A courteous, knowledgeable salesperson isn’t enough. The most successful salesperson is an enabler, a cheerleader, an ally in supporting and justifying the purchase of a motorcycle.
Customers who work with an excellent salesperson will nearly always describe that salesperson as helpful. “Helpful,” that’s the key word, whether the salesperson is helping the prospect choose between two different models or picking up the phone to call a prospect to share some news and invite them back into the dealership.
Of course a salesperson can’t call their prospect and be “helpful” if they haven’t bothered to write down the prospect’s contact information, and today U.S. motorcycle salespeople don’t capture any contact information 55 percent of the time. So there’s plenty of room for improvement, but is the effort worth it? Yes. The facts say that motorcycle dealerships whose salespeople capture contact information at least two-thirds of the time retail an average of 29 percent more new units than the other dealerships.