Foundations

- Industry Foundation - Customer Identity - Beginning Communication Skills - The Powersports Lifestyle - Customer Profiles in Powersports - Overview of Motorcycles, ATVs, UTVs, PWCs

Product & Process

- Product Knowledge & Brand Expertise - Understanding Brands & Differences - Motorcycle Types & Features - ATV, UTV & Side-by-Side Applications - Gear & Apparel (Safety + Upsell)

Qualifying, Presentation & Test Ride

- Qualifying & Product Selection - Increase Sales by Asking Questions - Choosing the Right Vehicle - Full Presentation Skills - Test Ride Execution

About the Course

Join our 6-Month Powersports Sales Development Calendar and elevate your sales skills. Learn foundational communication techniques, product knowledge mastery, and sales process essentials. This course is designed to transform you into a successful powersports sales professional. Enroll now and take the first step towards achieving your sales goals!

About the Creator

Meet Joe Cala, an expert in powersports sales with years of experience in the industry. Joe is passionate about sharing his knowledge and helping sales professionals excel in the powersports sector. Join Joe on this transformative journey to enhance your sales skills and achieve success in the industry.

Curriculum

26 Chapters · 170 Lessons

  1. 1

    MONTH 1 | Session 1 - Foundations (1st–15th)

    1. (Included in full purchase)

      PDF Monthly Sales Playbook - Joe Cala

    2. (Included in full purchase)

      The Powersports Lifestyle – Selling the Experience - Joe Cala

  2. 2

    MONTH 1 | Session 1 - Introduction to Powersports Sales - (1st–15th)

    1. (Included in full purchase)

      Customer Profiles in Powersports (Riders, First-Time Buyers, Enthusiasts, Families) - Joe Cala

    2. (Included in full purchase)

      Overview of the Powersports Industry (Motorcycles, ATVs, UTVs, PWCs, Scooters, Dirt Bikes) - Joe Cala

    3. (Included in full purchase)

      Dealership Tour & Department Overview (Sales, Service, Parts, F&I, Apparel & Accessories) - Joe Cala

  3. 3

    MONTH 1 | Session 1 - Master the Basics (Foundational Mindset) - (1st–15th)

    1. (Included in full purchase)

      Car Sales Lingo 101 - Joe Cala

    2. (Included in full purchase)

      The Benefits of Ongoing Training

    3. (Included in full purchase)

      Training is Continual - Joe Cala

    4. (Included in full purchase)

      You're Not Just a Salesperson Talking To Customers - Joe Cala

  4. 4

    MONTH 1 | Session 1 - The Art of Communication - (1st–15th)

    1. (Included in full purchase)

      Welcome to the Art of Communication - Joe Cala

    2. (Included in full purchase)

      Why Communication Drives Sales, Service & Leadership - Joe Cala

    3. (Included in full purchase)

      The 7 C’s of Effective Communication in Business - Joe Cala

    4. (Included in full purchase)

      Breaking Down Barriers – Miscommunication in Sales & Service - Joe Cala

  5. 5

    MONTH 1 | Session 2 - Verbal Communication for Influence & Clarity - (16th–End of Month)

    1. (Included in full purchase)

      Word Choice & Professional Language in the Dealership - Joe Cala

    2. (Included in full purchase)

      Tone, Pace & Energy – How You Sound to Clients & Teams - Joe Cala

    3. (Included in full purchase)

      Storytelling that Sells – Using Stories to Build Value - Joe Cala

  6. 6

    MONTH 1 | Session 2 - Non-Verbal Communication — Silent Sales Power - (16th–End of Month)

    1. (Included in full purchase)

      Reading & Using Body Language to Connect with Customers - Joe Cala

    2. (Included in full purchase)

      Eye Contact, Smiles & Micro-Expressions – Building Trust in Seconds - Joe Cala

    3. (Included in full purchase)

      Posture & Presence – How Managers & Salespeople Command Respect - Joe Cala

    4. (Included in full purchase)

