what makes a great motorcycle salesman?

[lucydad]

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.

[Triple Jim]

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?

[willowstreetguzziguy]

It's probably a golden rule for sales people… Treat people the way you would want to be treated when coming into a store

[Scud]

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.

[Gian4]

"What makes a great motorcycle salesman?"

A great motorcycle.   

[K250]

A great motorcycle salesman does exactly what the boss wants exactly the way he wants.... 

[Red Dog]

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.

[rboe]

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.

[sbaker]

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.....

[toaster404]

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. 

[Guzzistajohn]

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.

[Waltr]

  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

 

   

[JeffOlson]

Be courteous, kind, knowledgeable, and patient. Oh, and ask for the order!

[JJ]

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!

[Fuzzy]

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...

[oldbike54]

 Good salesman aren't made , they are born .

 Dusty

[ken farr]

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

[toaster404]

I always liked to have people ask if they could work with me on straight commission.  No coasting in that role.  Shows initiative.

[bpreynolds]

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 

[lucydad]

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?

[John Ulrich]

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!

[Tom]

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.

[sbaker]

Yes...and also...practice how to LISTEN!

EXACTLY !! The best sales job is when the sales guy says very little, the customer does all the talking...

[Matteo]

Be careful what you wish for, enjoy your free time.

[Penderic]

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!

[lucydad]

Pend,

You nailed it, an odiferous pile, to be sure...

[mentalfloss]

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.

[jackson]

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. 

[oldbike54]

 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 

 Dusty

[jackson]

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.