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How to get your customers to say, ‘I’ll take it’

February 28, 2011

How do some experienced salespeople make selling motorcycles seem so easy? The simple answer is that they have mastered three basic steps: trust, understanding and value. Yes, the motorcycle sales process consists of many more than three steps, but these three often separate the beginners from the pros. First,... Read more »

How to avoid, ‘No thanks, I’m just looking’

January 26, 2011

Salesperson asks, “Can I help you?” Shopper answers, “No thanks, I’m just looking.” Ten minutes later the shopper walks out the door. The shopper was interested in motorcycles. You are interested in selling them a motorcycle. What was the problem? You heard what the shopper said, but this is... Read more »

Will you surrender to ‘creative destruction?’

December 21, 2010

In business, the term “creative destruction” applies to successful new ventures rising out of the ashes of other failed businesses. We watch a typewriter manufacturer go out of business, but find that its building and its employees are snapped-up by a new supplier to the computer industry. Or newspapers... Read more »

Internet inquiries: Respond by e-mail or telephone?

November 10, 2010

More than 80 percent of today’s motorcycle shoppers visit a Web site before visiting a dealership, so we shouldn’t be surprised as more and more shoppers’ first contact with a dealership is by Internet/e-mail too. Successful dealerships have a defined process in place to handle Internet/e-mail... Read more »

When is the last time you spoke with your customers?

September 14, 2010

Years ago, after he had created a multi-billion dollar business from scratch, Ross Perot was asked about his role at the company. His answer was “sales.” Along with all the other obvious roles of a CEO, Perot was clear his top priority was taking care of customers and finding new customers. How often... Read more »

What can your dealership learn from Starbucks?

August 5, 2010

Are Starbucks baristas hired only if they love coffee, or only if they already have experience making a cappuccino? And does a Starbucks manager dread losing an employee since the departing employee’s “tribal knowledge” will be so hard to teach to a new hire? No. The Starbucks business model embraces... Read more »

Sure, we’ll be happy to take your trade-in

June 16, 2010

Most motorcycle dealerships fund their used inventory out of cash, and when cash is tight the outcome is often a reluctance to even consider taking a trade-in.  On the other hand, we also know that the most successful salespeople make buying a new motorcycle from their dealership as easy as possible,... Read more »

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