As a motorcycle enthusiast, I’ve cherished countless unforgettable moments, but none quite compare to the exhilaration of purchasing a new bike. While some may argue that life’s pinnacle lies in the birth of a child or the exchange of marriage vows, for us bikers, the truth is undeniable— the thrill of a new bike is unparalleled.

Recently, I had the best day of my life, and I couldn’t be happier! However, this article isn’t about my motorcycle, despite my desire to tell you about how wonderful it is! This article is about why I bought the bike from the person I bought it from.

The Unforgettable Purchase

A couple of months ago, I found myself shopping for a new bike. Each visit to the dealership was met with a warm smile from Tom, the salesperson. Engaging in conversations about the latest Supercross race or local motorcycle news became the norm. Tom knew I was a die-hard “Team Green” fan and commented on how “Mitch’s team is killing it this year” (referring, of course, to Teak Pro Circuit Kawasaki). We bonded over our shared passion for the sport. This personal connection transformed the buying experience.

Why I Chose Tom

The day came when I was ready to buy. Tom’s shop wasn’t the closest, and his price wasn’t the lowest, but I bought my bike from him for one simple reason: he treated me like a friend. He remembered my name, my wife’s name, and our shared love for Supercross. Tom made me feel valued, and that mattered more to me than any discount or convenience.

Sealing the deal! Tom’s approach to the sale made this an easy decision for me.

The 5 Habits of Highly Successful Sales Reps

Forbes recently published an article on the “5 Habits of Highly Successful Sales Reps.” I’m unsure if Tom had formal sales training, but he epitomized two of these key habits: emphasizing customer relationships and prioritizing human interactions. His genuine interest in me earned him a motorcycle sale.  

Here’s a brief overview of the five habits:

  1. They emphasize customer relationships early in the selling process. When building relationships with buyers, a hefty percentage of sales reps focus the bulk of their efforts on the closing phase of the sales cycle (the “always be closing” mentality looms large). The most effective sales reps, in contrast, recognize the importance of developing relationships with buyers early.
  2. They articulate how their offering uniquely aligns with a buyer’s interests. Sales reps can no longer afford to adopt a one-size-fits-all approach to selling. The generic approach is long obsolete. The best sales reps take time to step into the shoes of customers and understand how their offering uniquely meets the needs or desires of each specific customer.
  3. They prioritize in-person interactions. In our technologically savvy world, it’s easy to resort to email and phone as our default communication tools. Top-performing reps differ from others in their prioritization of in-person interactions.
  4. They are experts at time management. Highly effective sales reps learn how to manage their time effectively. According to a 2016 Quora post by sales expert Jason Lemkin, “One difference between the Top 10% and the Top 1% is that the very top are extremely efficient with their time.”
  5. They are data-driven. According to Salesforce, 57% of high-performing sales teams rely on sales analytics, compared to only 16% of their underperforming counterparts. In fact, high-performing sales organizations are, on average, 3.5 times more likely to use analytics as part of their day-to-day prospecting and selling efforts.

The Little Things Matter

Tom’s approach aligned perfectly with habits #1 and #3, and it’s no surprise he earned my business. In today’s technologically savvy world, it’s easy to resort to email and text as our default communication tools. However, Tom’s personal touch made all the difference for me as a motorcycle enthusiast. His approach earned him my business and solidified a lasting connection.

So, to all the dealership salespeople out there, remember that sometimes, it’s the personal touch that makes all the difference for us motorcycle enthusiasts. And to all my fellow bikers out there, I hope you soon experience your own best day!

Bryan Tierney

Bryan Tierney

Sales Solutions Consultant

    When I think back on my childhood, some of my fondest memories are the Saturdays I spent with my dad at the local motorcycle shop. There was something special about walking through those doors and being surrounded by all the shiny new bikes on the showroom floor. The atmosphere of the shop was intoxicating, and I knew from a young age that I was hooked. As I got older, my love for the Powersports Industry continued to evolve. I landed a job behind the parts counter of that very same dealership and started my career using Lightspeed. It's hard to believe that was over thirty years ago! Over the years, my role with Lightspeed has changed many times, but the feeling I get when I’m in a dealership or at an industry event, always takes me back to those Saturdays with my dad. There's something truly special about this industry and the people within it, and I feel incredibly fortunate to be a part of it.

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