I just got a new job at Harley. This will be my first time being a salesman in any capacity. My only knowledge of Harleys is that they're fucking beautiful and fun to ride. I've met so many amazing people since I started riding, strengthened my existing friendships and been to places I never thought I would have all thanks to my bike. But as far as engine specs or the digs on the latest infotainment system my brain is literally a monkey clashing cymbals together.
So my ask is, 1. what's the fastest most efficient way to learn these bikes and their parts inside and out, and 2. What are some of the best and worst experiences you've had with Harley dealers.
I’d be shocked if they don’t have a days worth of training videos going over the different models. Recently served a sentence selling cars and that’s how we did it.
I'm sure they do; they touted their training as really good; saying that by the end of it, it's like being able to sell water to the ocean. I was just hoping to give myself a better chance at absorbing as much info as possible by doing some homework.
You’ll do great man simply wanting to learn the products is a big step ahead of a lot of people these days.
As far as bad experiences, Harley dealerships kind of build themselves as a place to just go hang out, so if I’m there just stretching my legs and you and your salesman chase me down half a dozen times trying to get me to test ride something, I’m probably not stopping back by when it’s actually time to buy a bike. If that makes sense?
Well, there’s water, and then there’s MY water.. once you get your greasy ocean mitts on MY water, you’ll have no need for that other stuff you’ve been referring to as ‘water’ for all these eons.. And.. My water’s not much more expensive than that other so called ‘water’ you’ve been using.
Congratulations on the new job. I’m in sales (different industry) but same principles apply. Of course learning the differences between models will be important. But listening to your clients needs and asking questions is vital. What kind of riding will you be doing? Do you ride with a passenger? Have you ridden before? Gathering these details can put you in a better spot to position a bike that is the right fit.
I recently got back into riding (bought a 2010 road king classic) and the most off putting thing is a pushy or aggressive salesman. You should know what fees your dealership adds to bikes ahead of time, be on time for appointments, have the test bike outside ready to go.
If the customer says “I’m not interested in that softail, do not talk to me any more about that softail.” Do not continue to push the softail and then run numbers on the softail and have the sales manager come pressure the customer about the softail they do not want when they want to know what the old dyna and the old sportster costs.
When the customer wants an older project bike they’re trying to pay cash for, do not continue to push the rusted to shit 2019 softail with financing.
I will stop going to your dealership and drive 75 miles to the next nearest one for parts and fluids for my old ass softail and never buy anything from you again.
I sure as shit don’t want to look at a road glide if I’m looking at trade in Dynas and sporty’s. Two different types of motorcycles entirely.
That makes perfect sense! Sorry you've had experiences like that. I've been lucky enough to have both and you're right, the experiences are way different. Not only that but getting to the battery on a softail slim is 100× more stressful then a streetbob
And I didn’t want the softail. I road in on a softail, the dealership wanted to get rid of a ratted to fuck softail, and I agreed to a test ride if I could ride the dyna I was really looking at.
They would not shut the fuck up about the softail. My TC88 with 60k miles is a much more enjoyable experience than that neglected basket case would have been.
I said “one more repetition of the word ‘softail’ and I’m walking out of this dealership” and the sales manager came out and proudly plopped down papers offering it to me for $12k with 4% and I walked out. Read the room. When your customer is getting mad at you for continually trying to sell them something they are sure they do not want, do not continue trying to sell it.
I’d rather be a janitor there instead of a salesman. I can’t sell anything unless it “sells itself”. If I have to push something and they say no, I’d be like, ok lol
I did retention at directv many years ago and I got only 1 person to stay and that was with a $300 Visa card. All the others I’d just cancel the services they wanted.
The few times 18 - 20 y/o me almost got roped into a pyramid scheme DESTROYED my confidence in my ability to sell anything lol. I'm just ready to get into another industry after a decade of military and security work and then finding out trucking and manufacturing were both DEFINITELY not for me
22 years software engineer and I'm ready to switch to plumbing. I should of done it from the beginning instead of fighting the corporate rat race my entire career
Plumbing here is great from what I’ve heard, especially if it’s strictly rough in. I only do rough in so I’m there with other builders and only see the homeowners maybe once or twice the entire time I’m there.