      The Handshake & Greeting – Setting the Tone for the Experience - Joe Cala

  7. 7

    MONTH 1 | Session 2 - Listening Skills - (16th–End of Month)

    1. (Included in full purchase)

      Active Listening to Discover Real Needs - Joe Cala

    2. (Included in full purchase)

      Asking Better Questions - Joe Cala

    3. (Included in full purchase)

      Listening with Empathy – Turning Complaints into Opportunities - Joe Cala

  8. 8

    MONTH 2 | Session 3 - Product Knowledge Mastery - (1st–15th)

    1. (Included in full purchase)

      Understanding Brands & Manufacturer Differences (Harley, Honda, Polaris, Yamaha, etc.) - Joe Cala

    2. (Included in full purchase)

      Motorcycle Types & Features (Cruiser, Touring, Sport, Dual Sport, Dirt) - Joe Cala

    3. (Included in full purchase)

      ATVs, UTVs & Side-by-Side Applications (Work vs. Play) - Joe Cala

    4. (Included in full purchase)

      Safety Gear & Apparel Knowledge (Upsell & Protect the Rider) - Joe Cala

  9. 9

    MONTH 2 | Session 3 - Product Knowledge (General) - (1st–15th)

    1. (Included in full purchase)

      Product Knowledge Improves Your Performance - Joe Cala

    2. (Included in full purchase)

      Product Knowledge - LIVE (Recorded) Sales Training - Joe Cala

    3. (Included in full purchase)

      Third Party Validation - LIVE (Recorded) Sales Training - Joe Cala

  10. 10

    MONTH 2 | SESSION 4 - The Sales Process — Powersports Edition - (16th–End of Month)

    1. (Included in full purchase)

      Meet & Greet – Building Rapport with Enthusiasts - Joe Cala

    2. (Included in full purchase)

      The Meet and Greet - Joe Cala

    3. (Included in full purchase)

      The Meet & Greet Continued - Joe Cala

    4. (Included in full purchase)

      The Meet & Greet Conversations - Joe Cala

    5. (Included in full purchase)

      Discovery & Qualifying Questions (Rider Experience, Intended Use, Lifestyle) - Joe Cala

    6. (Included in full purchase)

      Walkaround & Feature-Benefit Presentations (FAB Selling) - Joe Cala

    7. (Included in full purchase)

      Test Ride Experience – Making the Emotional Connection - Joe Cala

  11. 11

    MONTH 2 | SESSION 4 - Working the Deal Start to Finish - (16th–End of Month)

    1. (Included in full purchase)

      The Road to the Sale - Joe Cala

    2. (Included in full purchase)

      Approaching The Customer - Joe Cala

    3. (Included in full purchase)

      Other Ways to Approach the Customer - Joe Cala

    4. (Included in full purchase)

      Building Rapport - Joe Cala

    5. (Included in full purchase)

      Establishing A Connection - Joe Cala

  12. 12

    MONTH 3 | Session 5 - Qualifying Questions - (1st–15th)

    1. (Included in full purchase)

      Increase Sales By Asking Questions - Joe Cala & Pastor Jamie Barfield

    2. (Included in full purchase)

      The Difference Between Good Questions and Great Questions - Joe Cala

    3. (Included in full purchase)

      Asking the Right Questions - Joe Cala

    4. (Included in full purchase)

      Who | What | When | Where | Why | How - Joe Cala

  13. 13

    MONTH 3 | Session 5 - Selection & Trade - (1st–15th)

    1. (Included in full purchase)

      Choosing The Right Vehicle - Joe Cala

    2. (Included in full purchase)

      Trade Questions - Joe Cala

    3. (Included in full purchase)

      Setting Up Back End Profit During The Trade Appraisal - Joe Cala

    4. (Included in full purchase)

      The Silent Walk Around - Joe Cala

    5. (Included in full purchase)

      Defending the Trade - Joe Cala

  14. 14

    MONTH 3 | Session 6 - Full Presentation Skills - (16th–End of Month)

    1. (Included in full purchase)

