Sometimes you just need a few quick reminders of what you should and shouldn't be doing to increase your sales success. Like anything else, if you want results, you have to put in the time. Really think about the points on this list -- how do you measure up? What can you do differently to get a better result?
When a customer is looking at a TRI GLIDE®ULTRA and they insist on having a $200 monthly payment, you should say something like: "Well we could get you to that payment range on this bike, however, it would require an extraordinarily large down payment. If what you're really telling me is you'd like to be around $200 with more conventional financing terms, let's go find a bike that fits the bill."
Quick, give me three reasons why I should do business with you and your dealership? (If you've said: great customer service, terrific inventory, fun events, or knowledgeable staff, you need to rethink your positioning.)
The worst four words a salesperson can utter: "It also comes in ..." (Some other color you don't have.) Accsellerate your sales: Sell Out of Stock.
If sales aren't coming to you like mana from heaven, as a sales person there are only two ways to change that: you have to ramp up and improve your prospecting and referral activities. (As an aside, far too many are wasting their prospecting lists with ham-handed, self-serving approaches. I know -- I'm getting the calls!)
What are you doing to create your own brand? Every salesperson develops and earns a reputation. This either attracts business to you or repels it. What's your brand saying to your potential customers?
I see a lot of people advertising "Free Test Rides." Was somebody charging for them? This is one of those tactics that make even ardent supporters cynical.
Should your top performers be treated differently? Take this survey and let me know what you think. All answers are confidential, so be honest! Only one question...click the link above to answer it. I'll report the results in an upcoming issue.
