Wildguzzi.com
General Category => General Discussion => Topic started by: lucydad on June 04, 2016, 08:25:34 AM
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All,
Local Houston mega-bike dealer advertised informally on FB: need a motorcycle sales person, please contact us. I posted: heck I could do a better job than most of your people. And, I think I could. And they replied: come see us. So my retired brain is processing a bit. Nope, don't want to get into a 9-5, two weeks vacation after one year routine. Did my 40 years in the oil patch, and done.
My experiences at this mega-dealer are mixed. Mostly when I come in, there is no greeting "may I help you". The mostly young staff are either busy doing other things, just not on the floor, or ignore me (even when riding in). The exception has been one middle aged guy, and yep he sold me the STRX by focusing, answering questions, taking time, letting me sit on the bike, and then suggesting and arranging a test ride. Still knows me by name. But, he is their manager for Triumph, BMW and I think also Ducati. The one engine die event on the Triumph was very professionally handled under warranty by their service department. Great.
Mike at MPH sold me the V7R in 2012 with a similar approach. On the test ride he even had a customer with a 750 Breva ride in and go on the test with us. Mike led on my Kawa EX 500 I was trading: a nice long test, with some curves, and such. Brava rider answered all sorts of questions about the small block, showed me an odometer with over 40K miles, and explained the "tightness" of the new bikes that would evolve into "it only gets better to 10K miles". Todd at MPH also assured me on the reliability of the engine, parts inventory, and endorsed the break-in changes to a smooth transmission. And I bought the V7R. A minor odometer glitch was fixed under warranty, so was a rattle in one of the cans.
MPH remains superb and professional in all respects.
Yet, I wonder: what attributes do great motorcycle salesmen and women have? What would I do different at the mega dealer?
-- meet and greet: my dad, at our family drugstore taught me early "may I help you?", if busy with another customer, still greet and multi-task
--introduce myself, have business cards
--follow up on questions with helpful answers
--network a lot
--show prospective customers the parts and service department, make sure they know the dealer is full service with warranty attention
--match the rider to the bike: especially new riders, keep youngsters off liter sport bikes
--have info on how to get the M license endorsement for new riders
--really know the bikes, ride every one of them within reason,
--be familiar with finance terms
--yet be able to filter serious from just lookers: by precise, by asking polite questions
--keep excellent relations with management, parts and service
--smile.
What do you guys think? The inter web gives lookers huge amounts of information, and tests, and comments. Be familiar with what is out on the net: some is helpful, some is biased, some is just wrong.
Damn it is raining again. Feeling blah this morning. Guess I will finish my coffee, and take the poodles for a wet walk.
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You've thought it through pretty well and seem interested. Why not go see them and ask if they'd be interested in a part time salesman?
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It's probably a golden rule for sales people… Treat people the way you would want to be treated when coming into a store
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First impression: Knowledge, passion, and experience. From what I can see, you have those qualities and they will make it easy and natural for you do all the things you listed with authenticity.
At a mega-dealer, you'll probably meet lots of people who are "thinking about getting a motorcycle." So you'll probably need some extra patience with them as they balance the appeal of motorcycling with the dire warnings they've received from friends and family. Demonstrating a safety-first attitude will probably help to assuage the fears (spoken or subconscious) that come along with a first motorcycle.
Sounds like fun work - along with a chance to ride a lot of new and interesting bikes - and probably get discounts on tires and oil.
Oh - and you'll need to know a little finance. Consumer credit, how the dealer makes money, etc.
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"What makes a great motorcycle salesman?"
A great motorcycle. :wink: :grin:
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A great motorcycle salesman does exactly what the boss wants exactly the way he wants....
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Lucy Dad: I'm gonna piss in the pickle barrel!
In a mega dealer you are going to be the outcast & despised by 90% of your co-workers.
You are operating under the false assumption that people still care about the way business was done "in the day".
You have ethics, morals & compassion, you will truly try to match a rider with the correct bike according to skill & desire.
You will fore go a sale if you really believe a person was incapable.
You will not try to add on "stuff" just to make a buck.
I have little respect for most dealers & the mega dealers are the worst.