      Features Advantages Benefits (FAB) - Joe Cala

    2. (Included in full purchase)

      Key Benefits of Product Knowledge - Joe Cala

    3. (Included in full purchase)

      Product Knowledge Empowers The Client's Confidence - Joe Cala

    4. (Included in full purchase)

      Product Knowledge Gives You Better Communication - Joe Cala

    5. (Included in full purchase)

      Product Knowledge Gives The Client A Better Experience - Joe Cala

    6. (Included in full purchase)

      Product Knowledge Improves Your Performance - Joe Cala

    7. (Included in full purchase)

      Staging - Joe Cala

  15. 15

    MONTH 3 | Session 6 - Test Ride Execution - (16th–End of Month)

    1. (Included in full purchase)

      Demonstration Rides & Building Desire - Joe Cala

    2. (Included in full purchase)

      Building Emotional Connections with Riders - Joe Cala

    3. (Included in full purchase)

      Emotional Buying Motives – Freedom, Adventure, Identity - Joe Cala

    4. (Included in full purchase)

      Presenting Vehicles with Emotional & Logical Value - Joe Cala

    5. (Included in full purchase)

      Test Ride Experience – Making the Emotional Connection - Joe Cala

    6. (Included in full purchase)

      The Test Drive

  16. 16

    MONTH 3 | Session 6 - Trial Close & Write-Up - (16th–End of Month)

    1. (Included in full purchase)

      Trial Closes – Checking Readiness Before the Final Close - Joe Cala

    2. (Included in full purchase)

      Trial Closes That Match Lifestyle Dreams - Joe Cala

    3. (Included in full purchase)

      Trial Close - Joe Cala

    4. (Included in full purchase)

      Write Up & Commitment - Joe Cala

  17. 17

    MONTH 4 | Session 7 - Customer Objections - (1st–15th)

    1. (Included in full purchase)

      Handling Objections – Price, Payment, Safety, Spouse - Joe Cala

    2. (Included in full purchase)

      Financing Conversations – Overcoming “Toy Purchase” Mindset - Joe Cala

    3. (Included in full purchase)

      Price & Payment Pushbacks - Joe Cala

    4. (Included in full purchase)

      Overcoming Spousal & Family Hesitation - Joe Cala

    5. (Included in full purchase)

      Just Looking / Not Sure About Timing - Joe Cala

    6. (Included in full purchase)

      Insurance, Gear, and Ownership Costs - Joe Cala

    7. (Included in full purchase)

      Verbal and Non-Verbal Cues

    8. (Included in full purchase)

      Tailored Responses to Objections

    9. (Included in full purchase)

      Price Objections – Value vs. Cost - Joe Cala

    10. (Included in full purchase)

      Payment Objections – Structuring Terms Creatively - Joe Cala

    11. (Included in full purchase)

      Trade-In Objections – Positioning Equity & Real Value - Joe Cala

    12. (Included in full purchase)

      Timing Objections – Creating Urgency Without Pressure - Joe Cala

  18. 18

    MONTH 4 | Session 7 - Closing Fundamentals - (1st–15th)

    1. (Included in full purchase)

      Close the Deal - Joe Cala

    2. (Included in full purchase)

      The Delivery - Joe Cala

    3. (Included in full purchase)

      Follow Up - Joe Cala

  19. 19

    MONTH 4 | Session 8 - Motorcycle & Powersports Closing Mastery - (16th–End of Month)

    1. (Included in full purchase)

      Understanding the Lifestyle Purchase - Joe Cala

    2. (Included in full purchase)

      Building Emotional Connections with Riders - Joe Cala

    3. (Included in full purchase)

      Trial Closes That Match Lifestyle Dreams - Joe Cala

    4. (Included in full purchase)

      The Adventure Close (Paint the Ride Experience) - Joe Cala

    5. (Included in full purchase)

      The Accessory Bundle Close (Gear, Warranty, Service) - Joe Cala

    6. (Included in full purchase)