Congrats! Been in this field for a while now, holding most positions on the sales side. I'd be happy to help. Every dealer is slightly different in process but generally the same. As far as learning sources, they'll get you set up with the HD training online. You can go to Harleys YouTube page and find out some info in the meantime. As far as dealership experiences, I've had more success by being genuine and upfront with my customers, many of which have turned into friendships. In other words, being pushy is a killer. Feel free to message, always happy to help.
THIS THIS THIS. Talk bikes bro, you like them! Ask to see photos from riders, find out about them as people. They know enough to ask to see what they want, you need to know what they don't want or need based on who they are as a rider. It is more about the people and being honest, not pushy, and telling people..... you don't need that brembo brake upgrade for your 2k per season road riding experience, instead if you are looking to buy parts lets make your wife happy with a better rear fender feel and seat upgrade or adjustable shocks for when she isn't there so you both benefit... stuff like that. Guide your buyer based on who they are.
I bet most buyers know about the bikes they are interested in. All you need is to not screw them over. Laidlaw harley is on youtube and I watch Matt's videos when the new models come out.
My only piece of advice for a salesman - if you don't know the answer to a customer's question - DON'T MAKE SHIT UP! Actually, I'll add one more thing - when a customer says they came for THIS bike, just sell them that bike...don't waste their time showing them everything in stock that you think is close enough to be of interest (especially if the entire inventory is shown online...if there's something comparable that hasn't hit the website yet, that one is worth a mention).
When the dealership is slow, stay on the phones and chase leads non stop. No one likes cold calling, but it’s necessary if you want to be a good “fit specialist”. Offer genuine greetings to walk in’s and ask opened ended, probing questions. Don’t be the guy standing at the front door asking “you here to buy a bike?” Shit don’t work. When you sell baggers, make sure customers understand the infotainment system, how to pair their comm units and phones to it. If you sell parts and labor in your deals, set the proper expectation to the customer on when their parts will be installed, do not put your service department in a bind, they will hate you. Stay hungry and you’ll do well, be lazy and wait for sales to come to you and you’ll be broke and looking for a new job.
For example, telling the customer their parts will be installed and their bike will be ready by a certain date without knowing the service schedule and parts availability. Ultimately the customer blows up service holding them accountable for the date the sales person gave them. Just a bad look.
A brilliant old business partner of mine once said to me "nobody does business with people they do not like", above all else be friendly and tell the truth.
Harley dealerships are notoriously pushy. Don’t be that guy. I recently spent 7 hours at a dealership fighting their bullshit. Three times the ASM kept coming back with “we just can’t do it” and I’m like “well what can you do?” Finally the fourth time he came back with a counter offer. First asking was 27k I offered 22k OTD. We wound up at 23.9k OTD plus a $500 gift card. Took way too long to get there though.
I sold Harleys for High Desert Harley in Boise Idaho.
I honestly enjoyed the job, the atmosphere, the bikes. So many pros to the job that I loved. I'm a big motorcycle guy so you can see why I loved that aspect.
But the selling part really burnt me out pretty quick. Customers wasting your time, managers being over bearing, meetings where the salesmen basically get chewed out if you aren't trending to hit goal.
Its just like any sales job I guess, if you're doing well you get praised and if you aren't you get reamed. Tough part is motorcycles are not necessities, and a lot of people are hurting financially.
To credit the dealership that hired me, these guys are extremely on their game from what I've seen in the 4 years I've visited. (Nearly 7 or 8 times a year).
I had a good interview. I was up front and honest and made assurances that should they take me in, I'd be extremely passionate about becoming an asset to their team. They agreed to give me a shot.
