At each huddle schedule a time in the day to perform the test ride role play linked below. The second link has a bank of customer profiles - mix it up so you're prepping different bikes every day. Get the whole team involved with the debriefs, and be sure to rotate who performs the role play if you have staff who work more than one day this week.
Make time for this EVERY DAY this week - remember repetition is what creates good habits. Additionally, be sure to debrief any "real" test rides that happen at your shop!
Test Ride RoleplayKeep in mind you may have to adapt the customer profile to fit the activity. Just go with the flow and make it work!
The Test Ride Roleplay activity instructs you to use a "fit kiosk" for sizing. That is not relevant to us. Use your experience or (even better) use these handy sizing guides. The sizing guides give credibility to your intuition and speed up the guesswork that can come with "tweener" sized folks!
Using the worksheet from last week, work with a service team member to attack areas you don't feel 100% comfortable with. Create an individual plan to reinfore these lessons until you're at a 5 in every category!
We all love selling bikes. But the reality is bikes are just part of what we do: gear sales make up the vast majority of customer interactions. Making the most of those interactions is a huge part of our success as a store, and getting customers outfitted with everything they need is pivotal in creating an awesome riding experience!
Watch Trek U/Sales Basics/Gear Basics (8 videos)
Check out each day's link during the corresponding morning huddle, then discuss. Use the questions below as a starting point for your discussions, but don't limit yourself - think hard about how the concepts can relate to you and your shop!
In your discussions, be sure to relate the lessons to the products offered in your store. Remember - part of the Ernie's value is that we offer a curated mix of products that WE love and use, NOT just what Trek wants us to sell.