Normally, I tell a quick joke after the break to try and relax the class. I know there is a lot of pressure on them when it comes time to ...

Session One: S.O.B S.O.B. stands for Sit On Bike. It is a very important step. Not just for customers getting to feel the bike underneath them, but for salespeople to ...

I could go on and on about the importance of making a friend in the business with every customer, but I am sure you know that. Yes, salespeople obviously should ...

Once the salesperson has greeted the customer with a cheerful smile in a friendly mannerism, he or she is now in a position to develop a friendship and remove the ...

In the spring of 2014, Powersports Business launched a Wednesday e-newsletter to go along with the already-running Tuesday and Thursday e-newsletters because we want to supply you with more industry ...

I tell the class that I never want to belittle any step, but to me, the most important step to master is the probe. The probe is a never-ending step. ...

When salespeople first see a customer coming their way, they should instantly put on their game face and be ready to perform. They need to understand what the word G.R.E.E.T. ...

Before I start talking about some of the different fun ways to greet a customer, I remind the class of why the customer is there. Sure, they are interested in ...

A question every salesperson should ask all of their customers after they have picked out their desired model is, “Would you be happier if you had one?” Of course the ...

In the 41 years that I have been in the sales game I have heard and read about many systematic steps in a sales procedure. They seem to vary from ...