industry, we recently learned that industry-wide 36 percent of customer inquiries over the Internet remain unanswered after…
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How to get your customers to say, ‘I’ll take it’
How do some experienced salespeople make selling motorcycles seem so easy? The simple answer is that they have mastered three…
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How to avoid, ‘No thanks, I’m just looking’
Salesperson asks, “Can I help you?” Shopper answers, “No thanks, I’m just looking.” Ten minutes later the shopper walks out…
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Will you surrender to ‘creative destruction?’
In business, the term “creative destruction” applies to successful new ventures rising out of the ashes of other failed businesses.…
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Internet inquiries: Respond by e-mail or telephone?
More than 80 percent of today’s motorcycle shoppers visit a Web site before visiting a dealership, so we shouldn’t be…
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When is the last time you spoke with your customers?
Years ago, after he had created a multi-billion dollar business from scratch, Ross Perot was asked about his role at…
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What can your dealership learn from Starbucks?
Savvy motorcycle dealers can find inspiration from the carefully defined processes that allow new employees to hit the ground running…
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