Change is good. Think of the most successful retail stores regardless of industry, and we can agree that they all have something in common: they regularly change their in-store displays.
Read More »Author Archives: Fran OHagan - President Pied Piper Management Co.
Is your dealership closed when customers want to buy?
Earlier this year, New Jersey Gov. Chris Christie signed a bill into law allowing Sunday motorcycle sales. While pushing for the change in law, New Jersey motorcycle dealerships observed that many of their customers had been crossing over the state line into Delaware to shop on Sundays.
Read More »Lack of floor traffic sinking your dealership?
Let’s focus on sustainable ways to drive more floor traffic. Note that I said, “sustainable,” since a one-time, budget-busting advertising blitz is probably not the long-term answer. Here are three free or inexpensive solutions that are sustainable.
Read More »Do your salespeople ask for the sale every time?
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).
Read More »Don’t talk your customers out of buying
If your salespeople are having trouble turning shoppers into buyers, find out if the salespeople are talking customers out of buying.
Read More »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 dealership. But what about the facility? How much of a difference does a facility make to sales success?
Read More »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 customer questions, but don’t actively try to turn shoppers into buyers.
Read More »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 24 hours.
Read More »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 basic steps: trust, understanding and value.
Read More »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 the door. The shopper was interested in motorcycles. You are interested in selling them a motorcycle. What was the problem?
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