Social Media

Divergent paths of women

Leslie Prevish, Founder — Prevish Marketing
January 20, 2015

Recently, a funny video circulated through social media circles pointing out Thoughts Every Woman Has in Target. As a woman, I laughed many times, remembering some of my trips to Target in which I was supposed to just pick up one item, then ended up at the check-out an hour later with a my hands full. As... Read more »

5 Things you will see every top-producing F&I manager doing in 2015

Tommy Ady, Founder — The WriteBack
January 14, 2015

Every dealer that I work with has a business manager. In fact, some of them are really good, and then when you start analyzing the top-producing F&I people, it’s like a feeding frenzy of talent and lessons. But no matter how many products they end up selling throughout the year, everyone always... Read more »

The Probe — Part 1

Steve Lemco, Author — "Training and Hiring New Salespeople"
January 7, 2015

I tell the class that I never want to belittle any step, but to me, the most important step to master is the probe. The probe is a never-ending step. It is also the heartbeat of the sale. Probing is the ability to make a friend out of a complete stranger in a short amount of time. Proper probing is the... Read more »

G.R.E.E.T.

Steve Lemco, Author, "Training and Hiring New Salespeople"
December 16, 2014

When salespeople first see a customer coming their way, they should instantly put on their game face and be ready to perform. They need to understand what the word G.R.E.E.T. stands for and accomplish it. During training, I put the word on the white board and then explain what each letter stands for. The... Read more »

3 Quick holiday tactics

Leslie Prevish, Founder — Prevish Marketing
December 10, 2014

With just two weeks until Christmas, your time and resources are limited. Try one — or all — of these three quick ideas to generate even more last-minute holiday sales. Stocking Stuffer Sales First off, what are the key stocking stuffer items sold at your store? Be attentive and notice the smaller... Read more »

Girly or Tom Boy: Who loves you?

Leslie Prevish, Founder -- Prevish Marketing
November 17, 2014

The first question in marketing to women is, “What type of woman are you targeting?” Segmentation by demographics is one way, but discovering her core personality is the best. One option is to evaluate where she sits on the “girly” vs. “tom boy” spectrum, or how much she leans tomorrow more... Read more »

Greeting the customer

Steve Lemco, Author — "Training and Hiring New Salespeople"
November 11, 2014

Before I start talking about some of the different fun ways to greet a customer, I remind the class of why the customer is there. Sure, they are interested in the idea of owning a new motorcycle. Either that, or they are out shopping for something they don’t want. It is very important to believe that... Read more »

A piece of the $9 billion PANK pie

Leslie Prevish, Founder — Prevish Marketing
October 30, 2014

Yes, I’m a PANK — Professional Aunt, No Kids. And like 76 percent of PANKS, I spend an average of $500 on kids I never birthed — nieces, nephews and rugrats of friends. How can you get a piece of the $9 billion pie that more than 23 million PANKs are spending each year, especially with the holiday... Read more »

How to be a great salesperson

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
October 21, 2014

A question every salesperson should ask all of their customers after they have picked out their desired model is, “Would you be happier if you had one?” Of course the customers are going to say yes 99 percent of the time. If salespeople understand what customers are saying, then they will realize... Read more »

7 Steps to success

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
September 17, 2014

In the 41 years that I have been in the sales game I have heard and read about many systematic steps in a sales procedure. They seem to vary from 6-10 steps. I grew up under a 7-step procedure and have been teaching it for the past 30 years. In the 1980s many motorcycle dealerships referred to it as... Read more »

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