PowerSports Business

August 14, 2017

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sessions by asking a question. By asking ques- tions you will learn where the salesperson is on the curve; discover his or her insights, skills and judgment; be able to give specific feed- back; and direct your coaching. 3. Consider obstacles. Get the salesperson's perception of the obstacle. Talk about your perception of the obstacle. Spend up to 30 percent of your sales coaching on these two actions. Once the perceptions are on the table and an agreement is made about the need for change, help the salesperson consider what is blocking his or her progress to the desired behavior. Continue to use the "they talk first" strategy, and ask the salesperson to identify the obstacle. 4. Construct or remove the obstacle. The salesperson removes the obstacle, based on dialogue from Step 3. You add value and encourage the decision on the table. 5. Commit to action. What needs to be done? Put some detail into this as it will be the map for the success of the salesperson. Then summarize the plan. START COACHING FOR SUCCESS Retail sales are so very unique and come with their own obstacles and added challenges. First, not only are retail sales profession- als supposed to be selling, they are to be the expert on all the products and services offered by your company. So how is this different from the road warrior sales professional? The road warrior is on the road and has a small army of experts behind him or her that come alongside every sale. The retail sales professionals are the special forces of selling. They are not just on the battlefield; they are in the fray of it. They have to be encyclopedias of informa- tion, or as the new generation would say, they need to be Google to everyone who walks in that door. In the retail setting, sales coaching must become intentional. You must carve out a time at a minimum weekly and team sell when you have the chance. When you team sell, you collaborate with your sales team member, which is a key part of sales coaching. So, what is stopping you from sales coaching today? You have the basic tools you need to develop your plan and stick to it. Your sales team will be overwhelmed in a positive way, and your business culture will be changed forever. We all have the same amount of time in a day — how we choose to use it is entirely up to us. The investment of your time in coach- ing your sales team will be a deposit into the future success of your business. Get started today; you won't regret it. PSB Ty Bello, president of Team at Work Coaching, has presented seminars at the Powersports DEALER Seminars @ AIMExpo and UTV University at GIE+EXPO. He is a registered corporate coach and can be reached at ty@teamatworkcoaching.com. MARKETPLACE 4xPro . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.4xpro.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35 ABUS Mobile Security . . . . . . . . . . . . . . . . . www.abus.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33 Aegis Powersports . . . . . . . . . . . . . . . . . . . www.aegispowersports.com . . . . . . . . . . . . . . . . . . . . . . 18 AIMExpo . . . . . . . . . . . . . . . . . . . . . . . . . . www.aimexpousa.com . . . . . . . . . . . . . . . . . . . . . . . . . . 31 Big Bike Parts . . . . . . . . . . . . . . . . . . . . . . www.bigbikeparts.com . . . . . . . . . . . . . . . . . . . . . . . . . . 20 CDK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.cdkglobalrecreation.com/lightspeedevo . . . . . . . . . . 7 CFMOTO Powersports . . . . . . . . . . . . . . . . . www.cfmoto-us.com . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 Curtis . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.curtiscab.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30 Hardline Products . . . . . . . . . . . . . . . . . . . www.hardlineproducts.com. . . . . . . . . . . . . . . . . . . . . . . 40 HJC Helmets . . . . . . . . . . . . . . . . . . . . . . . www.hjchelmets.com . . . . . . . . . . . . . . . . . . . . . . . . . . . 45 Hydro-Turf . . . . . . . . . . . . . . . . . . . . . . . . . www.hydroturf.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39 IRBIS . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.irbisusa.