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Talk to the management team, it could be that management is responsible for the bad sales people. I've worked for some that were jealous of the pay their top salesman was earning. As long as the sales person is ethical and legal; you never begrudge their commissions; it's what keeps the lights on. Everyone from the janitor to the president has a job to do and if anyone of them shirks their job the whole company suffers.
You may be a great salesman in spite of working for a crappy boss, but you and customer are better off if you work for a good boss.
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ABC.... Always Be Closing..... Sales is not as sophisticated as the MPH experience. Sales has one job.. Put people on Motorcycles... The education part and all the other stuff is fluff:
1. Find out what their requirements are
2. Match their requirements to the capabilities of the bike
3. Close the sale.
The rest is just mechanics.....
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Understand people and interviewing. Determine what someone's dreams, needs, and real budget are. Honestly put the choices out there in a gentle manner. Good service and sales folks develop a book of customers that follows them wherever they go.
What I find amazing is that so few people who sell things understand things. I generally know far far more about the machines than the people selling them, be they cars, trucks, bikes, or whatever! I no longer think this is very important for most people.
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I've been in sales for 25 yrs or so but I'm not sure I could sell motorcycles. I would have a hard time selling an inexperienced rider something like a hyabusa or the likes, I'm sure management wouldn't appreciate my honesty.
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If a buyer is interested only in the motorcycle, knowledge rules. I find people are far more complex than that. To live people need food, clothing and shelter. A motorcycle is not a need unless it is primary transportation.
We also have need for sex (not just the act), status and security and these often play a big role in buying decisions. Much advertising uses these needs. A good salesman can take a role at a buyers side and together they can look at all possibilities of a purchase. A good salesman never seeks to destroy a buyers reality however may show the buyer an alternative reality they can live with.
Walt
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Be courteous, kind, knowledgeable, and patient. Oh, and ask for the order!
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ABC.... Always Be Closing..... Sales is not as sophisticated as the MPH experience. Sales has one job.. Put people on Motorcycles... The education part and all the other stuff is fluff:
1. Find out what their requirements are
2. Match their requirements to the capabilities of the bike
3. Close the sale.
The rest is just mechanics.....
Yes...and also...practice how to LISTEN! :cool: :thumb:
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Don't make promises you can't keep. Be realistic and tell the truth.
If you don't know the answer to a question, find out, or at least admit you don't know. The next time the question is asked, you will know the answer. The worst is to answer a question wrong just to be answering it. We'll find out...
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Good salesman aren't made , they are born .
Dusty
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Hey Lucydad:
Go for it. What is the worst that could happen, you get or don't get the job.
You don't get the job: cool, it's still a day off.
You get the job: something new. You get to learn stuff, and may even find your putting in extra hours, because it's fun...or it sucks, and you move on. Still learned something.
I was retired for 4 yrs. and took an entry level-mouth breather position at Harbor Freight, corporate office in Calabasas, Ca.
I was the oldest and least paid person in the buliding ( well both bldgs.), and I had a good time for 2.5 yrs. I worked harder than those 40 yrs. younger than me, and put in extra hours, just to get things done right. Had fun. One day, I found I was the only one working up a sweat, while others were busy trying to look busy.
At a social thing, former co-worker comes up and says, hey you want this position? Pays about 4X what your making now, part-time.
That's where I am at now. Still having fun, wife pulls the cord in Dec., so we'll see what happens.
Talk to them, let them know where you are at, and what your expectations are.
I like when I walk into a retail establishment, and the Grey Hair is the one who greets and offers help.
kjf
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I always liked to have people ask if they could work with me on straight commission. No coasting in that role. Shows initiative.
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I love bad dealers and salesmen. They never dissapoint and always remind why I really appreciate the few good ones. Craig Wiseman at C&D in Robinson IL has all the attributes of a good salesman but really it's his giant Guzzi tattoo on his forearm that really sold me the two bikes I've purchased from him :thumb: :laugh:
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KJF,
Interesting reply. I am mulling it over a bit. Pros and cons, as typical in my engineers mind. Truly we are still unpacking and getting the new Villa organized. Bought new book cases for office and media cabinet recently. So, another push of old stuff donated, unpacking, sorting, etc.
Have travel plans this summer/fall and also care commitments for family, etc. Retirement stays busy.