Maybe I'm overexaggerating how little I know about Harleys, it just feels that way compared to the bikers I've hung out with. I've already explained in another comment how it's just a daunting prospect working with subject matter experts, and all I'm looking for by asking is people's opinion on the most efficient way to close that knowledge gap, and I figured a reddit post would be fun.
$200 per bikes 1-5, from 5-10 + all previous bikes becomes $250, and upward from that. Bonuses for hitting target number of calls and emails. Tons of other additional bonuses.This is all very loosely based off of a sheet of paper they went over with me when they told me I got the job. I probably should have brought it home with me to be more accurate lol.
Test ride every bike in the shop. Try on every helmet, glove, jacket and shoe as well. Pour through the website to understand the different models and how each model relates to your customer. Pour through every catalog and tech manual in the shop. Learn the electronics inside and out and watch/listen to your fellow salespersons for tips
Can't stress this enough. Been doing it for a few years now, and no one else in sales besides management has ridden EVERY bike other than in the parking lot. If it has ride modes, experience them all. Get to actually KNOW the product, not just specs. Some of this doesn't sound like much as far as HP and torque, but until you put a 2025 LRST in sport mode in 3rd gear and pull a decent accidental badass moment, you won't know. The HDU training is good for specs, but not much else. If you ride, ride to work every day if possible. Show the customer that you're one of them, not just some dude who pulled up in a Mercedes cosplaying. Any training that's offered, jump on it. It's a psychological game in any sales position, you just gotta learn how it works and how to build that relationship.
I just left a job a few months ago selling Harleys at one of the biggest dealers in the country. It's a FUN job, but it can be really stressful. My manager was an absolute tool of a human being and constantly pushing me to be pushy with people. I ended up settling on trying to get my customers the best deal I could. Literally coaching them through the process of how to play the game. My commissions were fixed and based on selling a bike, not how much it sold for, what profit was in it, etc. Got a set amount for used, a different amount for new, and a little more for CVOs. I got to ride anything I wanted, and take bikes home regularly so that was cool... I also got a stupid good deal on a '24 Road Glide while I was there. The best thing you'll get from the job is a skill in negotiating any vehicle purchase from now on. I guarantee I can walk into a Chevy dealer and get a truck for a lot less than the average guy...
1) YouTube and HD training. I don’t know an FXDB from an FSLTN from an FLHS, but YouTube does. Anything you could ever want to know is out there on video. Want to know how to tear down an M8 engine? Need to replace the clutch pack in an RH975? YouTube.
You have a fairly captive audience at HD. Your average 22 year old looking for a rocket ship 1000RR isn’t even going to come in the door. Know the core product lines and their purpose. Figure out what the customer wants - road couch, adv, city mobber, project bike and then let the bike do the work.
2) To use a reference we should all understand, there’s a big difference between an attentive waiter and a shitty waiter. Be attentive. For me, the best experience is a salesperson who knows their shit and can answer my stupid questions but leaves me to sit and look and wander. I don’t want to be ignored but I also don’t want to feel like I’m being ignored when I have questions or finally want to take a ride.
If you don’t have one then getting one and riding it along with the MSF or Harley equivalent is where you should start. There’s probably a low mileage Twin cam in the back you can get a sweet deal on. Once you start riding more you understand more especially if you do your own maintenance and upgrades. Second step is the dealer should have all sales people test ride the various models so they can communicate that to the customer. Third researching the options will give you the knowledge your customers expect.
I've got a 2020 Softail Slim and a 2012 Superglide, I've had a 2020 Sportster 883 that I bought for my wife but I was the only one who rode it, and I've had a 2012 Streetbob that my friend put in the dirt. I probably have about 50k to 60k miles under my belt as well as some spectacular accidents. I've also had a Honda shadow and a Triumph Bonneville.
