Tres Terra Bike Sales Protocol

For many of you retailers out there, selling merchandise is nothing new to you. It’s what you know and what you do on a daily basis. But for some of you, selling an electric bike is a new territory, so the following procedures may be helpful to you and your sales staff when you are presented with an opportunity to sell your electric bikes.

“The Greeting”

The greeting shouldn’t vary just because it’s an electric bike, however we felt the need to include this section as you can be surprised as to how many people seem to meet and greet very poorly, and your initial greeting can make or break your sale. Everyone that enters your store location should be greeted as they are your favorite customer whether it is their first time, or 100th time being in your store. A very personal greeting can go a long way.

“The 5 W’s”

Now that we have greeted the potential customer with enthusiasm, let’s find out more about them. The more you know about the customer, the more likely you will be able to provide them with the exact product that will suit all of their demands.

Why – Assuming they have expressed interest in electric bikes ask them why. Do they want an alternative method of commuting around town, do they want to do their part in being an eco-minded person or have they simply decided to try something new?

What – What do they currently know about electric bikes. Do they know what defines the differences between brands and models?

Who – Who will be primarily using the bike? Remember the purchaser may not necessarily be the end user

Where – Where are they going to use the bike? For instance say a customer says he/she is going to be using the bike on a 10 mile, semi-hilly commute to work. You wouldn’t want to show them the Callisto as it is a single speed and the Europa would perform much better if a hill is ever encountered. Also the rear rack on the Europa would be beneficial for selling an additional top trunk, or a set of side panniers for them to transport their belongings to and from work.

When – When is the bike going to be used? Is this bike just for weekend leisure rides or a daily used commuter?

With these 5 simple questions answered you will know a lot more about the customer; their demands, expectations, and you should be able to make an educated judgment as to what you have available to satisfy their needs. Also, let the customer do the majority of the speaking – everyone enjoys the feeling that someone is listening to their needs.

"Bike Knowledge"

Be prepared to answer some questions at this point of the sale. The inquiries seem to be the same general questions of which everyone on the sales floor should be able to answer. Maybe there is one sales associate at your location who could be extremely knowledgeable in answering more in depth questions, but all sales associates should be prepared to answer the following:

 - How much is it?

 - How fast does it go?

 - How far does it go?

 - How long does it take to recharge?

 - What is the legality of the bike?

"Test Ride"

One thing we have learned over the years is the consumers overall interest in the product is even more so once they have a feel for what the bike can do. When they return from the test ride re-affirm how their needs are being met by the use of this product.

"Post-Sale Tips"

Hopefully at this point everything has went smooth and you are giving the unit a PDI, or “Pre-Delivery Inspection” One good tip is to provide the customer with some business cards that they can write their name on and hand out to potential people inquiring about where they purchased their Tres Terra bike. Advise the customer that if someone comes in with the referred business card, that consumer can receive a specified discount towards a future purchase.