A great friend in Colorado told me: don't commit to anything significant for a year after retirement. Give yourself some time and space to find yourself again.
Yet, selling motorcycles could fit me very well. I know I have the skills. How would they react to a 62 year old retired geophysicist?
The dealer is probably frustrated with sales performance. Combine our oil crash in Houston, plus an absolutely miserable Spring/early summer weather period, and enormous competition-- tough. My guess most sales compensation is from commission: hence difficulty keeping people. The dealer is close to top notch in most respects though. Might ride down there next Tuesday and talk to them early morning when the place is quiet. Job would have to have flexibility and such. Not much concerned about pay, it would be more about the challenge and interesting stuff I could learn, and people to meet. Heck, I might even get a ride on that Kawa H2 on the floor?
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A salesperson has to want to be a saleperson. Many times a salesperson is a reflection of managements personality......If we are a "lazy slug" we hire lazy slugs. I was one for 30+ years and rarely worked....I was helping my friends (customers) all hours of the day!
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Too be successful in sales is to know your customer base. Always sell something even if it's only an accessory in the Parts Depart. It introduces them to that part of the dealership. Any freebies...like dealer stickers to give them? Link them to any events at the Dealership? Be their consultant. Feed their ego the right way and not their ignorance. Mentioned earlier. Listen.
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Yes...and also...practice how to LISTEN! :cool: :thumb:
EXACTLY !! The best sales job is when the sales guy says very little, the customer does all the talking...
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Be careful what you wish for, enjoy your free time.
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(http://i1299.photobucket.com/albums/ag77/Penderic/Penderic002/horse_zps5qpik7jv.jpg)
Ooops. Wrong thread! Sorry.
The Harley Salespeople have to know how to sing and dance.
https://www.youtube.com/watch?v=Pd5oG1s1O80
Thats a BIG store!
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Pend,
You nailed it, an odiferous pile, to be sure...
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Great question!
The 2 main things that make a great motorcycle salesman are:
Learning the craft of sales.
Having extreme product knowledge.
Now working at a mega store is another variable.... Many have a scorched earth policy when it comes to burning through salespeople....NOT all but the more aggressive process driven dealerships will churn salespeople.
Why is that important...You could have a very fulfilling and fun job in the right environment. Getting in the wrong environment ...not so good.
If you understand and are always improving on sales skills find a good quality dealership that you would do business yourself and go for it.
If you do not have sales skills you will need to put some effort into acquiring these skills and behaviors.
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Great question!
The 2 main things that make a great motorcycle salesman are:
Learning the craft of sales.
Having extreme product knowledge.
Now working at a mega store is another variable.... Many have a scorched earth policy when it comes to burning through salespeople....NOT all but the more aggressive process driven dealerships will churn salespeople.
Why is that important...You could have a very fulfilling and fun job in the right environment. Getting in the wrong environment ...not so good.
If you understand and are always improving on sales skills find a good quality dealership that you would do business yourself and go for it.
If you do not have sales skills you will need to put some effort into acquiring these skills and behaviors.
Excellent advice. Hits the nail directly on the head.
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My nephew the Harley salesman sells 300 , yes 300 , motorcycles a year by himself , plus a boatload of extras . Truth is , he doesn't have any great knowledge regarding the product . Oh , he knows the models , but tech stuff not so much . He has sold for a multi-line dealer also , with good numbers there also . His success has more to do with an ability to connect with a customer . Fact is , outside of the true enthusiast market , which is very small , most folks buy on emotion . "I like that blue one" is a really common comment . Heck , at our old BMW , Triumph , Guzzi , Ducati dealer in Tulsa , the main salesman was nothing more than that , a salesman . I asked him once about a new model beemer , got a blank stare in return . He still sold lots of bikes , had a great line of BS :evil:
Dusty
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Dusty; Exactly. Big ticket products are not typically sold on rationale & logic; they're sold via emotion. Sure, the customer may come in asking technical, nuts & bolts questions but in the end, the product will be sold due to an emotional connection between the customer & the product and the salesperson will be the conduit that puts the two together to make a deal.
