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First Day of Training – Part 3

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
December 12, 2013

The first thing I like to talk about when I begin the first day of training is attitude. I explain that sales is a total good attitude game. Without a good attitude a person can never reach their potential. It is next to impossible to have a bad attitude in life and then flick a switch and have a good... Read more »

If you want to get ahead in business, never say …

John R. Graham, Sales & Marketing Consultant, GrahamComm
November 18, 2013

What does it take to get ahead in business today? While the experts may offer such suggestions as having cutting-edge skills and being a good team player, there are other, even more essential, attributes. Clearly separating the average employee from the superior worker are basic–but often lacking–qualities. The... Read more »

First day of training — Part 2

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
November 14, 2013

Editor’s Note: This is the fifth in a series about hiring salespeople. In this blog, Steve Lemco explains how to start evaluating sales candidates.  I like to talk for about 15 minutes before I have the classroom of candidates introduce themselves. I go over a few things first about myself, the dealership... Read more »

Women and Harley’s new Street models

Leslie Prevish, Founder — Prevish Marketing
November 7, 2013

Watch out Honda, Harley’s new Street 500 and 750 models mean women who dream of riding a Harley no longer have to start out on your little Rebels. During my 15 years with Harley, I lobbied hard for smaller bikes. It’s about darn time. These bikes will change the landscape for women riders. Busting... Read more »

Luring 3 types of women

Leslie Prevish, Founder — Prevish Marketing
October 14, 2013

When I ask companies or dealers what type of women they’re targeting, many times I hear “all women use our products, so we market to everyone, from Millennials to Boomers.” Hmmm. I then ask if they really have enough budget and time to successfully market and sell to all women. I also suggest they... Read more »

First day of training — Part 1

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
October 10, 2013

Editor’s Note: This is the fourth in a series about hiring salespeople. In this blog, Steve Lemco explains how the first day of sales training should be handled. Once everyone is sat down, and you are ready to begin the class, I suggest thanking everyone for taking the chance of getting hired. Tell... Read more »

Is customer service experience your top priority?

By John Tschohl, Founder and President, Service Quality Institute
October 1, 2013

Most companies think they provide great customer service. However, a recent survey conducted by Echo Research for American Express found there is still room for much improvement for most companies when it comes to providing great customer service. The survey, which was conducted in the U.S. and ten other... Read more »

A listener’s view: We are our presentations

John R Graham, Sales & Marketing Consultant, GrahamComm
September 24, 2013

The goal of every presentation is to successfully influence how listeners will think or act. If that’s so, few presentations make the cut. Although many treat presentations rather casually, every one counts and each one is equally important. And here’s why: we are our presentations. We’re the one... Read more »

Selling to her emotional brain

Leslie Prevish, Founder — Prevish Marketing
September 17, 2013

Brain scans don’t lie. When women make decisions, they usually access both rational and emotional parts of their brain. Most men make faster, less-emotional decisions, as detailed in this article, “Female Brain Versus Male Brain.” Here are three ways to sell to her emotional side using... Read more »

Preparing for sales training

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
September 11, 2013

Editor’s Note: This is the third in a series about hiring salespeople. In this blog, Steve Lemco advises dealerships on how to prepare for pre-hire sales training.  Normally I start the first day of training with 35 candidates. I know going in that each one of the men and women there would love to... Read more »

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