Dealing With The “Verts”
How to identify which personality type you’re dealing with – introvert or extrovert – and change your sales method accordingly.
Dazed And Confused
Robin examines the epidemic of vintage bike fever in the marketplace.
WIIFM
What’s in it for me? — the central theme in the agenda of every customer who has ever had to make a buying decision.
The Brother-In-Law Syndrome II
Why being right isn’t enough… and why Machiavelli wasn’t all bad.
Tomorrow May Rain, So Today I’ll Follow The Sun
Rain is inevitable… riders have to be prepared to make a bad situation as good as possible. Proper rain gear is the answer.
Sales Department Presentation/Demonstration
Dr. Nikki teaches how to build value by providing the customer with key features and benefits.
A Failure To Communicate
Blogs, flogs, MySpace friends, podcasts … Robin wades into techno-territory.
The Brother-In-Law Syndrome
Change your definition of “dealership politics” and become more politically savvy.
In-Store Travel Guide
Establish your dealership as touring-friendly… you will meet a need in your motorcycling community and sell more stuff.
Work Habits
Dr. Nikki discusses smart work habits to bolster your dealership’s closing ratios.
Pre-Paid Maintenance
The risks and rewards of selling pre-paid maintenance packages.
Relative Vs. Absolute
Maybe running a successful dealership really is rocket science?