may 2103 newsletter

7/30/2019 May 2103 Newsletter

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Try as I might, I cannot deliver the

WHYlike Sam can! I I could, I would

shut the store down or a ew days so

everyone could experience the Sam

Show frsthand! We will pass all o the learnings onto every single member on the

Team! We thank you, our Team thanks you, and most o all, our Customers thank

you, Sam! Chris Creed, Owner, Gateway Harley-Davidson/Buell

Your sales intervention was excellent, rereshing content Passion and en-

thusiasm with a WHY! We completed DWP training two weeks ago and reviewed

DISC last week, so the timing o having you here was perect. CSI is a cultural goalwe are trying hard to implement this year and what you delivered today, Im sure,

will help us to succeed in accomplishing that. Scott King, Owner, Del Amo Motorsports

It was great to meet you, Sam. I enjoyed your visit greatly and thank you or making it un. You are an amaz-

ing teacher and motivator. Paul Nadler, General Sales Manager, Lone Wolf Harley-Davidson

As always, please continue to give us eedback on the website and suggestions or training topics we can ad-

dress: [email protected]

Sam Dantzler

Every psychology book out there will tell you that you eel

comortable surrounding yoursel with people who are like

you. To go outside that box is uncomortable, but true sales-

people know its required to be successul. With our com-

mon personalities out there (Promoter, Controller, Analyst,

and Supporter), youve only got a 25% chance that the next

customer coming through the door will be like you. When

someone doesnt t the mold, how quickly are they dismissed

by your sta as just looking? The goal with the next person

through the door SHOULD BE to enroll them into the Power-

sports amily arms fung wide open to embrace them. Note

that I didnt simply say, Sell them something. Im constantly

amazed at how quicklycustomers are judged and

dismissed in our industry.

This week, I had the

pleasure o having my good

buddy and college room-

mate Matt come visit me

or a ew days on his way

back across the country. I

promptly got the motor-

cycles ready or a beautiul

Colorado ride through the mountains. Ater carving some

turns, I elt like showing him the Little Bear Saloon. This is a

tiny, yet very popular, biker bar where bands like Dave Mat-

thews, Widespread Panic, and Tom Petty have graced the

stage. Its historic, ull o character, and would make a great

break rom the days riding. The problem was that Matt and I

were on two sportbikes (KTM RC8R and Triumph Speed Triple

R) when we pulled up next to the rows o Harleys. A guy on a

classic Norton Commando saddled up right next to us and we

had a great parking lot chat. Walking into the establishment,

NEWSLETTERIssue No. 15 | May, 2013

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Garage Testimonials

...continued p. 2

Welcome to the Family


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its as i the band almost choked, as all heads turned to the two

guys who obviously ound their way into the wrong bar. Matt

and I were the only ones there wearing armored jackets and

ull-ace helmets (or any helmets). More importantly, we didnt

have riding vests, bandanas, and gang logos tattooed on our

arms. To pour salt on an already open wound, I went to the

bar and ordered two Coca-Colas.

Oh yeah, I did that. The woman at

the bar was literally speechless, yet

somehow got out the words, Uh

um the Coke is out. Ill go check

it. 20 minutes and 3 requests later,

she hadnt checked it. While Matt

took pictures o himsel with his

helmet on backwards, or obvious

Facebook posts, I realized we simply

were not going to be served at this

acility. We didnt t in, and the sta

there prejudged us. What a shame as

Matt and I had a pocket ull o cash, were crazy-hungry, not to

mention damn good Karaoke perormers. I wont be return-

ing there with any o my many riding buddies on any o our

many rides into the Colorado Mountains. Not only did they

lose our money that day, they lost all the money I would have

brought to them in reerrals and return business i only they

would have looked beyond my sportbike and riding gear.