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That was weird , Ron , the HD salesman, called right as I was hitting post . Cue the twilight zone music :shocked: :laugh:
Dusty
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when I buy I know exactly what I want, more about the product that the guy I'm talking to, what I will have to pay and the cash is in my pocket, how much the insurance will be etc...
But today the only thing the salesman needs to find out is how big of a payment the customer can make. YUCK!
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A good/great salesman doesn't talk you out of the sale...doesn't bring up stuff that's unimportant, doesn't give you the run around and figures out what's important to you by listening.
A well informed customer will buy if there are no obstacles in the way...a good salesman will remove any obstacles making the path to buying a clear and enjoyable one.
Talk less...listen more...make it painless and fun. Going to the dealership should be fun and interesting, not a grind.
Some salesmen talk too damn much...don't be one of them and you'll sell a bundle.
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Well said Paul, well said...exactly.
Example: my biggest concern about the V7R Guzzi was over heating in our Houston climate. Was riding a liquid cooled EX500 Ninja, and we were in those series of dry, extremely hot summers. Mike and the Breva owner directly addressed my question, no wishy washy crap. Once comfortable, I pulled the trigger. Mike offered up the oil burn question, and recommended the extender after the break in. Nothing was concealed.
My concern with the STRX was seat height and comfort, and was the 109 HP triple power being "too much" for me. Sales guy let me sit and play with the bike on the floor, and adjusted the shocks for my weight. That adjustment made a huge difference on the eventual test ride. And I figured out the bike was so smooth, and fueling so perfect, that it could be ridden nice and easy. Previously I had ridden my friend Ed's Ducati 1099 terror....full on and full off sport bike, and I knew that was not what I wanted.
Yeah, I am going to talk to their manager on Tuesday. Will ride in and use my verbal resume. Nothing to lose. Maybe I could sell Paul that H2.
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You've got a Hummer for sale???
:laugh:
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Many years ago I was a tire and auto parts salesman in a 100% commission setting. I did okay and made more money than I had teaching at that time. What really soured me on sales was when I had an elderly couple come in. Visiting with them it became apparent that they were living on social security only and the milage on the car confirmed that they were only to church and store type of folk. I recommended and sold them a set of lower end priced tires.
Unbeknown to me the store manager was observing my sale. He reamed my butt big time for me not trying to sell them upper end tires. I explanied why I did what I did. His response was that my job was to make the highest profit possible not to meet the customer needs. Left that job soon after.
GliderJohn
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I don't know about any of that. I seriously doubt they are going to let you work part time, or even 9 to 5 for that matter. The other salespeople would riot. Why should they work all those hours and you just show up and steal their ups. Plus, if your customer comes in on your day off and someone else delivers a bike to them you are going to split that commission or even loose it altogether. Sales is super competitive and you will have everyone there trying to eat your lunch. You will be up against guys that have been selling bikes and cars for decades.
You will be put on a draw against commission and if you don't hit your numbers you will probably loose your day(s) off. You don't make your numbers 2 months in a row and you are fired. If you don't make your numbers the first month you will pay back that amount out of the second month. If you are closing a deal at close you could be there until whenever.
You will get to spend tons of time doing online training at first but don't forget to sell some bikes while you are at it. The real arena these days is online, Facebook, Twitter, Pintrest. If you can't sell there to your friends and family you are going to have a rough time. You had better buy the internet manager lunch every day because that is where most of your ups will come from.
You will quickly notice that one or two people make most of the sales. They won't want you hanging around. According to them most of the customers are theirs, they have been selling them bikes for years, you stay away.
It's nasty and no fun, but if you catch on you can make a lot of money.
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Story is correct , it is extremely competitive , cut throat even , and yes , if you are closing , near to closing , or even with in sniffing distance of closing a deal , you will not go home until the deal is done. Customers will lie to you about their credit , ability to cover a down payment , even tell you lies about the quality of their trade in , all of this after spending hours answering all of their questions . Now , the potential customer, against all odds , meets all of the requirements to purchase a new or used bike , and ten minutes before the deal closes , the wife calls and says , "what the hell are you doing purchasing a motorcycle , you already have one , and my car is on its last legs, let me talk to that salesman ". If this sounds like a fun day , go for it , maybe you are a salesman :laugh:
Dusty
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Tom, Dusty:
Thanks for the heads up and reality check. I suspected the environment was pretty "vigorous". Guess I should keep my feet on the ground.
