Motorcycle Sales Job Requirements
According to Mike Whitty, in his book "The Ultimate Motorcycle Salesperson," the majority of sellers don't last more than a few years in the business. This high rate of turnover is due to a number of factors, including lack of sales training and uncertain, commission-based incomes. Learning some of the secrets of selling motorcycles from people with experience can help newcomers weather the difficulties of the industry successfully.
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Mechanical Knowledge
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Any motorcycle salesperson who expects to be taken seriously by his customers should have a very sound knowledge of motorcycle mechanics. Unlike many car drivers, motorcyclists tend to have a pretty good idea of what's going on inside their machines and will notice pretty quickly if a salesperson lacks a similar level of knowledge. Being able to recommend different makes and models based on their performance under different conditions, availability of parts and ease of maintenance and repair will get you further as a salesperson than having to focus on the looks and reputation of the brand.
Tact
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A good motorcycle salesperson is a good judge of character and understands instinctively that different customers require different sales approaches. Successful sales are the result of a balanced approach to the customer, being assertive and authoritative enough to promote the machines, but respectful enough to give the customer space and not appear aggressive or pushy. It has been said that diplomacy is "the art of letting others have your way." This idea is particularly applicable to the art of the deal. The buyer wants to buy a motorcycle, and you want to sell a motorcycle. Use tact and diplomacy to be sure the buyer buys from you.
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Experience
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Salespeople become more skilled at their craft as they amass experience in its subtleties, as long as they are paying attention. Take note of which approaches work and which don't. Over time, you will hone your sales skills to make them more and more effective. As you learn more about motorcycles and about motorcycle riders, you will become a more valuable resource for buyers. Over the years, if you are dependable and always deliver, you will develop a clientele of return buyers who will seek you out for their next motorcycle purchase.
Up-to-Date Knowledge
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Motorcycles, like most other mechanical objects, evolve every year as new models are released with new features. A good salesperson will spend as much time as necessary to keep on top of all of these changes and developments. Unless you are running a company that deals solely in vintage bikes, you will need this knowledge to be taken seriously in the world of motorcycles.
Organization
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No matter how much you know about motorcycles, you aren't likely to succeed as a salesperson unless you keep track of your affairs in an organized way. Comprehensive records of sales and prices will help you to track your success and progress in the field. Keeping in touch with clients may help you to land future sales. Clear accounting will help to avoid financial troubles and will keep the tax men satisfied if they should come calling.
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References
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