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How much can you learn in just a few days?

August 5, 2011

Close your eyes for a minute and imagine how great it would be if you could increase profits in every department of your dealership. How could that help you? You might be able to use those profits to spiff up your showroom, order a little more merchandise, hire more staff, or even just breathe a sigh... Read more »

Do your salespeople ask for the sale every time?

August 2, 2011

Probably not. We know that asking for the sale is an obvious key to selling motorcycles, but we also know that on average, U.S. motorcycle salespeople ask for the sale less than half the time (48 percent to be exact). Given that asking for the sale directly sells more motorcycles, why do so many salespeople... Read more »

Are you ready to sell electric vehicles?

July 26, 2011

Everyone knows the roar of a Harley-Davidson. Harley enthusiasts blare their pipes in pride, while non-Harley riders often mock the noise. For many, the roar of the engine brings them as much joy, if not more, than the freedom of the road. These customers are in a group that dealers are used to selling... Read more »

Ask and you shall receive

July 19, 2011

Scenario: A customer purchases a new snowmobile from his local dealership. After the break-in period, he takes it to a different dealership – more conveniently located near his riding buddy’s house – for its first service. He picks up the unit from the servicing dealer on the way to a riding weekend... Read more »

Are you responding to your customers?

July 15, 2011

I’ll admit that I’m an impatient person. I’m a member of Generation Y who is used to cell phone calls, text messages, the Internet, Google, email and Facebook giving me instant information when I need it, and therefore instant gratification in finding what I’m looking for. As someone used to... Read more »

Don’t talk your customers out of buying

July 5, 2011

If your salespeople are having trouble turning shoppers into buyers, find out if the salespeople are talking customers out of buying. No salesperson would turn away customers on purpose, but by skipping the “fact-finding” step of the sales process, a salesperson may end up making customers less likely... Read more »

Follow-up, a necessary step to success

June 21, 2011

Scenario (based on a real life customer service call center report) An enthusiast, new to the area, stopped by a dealership looking to replace his sport touring motorcycle. The customer did not want ABS brakes and asked if a bike he was interested in was available without that option in red. The salesman... Read more »

The top ridiculous merchandising rules dealers think are law

June 16, 2011

I have had the privilege to travel all over the U.S. – and that includes Alaska and Hawaii. And in 24 years of visiting stores and working with dealer staff on visual merchandising, I have been into every size and kind of powersports retail store there is. But with all the diversity in regions, locations,... Read more »

Does your facility really make any difference to sales success?

June 7, 2011

The best sales team selling out of a tent will run rings around an unskilled sales team at a beautiful dealership.  Dealers quickly learn that skilled and trained employees are the most important ingredient for a successful dealership operation.  But what about the facility?  How much of a difference... Read more »

Does your sales team sell, or are they ‘museum curators’?

May 3, 2011

Our company applies the term, ‘museum curator’ to describe salespeople who are friendly and knowledgeable and will happily answer any customer questions, but don’t actively try to turn shoppers into buyers. Be careful, because when customers are asked about their experience with museum curator... Read more »

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