Good news is it is mostly sunny, I have a Triumph, my gear is on, and off to church I go shortly. Guzzi is picked up Monday after its maintenance.
One quick story about the mega-dealer, from about 4 years ago. Was in there with Kawasaki EX 500 poking at the Ducati Monsters (old air cooled), interested in the ABS 800 version. Main dealer owner (Mr. M) chatted me up, and disappeared in back (back in a flash), and started up and rode onto the floor a slightly used Monster exactly like I was wanting. He said: deal is $XXXX, right now, or I give it to my son. What a sales tactic. I grinned and thanked him and rode home. Price was good, but not great, bike only had about 300 miles on it.
Ride on, but that Tenni Griso is a beauty. Dicey though. The Roamer V9 still intrigues the heck out of me. Dealer in Austin has one, not that far away. Something might happen on another bike this summer. Not sure what.
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I don't know about any of that. I seriously doubt they are going to let you work part time, or even 9 to 5 for that matter.
I know little about the sales business, but I would have thought that the management and full time sales guys might like a part timer who could fill in on days off, or to let a full timer go on vacation.
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But, they would want you to fill in on days less likely to generate a sale
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I've been in sales for 25 yrs or so but I'm not sure I could sell motorcycles. I would have a hard time selling an inexperienced rider something like a hyabusa or the likes, I'm sure management wouldn't appreciate my honesty.
:1:
I worked at a Triumph/Ducati/Moto Guzzi shop years ago. It was bad enough there. I can't imagine the goofs coming in to buy GSXR-1000s on "powersports cards" who don't know what a clutch is.
Plus, I'm not too hip on the "Tuesday thru Saturday" or "Sunday off / Wednesday off" work schedule, anymore. No thanks.
No way I would work for a mega store. No way I'd go back to work, if I was retired.
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Retirement is mostly wonderful. I am very, very happy.
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Retirement is mostly wonderful. I am very, very happy.
Think about the implications of what you just said Greg .
Dusty
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Retirement is mostly wonderful. I am very, very happy.
Life is short and then you die.
load the saddle bags with good scotch and cigars, a fishing pole and two credit cards and leave for a month. the idea of working will soon pass.
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What makes a good motorcycle salesman? I was thinking a gag. :evil:
Really though, if you're enjoying retirement why in the name of all that's holy would you want to go back to work? Especially in an area like motorbike sales where most of the people you'll be talking to will be knuckle-dragging cro-magnons whose lips will move while they're reading the price tags!
Pete
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Interesting thread, and good for you LD for looking for creative ways to enjoy your time off.
I would add, just never judge a book (or customer ) by it's cover.
Right out of high school a good friend of mine took a used car sales position at a local GM dealership. He was a natural sales type and had the gift of the gab for sure. One slow day he and a few of the new car salesmen were hanging around in the show room when a ratty old pick up pulled in . It was raining out and they sent my friend out to to "send that farmer on his way" He went out and stood at the mans window answering questions until he was thoroughly soaked and the man drove off. A few days later the man returned and specifically asked for my friend. Again the senior sales people said they don't know what this guy wants but he's all yours, go out there and get rid of him as he is obviously is a waste of our time. A week later he returned to pay cash for five new pickups. He had driven down from northern Maine representing a farmers co op. My friend did not get the commission for the sales, but did get promoted to new car sales.
