what makes a great motorcycle salesman?

[oldbike54]

 That was weird , Ron , the HD salesman, called right as I was hitting post . Cue the twilight zone music 

 Dusty

[Vagrant]

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!

[PJPR01]

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.

[lucydad]

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.

[PJPR01]

You've got a Hummer for sale???
 

[Gliderjohn]

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

[Toystoretom]

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.

[oldbike54]

 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 

 Dusty

[lucydad]

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.

[Triple Jim]

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.

[drw916]

But, they would want you to fill in on days less likely to generate a sale

[rocker59]

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.

[lucydad]

Retirement is mostly wonderful.  I am very, very happy.

[oldbike54]

Retirement is mostly wonderful.  I am very, very happy.

 Think about the implications of what you just said Greg .

 Dusty

[Vagrant]

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.

[pete roper]

What makes a good motorcycle salesman? I was thinking a gag.

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

[lucian]

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.

[esmurrell]

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

[jbell]

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.

[Penderic]

Honesty! 



 

[jbell]

Penderic, my favorite slogan is from Miracle Used Car Sales:  "If it's a good one, it's a Miracle."

[oldbike54]

Penderic, my favorite slogan is from Miracle Used Car Sales:  "If it's a good one, it's a Miracle."

 "Pre-owned" 

 Dusty

[frans belgium]

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 ;-)

[tiger_one]

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.

[trippah]

I think the ability to love puddles, er poodles.

[lucydad]

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.

[tiger_one]

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.