Are you a salesperson or a help-you-buy person?
Steve Lemco, Author of the book "You Gotta-Wanna"
December 13, 2012
Editor’s note: This is the third blog in a series about asking for the sale. In this installment, Steve Lemco describes the difference between a salesperson and a help-you-buy person. As unlikely as it may sound, the number one mistake made by salespeople is that they don’t ask for the sale. Here’s... Read more »
Use a game to get staff to ask for sales
Steve Lemco, Author of the book "You Gotta-Wanna"
November 8, 2012
Editor’s note: This is the second blog in a series about asking for the sale. In this installment, Steve Lemco explains how a dice game can motivate a sales team. It’s important to believe that the more offers you get from customers to buy the bike of their dreams, the more sales you will get. Yes,... Read more »
Asking for the sale
Steve Lemco, Author of the book "You Gotta-Wanna"
October 10, 2012
Editor’s note: This is the first blog in a series about asking for the sale. In this installment, Steve Lemco points out the importance of asking for the sale. It is amazing how many times I have witnessed a salesperson spend a lot of time with a customer and never get around to asking for the sale.... Read more »
Switch the conversation from total price to payments
Steve Lemco, Author of the book "You Gotta-Wanna"
September 12, 2012
Editor’s note: This is the third and final blog in a series about dealing with customers’ objections to price. In this installment, Steve Lemco explains how offering financing will increase a customer’s likelihood to buy. Customer John: “So, Steve how much is it?” Salesman Steve: “John, the... Read more »
Quoting ‘only’ the MSRP won’t work
Steve Lemco, Author of the book "You Gotta-Wanna"
August 9, 2012
Editor’s note: This is the second blog in a series about dealing with customers’ objections to price. In this installment, Steve Lemco demonstrates how telling a customer a unit is “only” a certain price won’t make it seem any less expensive. Customer John: “So Steve, how much is it?” Salesperson... Read more »
Good common sense
Mark Mooney, Principal - Mohala Motorsports Consulting
August 1, 2012
It’s prime selling season folks; summer is here! In my dealership rounds, I spoke with one shop in California that is up 26 percent from last year, another in the northwest up 10 percent from last year, and yet another that hosted more than 2,000 people for a one-day open house! Picture this: Service... Read more »
Overcome the price issue
Steve Lemco, Author of the book "You Gotta-Wanna"
July 11, 2012
Editor’s note: This is the first blog in a series about dealing with customers’ objections to price. In this installment, Steve Lemco addresses customers’ excuses for not buying. If you think about all the things people, including yourself, want, more than likely the only reason people don’t... Read more »
Getting a customer to sit on a bike is key to closing
Steve Lemco, Author of the book "You Gotta-Wanna"
June 13, 2012
Step 3 of the seven-step sales process is the S.O.B. step. S.O.B. stands for Sit On Bike. It is a very important step – not just for obvious reasons, such as the customer gets to feel the thunder underneath of them, but it is also about being in control. For the most part customers will not say, “No,... Read more »
Where are you leading?
Mark Mooney, Principal - Mohala Motorsports Consulting
May 23, 2012
Leadership never goes away. You may lead without knowing you are doing so. You may lead without plan. You may lead by example, or maybe it’s osmosis. The one thing about leadership: it never disappears. It can happen by default. Imagine that! Where are you leading? After all, your team is following... Read more »
Become a customer’s friend, and sales will follow
Steve Lemco, Author of the book "You Gotta-Wanna"
May 10, 2012
Editor’s note: This is the third article in a multi-part series about probing. In this installment, Steve Lemco explains why it’s important for a salesperson to become a customer’s friend. I could go on and on about the importance of making a friend in the business with every customer, but I am... Read more »