We jumped back on the bikes, and I gured Id show him

the very amous Red Rocks Amphitheater (think

U2, Live at Red Rocks). On our way out, a very

heavyset, 50-something woman was standing

next to her car with her daughter, son-in-law,

and grandson. She had a cheap white t-shirt on,

and the car was a rusted out old Honda civic,

and it would have been quite easy to make judg-

ments o our own. (I actually did People o Wal-

Mart). She looked at Matt and said, Would you

mind i I sat on that bike? Not wanting to pony-up my bike as he was borrowing it, Matt looked

at me or answers. What the hell. Sure you can, I

said. I really didnt think shed get that leg over the seat, but she

did. And she was nice. And she really loves motorcycles. And

she told us about her dream o owning a Triumph one day.

Fonzie had one, ya know, she said. I did know. I love Fonzie.

She was shocked at

how comortable the

Speed Triple was, as

well as impressed at

how supportive the

tank was on her abs.

She was killing us! I

reerred her to two

Denver Triumph deal-

ers, as well as letting

her know how aord-

able they can be. The

expression on her ace

was very cool. In addi-

tion to the inormation,

she was just pleased

that someone actually

took her seriously and

she appreciated it.

Were all guilty o prejudging. The biggest example lies in

the customer question, How much is this one? Its easy to

think that person is a price shopper, but consider this: our in-

- 2 -

...continued p. 3

Read Instructions: People dont read the instructions. Im as guilty as the next. With a new ender elimi-

nator kit, Im the last one to tear into the instructions - until, that is, Ive screwed up the wiring and need

to undo everything and begin again. Oten, Ill be all ready to call Competition Werkes to tell them what

they sent me is broken until I read the instructions and realize Im the one that screwed it up.

Im sure your sign does say, Service is in back. Im sure the ad reads, Free T-Shirt to the frst 20

people. And, Im certain that we have anF.A.Q. page that tells you how to reset your password and

why you cant log on. But nobody reads those things. Go into it with a resh perspective, start a trend in

your lie o being resourceul, attempt to fnd the solution sometimes, and then be patient with people

because, ater all, you didnt read the instructions either, did you?

What We Learned


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MAY 2013

1 Augusta, GA

2 Austin, TX

5-8 Chicago, IL

20-21 Atlanta, GA

23-24 Dallas, TX

30-31 Loveland, CO

JUNE 2013

3-4 Denver, CO

10-11 Las Vegas, NV

18-19 New Orleans, LA

25-26 Houston, TX

JULY 2013

9-10 Houma, LA

14-17 Redondo Beach, CA

Visit us online:

samspowersportsgarage.com

Wheres the Sam Show?

dustry is intimidating. For the 97% who dont ride, its intimi-

dating to walk in the door. Sons o Anarchy is intimidating.

The image o the employees can be intimidating. The bikes

themselves are technical marvels, so they too are intimidat-

ing. The only thing most people are accustomed to asking

is about the price. Thats actuallyNOTintimidating, and i

youve given them nothing else to get excited about, what do

you expect them to ask?

Uncle Ed used to say that an average salesperson vs. a good

one was the dierence in 2 bikes per month. Is it worth it? Anextra 24 bikes per year, per salesperson is certainly worth tak-

ing time to listen to people and not prejudging them. Cut-rate

sales clerks talk to people about stu. Great sales people talk

to people about people. Great sales people nd a way to adapt

to any personality walking through the door, engaging with

the customer no matter their look, their style, or their per-

ceived attitude.

Take the salesperson litmus test. When you get on an eleva-

tor, do you push your foor and look down at your shoes? Or

does it just kill you not to spark up a conversation with the

person next to you? One o those reactions will serve you well

in this industry.

Welcome and invite the people walking through your door

into the Powersports amily weve got the room!

Sam Dantzler

FAQs...Question:How do I add employees to my Dealership

subscription?

Answer:You can add your employees to your Dealership

subscription by clicking on the link at the bottom

o the Site Pricingpage, which you can navigate

to by clicking on the Site Pricingicon rom the

Open Garage page. The link reads, I you have

already purchased a Membership and need to add

employees...

Please allow 24-48 hours or your employees to be

added to your Dealership Subscription.

may 2103 newsletter

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