PSI® Omnichannel Fact-Based Mystery Shopping®
Recent Press - Motorcycle (Page 6)
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Powersports Business Blog
Do your salespeople ask for the sale every time?
August 2011
Probably not. We know that asking for the sale is an obvious key to selling motorcycles, but we also know that on average, U.S. motorcycle salespeople ask for the sale less than half the time (48 percent to be exact). Given that asking for the sale directly sells more motorcycles, why do so many salespeople resist? Two reasons: First of all because we humans dislike rejection as much as we dislike anything. Salespeople must understand and ... Read More >
Powersports Business
Don't talk your customers out of buying
July 2011
If your salespeople are having trouble turning shoppers into buyers, find out if the salespeople are talking customers out of buying. No salesperson would turn away customers on purpose, but by skipping the “fact-finding” step of the sales process, a salesperson may end up making customers less likely to buy. What attracted the customer to your dealership, and why are they interested in that particular motorcycle? Armed with an answer to those ... Read More >
Powersports Business
Does your facility really make any difference to sales success?
June 2011
The best sales team selling out of a tent will run rings around an unskilled sales team at a beautiful dealership. Dealers quickly learn that skilled and trained employees are the most important ingredient for a successful dealership operation. But what about the facility? How much of a difference does a facility make to sales success? Read More >
Powersports Business
Industry's prospect satisfaction scores drop
May 2011
All but one motorcycle brand's dealers declined in their year-over-year Prospect Satisfaction Index (PSI) as measured in a benchmarking study by independent company, Pied Piper Management Co., LLC. Overall motorcycle industry performance declined across a majority of the sales process activities tracked by the study, which led to lower PSI scores for 13 of the 14 major brands. Only Husqvarna didn't decline, as it maintained its PSI score of 90 it ... Read More >
MediaPost News
Victory a Victor in Pied Piper Bike Brand Study
May 2011
American and European motorcycle brands are very good at something the import brands are still struggling with: creating a strong brand affinity and satisfaction at the retail level. For the second year in a row, Polaris' Victory Motorcycle brand is the top-ranking motorcycle maker in prospect satisfaction in the new Pied Piper Prospect Satisfaction Index (PSI). Victory led the pack in areas such as providing a product walk-around demonstration, ... Read More >
Dealernews
Victory Motorcycles maintains No. 1 ranking in Pied Piper study
May 2011
Victory Motorcycle has again earned the top spot in the Pied Piper Prospect Satisfaction Index (PSI) U.S. Benchmarking Study. Victory is followed by Harley-Davidson in second place, and Ducati and Triumph, which tied for third, with BMW and Yamaha rounding out the top five spots. According to the report, all of these brands scored above the industry average. The independent Pied Piper PSI study employed 1,967 anonymous “mystery shoppers” to visit ... Read More >
Powersports Business Blog
Does your sales team sell, or are they ‘museum curators'?
May 2011
Our company applies the term, ‘museum curator' to describe salespeople who are friendly and knowledgeable and will happily answer any customer questions, but don't actively try to turn shoppers into buyers. Be careful, because when customers are asked about their experience with museum curator salespeople, the customers will often describe the experience positively, which can mislead. When customers visit a dealership they are thinking about all ... Read More >
Press Release: VICTORY MOTORCYCLE DEALERS RANKED HIGHEST BY 2011 PIED PIPER PROSPECT SATISFACTION INDEX(R)
May 2011
MONTEREY, CALIFORNIA – May 2, 2011 – The Victory Motorcycle brand from Polaris Industries, Inc. maintained its top ranking in the newly released 2011 Pied Piper Prospect Satisfaction Index® (PSI®) U.S. Motorcycle Industry Benchmarking Study. Harley-Davidson finished second, while Ducati and Triumph tied for third, followed by BMW and Yamaha, all of which scored above the industry average. 2011 marked the fifth year for the independent Pied ... Read More >
PowerSports Business Blog
Internet Business is No Longer Incremental Business
April 2011
In the auto industry, we recently learned that industry-wide 36 percent of customer inquiries over the Internet remain unanswered after 24 hours. Granted, that is a car business figure, but when we measured the same figure for the motorcycle industry back in 2008, we found that the motorcycle industry responsiveness to Internet inquiries was roughly one-half of the auto industry's performance. Think about what that means. … Imagine if your ... Read More >
PowerSports Business
How to get your customers to say, “I'll take it”
March 2011
How do some experienced salespeople make selling motorcycles seem so easy? The simple answer is that they have mastered three basic steps: trust, understanding and value. Yes, the motorcycle sales process consists of many more than three steps, but these three often separate the beginners from the pros. Read More >
