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What’s new when customers walk into your dealership?
Change is good. Think of the most successful retail stores regardless of industry, and we can agree that they all…
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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…
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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…
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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…
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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…
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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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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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Sure, we’ll be happy to take your trade-in
How can we make it as easy as possible to buy a new motorcycle when we know that we really…
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Answering the brochure debate
Motorcycle prospects walk into a dealership interested in buying a new motorcycle, but the facts say that half the time…
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Should you question your best salesperson’s priorities?
Every dealership has a top-performing salesperson, selling more motorcycles than anyone else; maybe selling more than two or three other…
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Holding a high-tech motorcycle piston in your hand
Imagine you’re shopping for a motorcycle and visit two dealerships. At the first dealership, the salesperson tells you all about…
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Do customers always know best?
Henry Ford once said, “If I had asked my customers what they wanted, they would have asked for a faster…
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Where to find the easiest customers?
At your dealership the workday begins with thousands of customers who already know your dealership, already know your products and…
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