Well, you "should" be nice and try and build a relationship with everyone that comes in, that's what "may" bring them back.
We always referred to it as 90/5/5. 90% of the sales you have to work for. 5% of the customers are "lay downs", they come in and say "I want that one" and you just do the paper and collect your commission. The other 5% are complete loons that will never buy anything and are just jacking with you whether they even know it or not. They are simply not right in the head.
But the % of people that walk in and immediately just want a cash price because they are going to buy tomorrow that actually buy is very slight.
What the sales person should have done is asked what it would take to get him on that bike TODAY.
If he says he's not buying today, then there's the red flag of bull crap, because if you "may buy tomorrow" there's no reason you couldn't commit to a deal today if it was presented and favorable to you. "What's it going to take?" If they shut that conversation down, then you move the conversation away from price and toward the product and other things. There's no sense in pooping out prices other than msrp to someone that has said they will not buy today even if the price was right. It's like trying to fish without bait.
I always loved selling bikes (way more than cars) because everyone that walks in "wants one". They are not there because there existing one is a turd or wrecked or whatever like it is in the car market where a good majority are there to buy because they "have to" for some reason. Everyone coming in to buy a bike genuinely "wants to". Makes it a much more pleasurable experience on both sides of the table.
We always referred to it as 90/5/5. 90% of the sales you have to work for. 5% of the customers are "lay downs", they come in and say "I want that one" and you just do the paper and collect your commission. The other 5% are complete loons that will never buy anything and are just jacking with you whether they even know it or not. They are simply not right in the head.
But the % of people that walk in and immediately just want a cash price because they are going to buy tomorrow that actually buy is very slight.
What the sales person should have done is asked what it would take to get him on that bike TODAY.
If he says he's not buying today, then there's the red flag of bull crap, because if you "may buy tomorrow" there's no reason you couldn't commit to a deal today if it was presented and favorable to you. "What's it going to take?" If they shut that conversation down, then you move the conversation away from price and toward the product and other things. There's no sense in pooping out prices other than msrp to someone that has said they will not buy today even if the price was right. It's like trying to fish without bait.
I always loved selling bikes (way more than cars) because everyone that walks in "wants one". They are not there because there existing one is a turd or wrecked or whatever like it is in the car market where a good majority are there to buy because they "have to" for some reason. Everyone coming in to buy a bike genuinely "wants to". Makes it a much more pleasurable experience on both sides of the table.
(I did, earlier this week, but I think I will again, in case I missed something.)
I don't want just Kydex on my skin, otherwise I'd gladly use the holsters Lone made for Kevin. Unfortunately, I'm thinking some of the places I go by myself (some of the bars I play pool leagues in, because of some of their patrons) I might have to actually CC because that's better then not carrying anything other then my pocket knife.