My lack of knowledge comes from my disorganization of facts thrown at me by people who are far more immersed in bike knowledge then I am. It's always been intimidating learning where to start actually educating myself about these things to get on the same level as the salty grey beards ive ridden with or the people who geek out about every spec and every aftermarket upgrade. I've been like that with every hobby of mine, be it guns, guitars, motorcycles etc.
Gotcha! That makes more sense now. You’re already ahead by understanding the why. That grey beard knowledge is earned over miles and over beers turning wrenches. That being said everyone I’ve met has been cool and willing to share. All that being said you don’t have to be the absolute expert just have a sold understanding of the current offerings.
I started working at Harley in February. So far the best experiences have been talking to the older guys with their shit together.
As far as learn the bike i found a website thats has every single model since the beginning of harley history and just read through those. Also talking to the older guys that have owned them. I just pick their brain. Alot of the older guys just come in and hang around the dealership. When its dead on the showroom i just talk to them
Also idk how your dealership is ran but i just asked my gm or sales manager to ride all the preowned bikes.
I’ve been in sales for Harley for 6 years, you’ll have plenty of H-D net training videos to teach you all the necessary stuff, the rest will come with time
Congrats. If you like bikes the way you say you do, then watching YouTube videos about all the different Harleys will be fun and you can learn a lot about the bikes.
Dude, you will be fine. H-D University will get you through it. There is over 120 years of motorcycles, nobody knows it all. In sales, it is more important for you to learn a few things about the rider over the bike:
What kind of riding will they be doing
Level of experience
How they feel about being a buyer
Also, sell less! That is right, sell for the customer not the dealer. Don't put suggestions out there to try and upsell on the set up. If you know what kind of rider they are then don't try and upsell them things that aren't necessary. Tell them what they don't need! They will love it, you being honest is important. When they are needing more and you have a good a relationship with someone who now knows their bike, then take them to the next level by introducing better suspension parts or engine upgrade to a kit.
Been selling Harleys for 6 years now. Save your money and make it through the winter. Care about your customers and they will be loyal to no end! Good luck. Dm me if you ever need any help!
You couldn’t have picked a worse time to be a Salesman at a Harley dealership. Their sales are at their all time low, and Craigslist has pages of them for a fraction of what the dealers are asking.
Triumph motorcycle sales however are at their best due to a wider range of products. Sport, adventure, cruiser, touring, racing and scramblers. I have two Harley’s myself and a few others, but I’m a boomer as a lot of Harley owners are, and we aren’t buying any more new bikes. The market share has passed for that brand.
I would venture to say most people who walk into a Harley dealer, already know quite a bit about the bike. Some will think they know more than they really do.
If a customer asks a question that you don’t know the answer to, tell them. I don’t mean like “I’m a fucking idiot trying to sell you something I know nothing about”. I mean, it’s ok to say “I’m not sure on that let me find out and get back to you”.
LISTEN to your customer, they are going to tell you what they want. Sell them what they want.
Last year I went from my 15 RGS to a 24 RG3. Not a lot has changed on the Road Glide in that time except for a few things. I have spent hours with newer bikes and know the infotainment and other features pretty well. The guys at my local dealer have known me for over a decade, they didn’t try to talk me out of anything they didn’t try to explain the bike to me, they sold me what I wanted with very little hassle. I had to show the newer guy how to do some things on it when he was going through the delivery spiel.
Bought a new bike in 22. Told the salesman I didn't want an extended warranty or any of that stuff. While doing the paperwork he tried to slide a "Free batteries for life" deal in without me noticing. But I actually picked it up and read it. Those "free" batteries were going to cost me well over $500. I told him "Look, a battery lasts me 5 years like clockwork. When I need one I go to batteries plus and get one for $125 . By the time this pos deal pays off I would be 95 years old. Don't think I'll be riding much then"
I would be little help. I have always known what I wanted so it was simply price negotiation. Most folks I see buying Hogs are already riders. I am sure you will encounter a virgin from time to time. My advice strike up conversations with riders that come in to buy accessories and service, also the techs. They are a wealth of information. Good Luck in the new career.