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 ITP Tires. . . . . . . . . . . . . . . . . . . . . . . . . . . www.itptires.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Kawasaki . . . . . . . . . . . . . . . . . . . . . . . . . . www.kawasaki.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 Lonski and Associates, LLC . . . . . . . . . . . . www.henrylonski.com . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Manheim Specialty Auctions . . . . . . . . . . . www.manheimspecialtyauctions.com . . . . . . . . . . . . . . . 48 MBA Insurance . . . . . . . . . . . . . . . . . . . . . www.mbainsurance.net . . . . . . . . . . . . . . . . . . . . . . . . . 36 MotoLease Division . . . . . . . . . . . . . . . . . . www.motolease.net . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 National Powersport Auctions . . . . . . . . . . . www.npauctions.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Parts Unlimited . . . . . . . . . . . . . . . . . . . . . www.parts-unlimited.com . . . . . . . . . . . . . . . . . . . . . . . . 3 Protective . . . . . . . . . . . . . . . . . . . . . . . . . www.protective.com/dealerservices . . . . . . . . . . . . . . . . 21 Psychic MX Components . . . . . . . . . . . . . . www.psychicmx.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 Rockford . . . . . . . . . . . . . . . . . . . . . . . . . . www.rockfordfosgate.com . . . . . . . . . . . . . . . . . . . . . . . . 42 Rumbleon . . . . . . . . . . . . . . . . . . . . . . . . . www.rumbleondealers.com . . . . . . . . . . . . . . . . . . . . . . 29 SBS Brakes . . . . . . . . . . . . . . . . . . . . . . . . www.sbs-friction.dk . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 SBT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . www.sbt.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 Seizmik . . . . . . . . . . . . . . . . . . . . . . . . . . . www.vialinkgroup.com . . . . . . . . . . . . . . . . . . . . . . . . . . 15 Scorpion Sports . . . . . . . . . . . . . . . . . . . . . www.scorpionusa.com . . . . . . . . . . . . . . . . . . . . . . . . . . 32 Spectro Oils of America . . . . . . . . . . . . . . . www.spectro-oils.com . . . . . . . . . . . . . . . . . . . . . . . 34, 36 Sullivans Inc. . . . . . . . . . . . . . . . . . . . . . . . www.sullivansinc.com . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Tawain Brake . . . . . . . . . . . . . . . . . . . . . . . www.tawainbrake.com . . . . . . . . . . . . . . . . . . . . . . . . . . . 8 Western Service Contract . . . . . . . . . . . . . . dealers.westernservicecontract.com . . . . . . . . . . . . 12-13 WSM Parts . . . . . . . . . . . . . . . . . . . . . . . . www.wsmparts.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22 Yamalube . . . . . . . . . . . . . . . . . . . . . . . . . www.yamalubeadvantage.com . . . . . . . . . . . . . . . . . . . . 43 ADVERTISER INDEX CLASSIFIED ADS www.PowersportsBusiness.com Powersports Business • August 14, 2017 • 47 FOR SALE Number Two single-line Kawasaki Dealer in United States for 2015 and 2016, (per Kawasaki Ichiban Exclusive Dealer rankings), now available for sale in beautiful Colorado northern front range. Owners looking to retire. Excellent location, 4.5 M annual sales. Serious inquires only. zebcook61@gmail.com NORTHERN MINNESOTA'S Premier Power Sports Dealer. Sales/Service/Rentals w/ Impressive Lake Shore/ Real Estate Home. Multi Line Franchises, ATV, Snow, Marina. 5 Acres, Multiple buildings, 46 years same location. Contact: readytosale@yahoo.com BELLO CONTINUED FROM PAGE 43 Follow Powersports Business WANTED Wanted Vintage Motorcycles, NOS Inventory, Abandoned Bikes. Anywhere in US. No lot too large. Any manufacturer. Robert 203-464-2693 stonercycles@gmail.com. FOR LEASE Established DMV approved Repair Facility or Dealership in Bristol, CT. Whether you're starting or expanding your business, this is the location for you! Servicing all makes and models, specializing in Harley Davidson. Sales, service, parts, customizing & collision repair. Available August 1, 2017. First floor & 352ft basement total 1659sq ft. Craigslist listing: https://hartford.craigslist.org/off/d/ motorcycle-repair-facility-or/6227236638.html

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