I've slung cars before. Sales are sales. Most people don't care about the technical parts of things. But, it's nice to know for those who do. And never make stuff up. Just say "I'm not sure about that, let me look in to it and get back to you." At the very least, it's a great way to get their contact info for follow up. Follow up is very, very important. Most people don't buy when they stop in. They will typically buy within the next 1-2 weeks. That's why it's sooooooooo important to follow up. Never be pushy...just treat them like you'd treat a friend. If you're in it long enough, many of them just might become friends.

Other than that, find out how to make a personal connection between them and the bikes you have. Find out what they're motive is for buying. Do they want something good for long distance cruising? Sell to them reliability, storage, comfort, etc. They want something to pick up chicks on? Looks and power. And NEVER, EVER use the line "So...what can I do to get you to take this bike today?". Anyone who does, should be stabbed in the throat. lol

 

I sold vehicles for 2 years (Acura dealership w/a used car lot). My best advice is be likeable (hopefully you are already). Many people, myself included, will give their business to someone they connect with - many times over price. Be upfront with them.

 

BRT Build a Relationship of Trust.

That is the best advise I can give you in sales.

 

Be available, not pushy. Answer questions specifically. Don't tell me I can afford the payments when I ask "how much?", that requires a dollar amount. Never assume the financial level of anyone. Many look like they are loaded and can't really afford a cup of coffee. Some look like hobo's but have enough cash in their pocket to buy you!

 

give people a good / better /best


after you qualify people ( find out their needs,wants,desires) suggest at least 3 bikes. If someone tells you they like to spend a lot of time traveling, or longg dasy inthe saddle sight seeing


GOOD - Honda Shadow , it gives you the front windshield, leather saddle bags, and a back rest for passanger comfort

Better - kawasaki Nomad, you step up to hard bags,still a shield, plus you add floor boards for long distance comfort, a slightly larger engine,larger fuel capacity,gas guage. etc

Best - gold wing, you add even more storage capacity,radio system.ettc etc etc

 

Been in sales most of my adult life, and you have been given some great advice. Like has been said already, NO. 1 BE HONEST, & don't pre judge, they walked into your place of business, because they want to look, and have thoughts of making a purchase. Be helpful, not overbearing. Oh did I mention honest? If not they will look right through you. Oh yeah, and refrain from talking down about the compitition...it's a real turn off. Keep notes, be friendly, and know your product, and you will do well.

 

If you want to have the tallest building in town, there are two ways to do it. Build yours up or tear everybody elses' down. Meaning, tell people why you have a good product, not why everybody elses' is bad. Now, there is a difference in differentiating your product vs tearing the competition down.

Be genuine in your desire to help people get into the product they want/need. Help your customers define what they want (qualify them), educate them and provide recommendations/options. They call it selling because you have to sell them on your product.

If you want to make a decent living selling bikes, you will have to learn how to close a sale.

 

And never make stuff up. Just say "I'm not sure about that, let me look in to it and get back to you."

I think this is a very important part of the post. I have heard a couple salesmen bs customers and it is funny to me when I know he is bsing. sometimes it is really hard not to laugh in front of the customer. just have to walk away.

also you never know if the customer is testing your knowledge.

 

Thanks for all the help guys.

I should have prefaced by saying I have been selling high ticket non-essential goods for my entire adult life (I am now 40) but this will be different procedure wise.

The dealer I hope to be hired on with (he stated I look good...not sure if that was a proposition or not) insinuated that I am in charge of how much money I make over dealer take so if there is a whole "meeting with the sales manager" m.o. it won't be because I am locked in to a specific price but I may have assumed too much.

I tried to buy from this dealer before and was met with a fairly firm retail price after several contacts. I bought for $500 less an hour out of town. It will be very interesting to learn this specific business. If anyone within an hour or two of Colorado is thinking of buying any metric in the next year drop me a line!

 

After you've sold a bike, don't ignore the customer after he or she comes back in, they're probably scoping out another ride for themselves or maybe for someone else. If there are rides sponsored by the shop or free magazines distributed there, such as "My Machine" magazine in the Nashville area, you can make sure repeat visitors are aware. It's all part of building that relationship for repeat business and word of mouth referrals. You might even go the extra mile and keep a contact list of customers you sell bikes to, and give them call or post card about rides and events. You can tie that contact in with finding out how happy they are with their bike, or if they're having any issues.

Oh, and don't try to push a rider into getting a bike that is too big for them.

I don't know if sales staff are allowed to, because I didn't ask when I was looking, I thought about seeing if a salesman could find me a bike I wanted that wasn't on their lot. Say I was really jonesing for a Vulcan xxx and the shop I've been visiting with the salesman I've gotten to like and trust (sortof) sells blah, blah, blah, and blah, but not Kaw, and I'm looking for a used one, maybe a beginner bike, so sometimes people might trade them in, but they just don't currently have one. Rather than waiting until one shows up, or looking somewhere else, could that salesman search for me, then contact me when one is found, let me qualify to buy it, whether through finance app or whatever, and have it brought to the shop for me to look? Something to consider for your used bike customers, even if you'd really rather sell something new.

The shop I bought my bike from has the policy stated in their commercials that they'll meet or beat competitors' deals. Competitors are pretty far away. My dad negotiated a deal with a shop near him three hours away. I'd prequalled and "my" bike was ordered. One wasn't on the floor any more. I went in when I was told it would be there for me to pick it up, but it wasn't there, so my husband and I expressed a little annoyance for having taken off work early because they close so darn early, only to go back home empty handed. I had the written deal in my pocket from the distant shop. I told them I was going to be visiting Memphis that weekend, if they could sell me the bike, out the door, for the same price as what that other shop could, I'd drive my Corvette. If not, I'd drive my truck with trailer and bring home a bike from Memphis. They argued with me, and even brought in the finance guy to argue with me and tried to confuse me. I confused them though with my short answers. Finally, I just said, "can you sell me the bike or not?" He sold me the bike. I hope the deal was really as good as I thought, It's a (was then) spankin' new 2007 Vulc500 for $5,165 out the door, taxes, doc fees, and various other little dollar amounts in the break down on the pink piece of paper, and a full tank of gas. Before, they were trying to say I'd be paying import fees, crating fees, assembly fees, on top of the tag price. Yeh, no I won't.

Make the customer feel proud of their choice, even if you secretly think they've picked a boring ride.

 

also you never know if the customer is testing your knowledge.

I do that all the time. I have way too much knowledge about cars and such. Sort of a hobby of mine. If I'm checking out a vehicle, I already pretty much know what there is to know about it. Yeah...it's not nice, but it's who I am. Sad, isn't it? lol