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, the salesperson quickly establishes a person-to-person relationship with a customer. Learning how to build rapport with customers takes practice, but it is the key ingredient for the salesperson to build trust and establish a person-to-person relationship instead of only a salesperson-to-customer relationship.
Next, they learn as much as they can about what their customers want and why. This middle “fact-finding” step is often missed by new salespeople who fail to probe and listen, but fact-finding is critical in order for the salesperson to know how best to involve the customer with a product demonstration.
Then the salesperson applies creativity and enthusiasm to a product demonstration to build value. While the first two steps lay the foundation for the product demonstration, the key to customers spontaneously saying, “I’ll take it” is a memorable and relevant product demonstration.
The best salespeople make these three steps happen seamlessly, but with practice anyone can use trust, understanding and value to have customers asking to buy.