      The Today-Only Close (Seasonal Inventory & Incentives) - Joe Cala

    7. (Included in full purchase)

      The Upgrade Close (From Used to New / From Smaller to Bigger Engine) - Joe Cala

    8. (Included in full purchase)

      Overcoming Spousal & Family Hesitation - Joe Cala

    9. (Included in full purchase)

      Transitioning Smoothly into F&I in Powersports - Joe Cala

    10. (Included in full purchase)

      Event & Rally Closing Tactics (Bike Nights, Demo Days, Shows) - Joe Cala

    11. (Included in full purchase)

      Building Loyalty & Referrals in the Rider Community - Joe Cala

  20. 20

    MONTH 5 | Session 9 - Handling Phone Opportunities - (1st–15th)

    1. (Included in full purchase)

      Goal Of The Call - Joe Cala

    2. (Included in full purchase)

      Phone Presence - Joe Cala

    3. (Included in full purchase)

      The Inbound Phone Call - Joe Cala

    4. (Included in full purchase)

      The Outbound Phone Call - Joe Cala

    5. (Included in full purchase)

      Pacing The Conversation - Joe Cala

    6. (Included in full purchase)

      Objection Handling - Joe Cala

    7. (Included in full purchase)

      How To Effectively Leverage Scripts - Joe Cala

    8. (Included in full purchase)

      Voicemails - Joe Cala

    9. (Included in full purchase)

      Text Messaging - Joe Cala

  21. 21

    MONTH 5 | Session 9 - Caller Types & Responses - (1st–15th)

    1. (Included in full purchase)

      The Price Shopper - Joe Cala

    2. (Included in full purchase)

      The Research Shopper - Joe Cala

    3. (Included in full purchase)

      The Finance / Lease Focused Shopper - Joe Cala

    4. (Included in full purchase)

      Handling Subprime Customers - Joe Cala

    5. (Included in full purchase)

      The Trade In Shopper - Joe Cala

    6. (Included in full purchase)

      The Finance Rate Shopper - Joe Cala

  22. 22

    MONTH 5 | Session 10 - Internet Lead Handling - (16th–End of Month)

    1. (Included in full purchase)

      10-Day Unsold Follow Up Plan - PDF

    2. (Included in full purchase)

      10-Day New Lead Follow Up Strategy - PDF

    3. (Included in full purchase)

      Quick Responses & Speed to Lead - Joe Cala

    4. (Included in full purchase)

      Speed of Response - Joe Cala

    5. (Included in full purchase)

      Engagement is the Key - Joe Cala

    6. (Included in full purchase)

      Creating Quality Appointments That Show - Joe Cala

    7. (Included in full purchase)

      Setting the Appointment - Joe Cala

    8. (Included in full purchase)

      The Value of Appointments - Joe Cala

    9. (Included in full purchase)

      Building Value - Joe Cala

    10. (Included in full purchase)

      Unsold Internet Leads – No Contact - Joe Cala

    11. (Included in full purchase)

      Unsold Internet Leads – Contacted - Joe Cala

    12. (Included in full purchase)

      Used Vehicle Leads - Joe Cala

    13. (Included in full purchase)

      Subprime Customers - Joe Cala

    14. (Included in full purchase)

      Facebook Marketplace - Joe Cala

    15. (Included in full purchase)

      Social Media Leads - Joe Cala

    16. (Included in full purchase)

      Third-Party Lead Providers - Joe Cala

    17. (Included in full purchase)

      Maximizing Dealership Website Leads - Joe Cala

    18. (Included in full purchase)

      Before You Hit Send - Joe Cala

    19. (Included in full purchase)

      Notes in the CRM - Joe Cala

  23. 23

    MONTH 5 | Session 10 - CRM Mastery - (16th–End of Month)

    1. (Included in full purchase)

      CRM - LIVE (Recorded) Training - Adding Leads & Working Leads - Joe Cala

    2. (Included in full purchase)

      CRM Daily Tasks - PDF - Joe Cala

    3. (Included in full purchase)