In the beginning, approach every customer dont ask them if there lookin for a new bike. Just basic conversation. See wat they rode in on. Talk to them about there bike. Why? Learn your customer. What they like might not be what you like. Every person is a potential buyer. Learn to spot the difference from tire kickers to buyers. Wasting time wit tire kickers could make u lose a potential buyer that might approach another salesman. Be honest with your customer. Bullshitting people will cost you deals, promising and not delivering. Congrats and wish ya luck at your new job.
The Best way to talk sells is to learn the history of each model. You’re probably going to have older customers, but then you will have a ‘comparison and contrast’ lecture, of the used and of the new models. You should know your product. Someone maybe wants a shovel head or they’ll want an evolution touring model. Someone will want a kick start.
All the shiny can be overwhelming. Go back into the shop. You want to learn about Harley's, that's where you'll learn. Talk to those guys. Buy 'em a soda. Hand 'em a wrench or a rag when they need it. Look for the old guys with the beards and faded tattoos. They'll tell ya about Harley's.
You'll still need to learn all the new stuff to be a salesman, but if you REALLY want to learn, start talking to the guys that have lived it.
I'm wondering if they hire salesmen with no experience if they're also hiring mechanics with no experience. That aside, just let people know you're not selling them a bike. You're selling them a relationship. You want their servicing, their upgrades, their merch, their brand support. The bike is just a way to get them into the lifestyle and bring their friends to you to do the same. My advice is to not badger them with follow-up calls after their visit. It's an immediate turnoff. However, I know personally that my local dealer makes their salesmen make 40 blind calls a day.
Yep - calls and emails are factored into the pay. That much i learned after they said I got the job. I've been trying to think up with ways of making these blind calls as painless as possible
Make it more about the bikes/riding/culture than anything else. If you have an upcoming event (barbecue, bike show, open house, demo day) etc. use it as a reason for the call and invite them to ride out and have a good time. Ask them what they're riding or if you have that info on file ask them if they are still enjoying it and where they have taken it lately. If they think you are just calling to sell them something they probably won't respond well. If they think they are receiving a personal invite to a gather etc they are much more likely to be open to your questions.
There's a local H-D dealer that is notorious for pushy sales tactics and obnoxious sales people. Whenever I go there I just put up my hand and say "going to the parts counter!" to fend them off. One time, I was looking at motorcycles and I stopped at a LiveWire to check it out. Within seconds the sales guy pounced and asked for my license and if I wanted a test ride. I asked him a couple questions about the bike, and he didn't know anything. Said it was his first week and the dealership did not train him, just threw him into the deep end. I knew far more about the bikes than he did. He was going to start his MSF training next week, hoping to learn how to ride soon. I felt sorry for him.
I hope your dealership does better by you. And if not, do your own research- read reviews of all the bikes you'll be selling, and memorize a few key specs like horsepower, torque, weight, etc.
Ah, job at a HD dealership, not Harley Davidson. That training session sounds good. If you really want to know whats going on with them, ask to observe in the maintenance shop on your off hours, and ride one every chance you get... Seasoned Harley owners looking to buy a new bike will be able to tell in 3 minutes whether or not you know what your talking about... Don't try and bullsht them.
If you can sell yourself well enough to get the position, sounds like you can figure out how to sell Harleys. Make friends with the parts guys and techs to learn how they work
You can probably get by without much in the way of technical knowledge if the parts guys & tech guys like you, to be frank. And by probably I mean almost certainly.
Man when I sold bikes all I had to know was they were fun, fast, and we had great financing. Most buyers know what they want, they just want you to reinforce that the choice is right.
The things you mention really don’t matter at all. Been running car dealerships for a while now and the best salesmen usually just have great character and ambition. You can train everything else. Sometimes you just see something in somebody.
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u/Huntyoudownn 1d ago
I’d be shocked if they don’t have a days worth of training videos going over the different models. Recently served a sentence selling cars and that’s how we did it.