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While I haven't read what everyone thinks about the OP, I figured I would add my two cents. Mostly because I am in professional sales and feel somewhat qualified to put my opinion on the board. First, to answer the question the objective must be clear. This is why; a motorcycle purchase is an emotional one, not a logical one and second, the objective of good motorcycle salesperson must be clear in that some define it as one who moves more bikes than the other and others define it as one who does an outstanding job matching a person with a bike (or no bike as the case may be). I'm going to assume for the purpose of answering the question on the table that success is defined as moving the most motorcycles. I agree with a poster that suggests the ABC rules of selling (Always Be Closing). This is best facilitated by connecting, listening well, reviewing what is heard and directing (matching) the customer to what is available in the current inventory. This has to be married with an outstanding knowledge of motorcycling in general and the finer points of what the particular dealerships model favors (financing, service, enhanced warranty, etc.). You have to hope to God that the inventory is large enough to get the buyer on the hook and sold as statistics show that the chances of a buyer coming back and buying plummet if they hit the door (especially if you are selling high line bikes like Harley and UJM). If you are in a Tier 1 city and there are good options this is magnified. The obligatory test ride must be suggested as bikes rarely sell themselves on the dealership floor. Understanding the real selling points of specific bikes is critical (why would anyone purchase a Norge when it can barely hold it's own in it's segment - it doesn't lead in any category) if you plan to be successful (I purchased my Norge because while it doesn't win in any category the sum is well more than the parts and the feel is unmatched in its category). The intangibles must be communicated using a passion for motorcycling. Combined with being a better than average people person and you have a winning formula. The business part will take care of itself.
Eric
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Lucydad, in answer to your question, not you. Why? because you actually care about the customer more than the sale. Your sales will be small, however, the few people you do sell will think, and rightly so, that you are the best salesman they ever met. In my 15 years in auto sales, I quickly learned that most folks want what they want and if you try to convince them to get what is best for them or not get what they don't really need, they will do so anyway but somewhere else. Many of the previous posts are right on the money regarding sales technique, sell the sizzle not the steak. You have to become a mirror to the customers wants, "Yeah, you like that xyz cuiser for canyon carving because it's so rad looking? Man, it's a great bike for that. You like those cool gloves without the fingers? Yeah, they're the best." You're on your way to a sale. Sleep good that night.
Besides, after the new wears off in a week or so, you'll be hitting yourself in the head wondering why you are back in the work-a-day world five or six days a week. I have two part time jobs. One that I work six or eight times a year and really enjoy and the other at my kids' restaurant when they need a bit of extra help that gives me more time with my daughter and son-in-law. Still plenty of "me time" left in my schedule. I can't imagine going back to work full time. You just pulled your head out of the lion's mouth, why stick it back in? Have fun, my friend.
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Honesty! :thumb:
(http://i1299.photobucket.com/albums/ag77/Penderic/Penderic001/screw%20and%20save_zps5b9xqanr.jpg)
(http://i1299.photobucket.com/albums/ag77/Penderic/Penderic001/stupid-signs-poor-quality-high-prices_zpsbwwv86ks.jpg)
:grin:
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Penderic, my favorite slogan is from Miracle Used Car Sales: "If it's a good one, it's a Miracle."
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Penderic, my favorite slogan is from Miracle Used Car Sales: "If it's a good one, it's a Miracle."
"Pre-owned" :laugh:
Dusty
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It's probably a golden rule for sales people� Treat people the way you would want to be treated when coming into a store
You nailed it WG, that's the ONLY rule. Says the man with almost 40 years of sales experience ;-)
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I felt guilty off and on for a few years after retirement, about I should be working somewhere. Doesn't bother me much anymore. LOL
I will try and not let my lips move when reading the price tag anymore! That was a good one.
Our H2 went to a busy offshore worker that lives down a gravel road over 1 mile long. Don't think he needed the salesman other than to drive his truck home following him on the H2.
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I think the ability to love puddles, er poodles. :grin:
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tiger,
I am now about 8 months into retirement. A great friend in Colorado, a really smart guy gave me this advice: do NOT commit to anything for at least a year. Give yourself time to find yourself again. I see opportunities here and there, and of course my church could consume every bit of time and energy. Yet, I resist. What I do when I get a bit bored: go exercise--walk, bicycle, or gym. Our horrendous Houston, TX summer heat/humidity/bugs has kicked in. So outside exercise, my preference, is not a lot of fun. Went to gym yesterday for stretch, weights and core workout. Off to home town of Durango, CO in a few days. Just a week, but there will be more trips this summer, likely one for as long as 3-4 weeks late summer.
Overall I manage to keep pretty happy and busy. Unpacking new house is endless. We have not even touched landscaping, that kicks in late fall after hurricane season.
Retirement is very, very good.
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Yep, I'm going to Salida for a stop on the way to the BMW Un-Rally at Red Lodge later next month. Can't wait to hit Colorado again, my favorite vacation state.