      Salesperson Daily Routine Activities - PDF - Joe Cala

    4. (Included in full purchase)

      Lead Handling - Joe Cala

    5. (Included in full purchase)

      Speed of Response - Joe Cala

    6. (Included in full purchase)

      Voicemails - Joe Cala

    7. (Included in full purchase)

      Manager Checklist - PDF - Joe Cala

  24. 24

    MONTH 6 | Session 11 - Prospecting Mastery - (1st–15th)

    1. (Included in full purchase)

      What Prospecting Really Is (and Isn’t) - Joe Cala

    2. (Included in full purchase)

      The Mindset of a Professional Prospector - Joe Cala

    3. (Included in full purchase)

      Tapping Into Friends, Family, and Community Without Feeling Pushy - Joe Cala

    4. (Included in full purchase)

      How to Ask for Referrals the Right Way - Joe Cala

    5. (Included in full purchase)

      Expanding Your Sphere Through Networking Events - Joe Cala

    6. (Included in full purchase)

      Mining the CRM for Missed Opportunities - Joe Cala

    7. (Included in full purchase)

      Unsold Follow-Up: Turning Yesterday’s No into Tomorrow’s Yes - Joe Cala

    8. (Included in full purchase)

      Leveraging the Service Drive for Sales - Joe Cala

    9. (Included in full purchase)

      Prospecting in Your Own Database: Orphan Owners, Lease Returns, Equity Mining - Joe Cala

    10. (Included in full purchase)

      Social Media Prospecting (Facebook, Instagram, LinkedIn) - Joe Cala

    11. (Included in full purchase)

      Facebook Marketplace & Community Boards - Joe Cala

    12. (Included in full purchase)

      Creating Prospecting Content that Attracts Buyers - Joe Cala

    13. (Included in full purchase)

      The Power of Video Prospecting (Text, Email, Social DMs) - Joe Cala

    14. (Included in full purchase)

      Working Third-Party Leads Effectively - Joe Cala

    15. (Included in full purchase)

      Turning “Cold” Leads into Warm Conversations - Joe Cala

    16. (Included in full purchase)

      Prospecting Business Fleets & Local Companies - Joe Cala

    17. (Included in full purchase)

      Grassroots Marketing: Schools, Churches, Community Involvement - Joe Cala

  25. 25

    MONTH 6 | Session 12 - Daily Habits of Success (DHOS) - (16th–End of Month)

    1. (Included in full purchase)

      Success Routine for High Performers - Joe Cala

    2. (Included in full purchase)

      DHOS - Success Leaves Clues - Joe Cala

    3. (Included in full purchase)

      Circle of Influence - Joe Cala

    4. (Included in full purchase)

      Circle of Concern - Joe Cala

    5. (Included in full purchase)

      Circle of Control - Joe Cala

    6. (Included in full purchase)

      Daily Habit of Success - LIVE (Recorded) - Joe Cala

  26. 26

    MONTH 6 | Session 12 - Leadership & Culture Maintenance - (16th–End of Month)

    1. (Included in full purchase)

      Leading with Integrity and Consistency - Joe Cala

    2. (Included in full purchase)

      Integrity Is Influence - Joe Cala

    3. (Included in full purchase)

      Greed: The Mirage That Never Satisfies - Joe Cala

    4. (Included in full purchase)

      The Silent Poison of Envy - Joe Cala

    5. (Included in full purchase)

      Contentment Creates Clarity - Joe Cala

    6. (Included in full purchase)

      Toxic Competition - Joe Cala

    7. (Included in full purchase)

      Faith Over Fear - Joe Cala

    8. (Included in full purchase)

      The Desperation Trap - Joe Cala

    9. (Included in full purchase)

      Standing Firm When Others Fold - Joe Cala

    10. (Included in full purchase)

      Staying Teachable at the Top - Joe Cala

    11. (Included in full purchase)

      Healthy Accountability Systems - Joe Cala

    12. (Included in full purchase)

      Building a Faith-Driven Culture - Joe Cala

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