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Improving corporate and dealer synergy

Leslie Prevish, Founder — Prevish Marketing
June 17, 2014

I started my career at a dealership and remember sometimes thinking, “Why doesn’t the corporate office do THIS to make our lives at retail easier?” When I moved to the “mother ship,” I better understood the challenges of aligning corporate and retail goals, resources and training. These suggestions... Read more »

Who will make the next sale?

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
June 11, 2014

While explaining my viewpoints on attitude, I always ask this question, “Who is going to make the next sale?” I get a variety of answers but the right one is: The person who had the last sale normally makes the next sale, excluding the deals that were already in progress. Salespeople get on rolls,... Read more »

Don’t make ‘all I want to do is sell’ your mantra

John R. Graham, Sales & Marketing Consultant — GrahamComm
June 10, 2014

It was an early morning meeting chaired by the SVP. There wasn’t any reason to anticipate fireworks this particular day so the atmosphere was, to say the least, rather relaxed. A sales manager was the last to arrive, whispering to the person next to him as he sat down, “All I want to do is sell.” The... Read more »

3 Fibs about female buyers

Leslie Prevish, Founder — Prevish Marketing
May 19, 2014

As a marketing to women specialist, I’ve seen many assumptions brands make about women — and their subsequent failures of those efforts. Many myths surround women’s affinity for pink, wanting women-only events and inherent feminine weaknesses. Women LOVE Pink with Everything Honestly, some women... Read more »

You Gotta-Wanna

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
May 7, 2014

I let the class know that their sales manager will always be trying to help them to be a better salesperson. Naturally, in order for the sales manager to look good to his boss, the salespeople must do good first. The manager has every desire to see his salespeople succeed. The manager will do continuous... Read more »

Moms spark powersport sales

Leslie Prevish, Founder — Prevish Marketing
April 15, 2014

School’s out soon, and summer camps are hungry for kids, promising new adventures and life skills in the outdoors. Sounds like something your powersports business or brand can offer, right? The below ideas will spark ideas on getting moms to consider your vehicles and accessories for summer fun. Upgrades... Read more »

Taking it one step at a time

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
April 9, 2014

If the average salesperson talks to six customers a day, her or she will give around 150 shows a month. The salesperson will for the most part say the same words over and over again. Hopefully he or she also included a great performance while saying them. Most everything in life is done one step at a... Read more »

Taming your lioness

Leslie Prevish, Founder — Prevish Marketing
March 17, 2014

Many dealers and companies hire strong, veteran women that can help guide marketing and training practices. What if you have a lioness that’s killing more than she’s cultivating? Maybe she has good intentions, but her domineering attitude intimidates others. Here are two types and how to tame —... Read more »

First day of training — Part 6

Steve Lemco, Author — "Training and Hiring New Salespeople" & "Motorcycle Sales Made Easy"
March 13, 2014

When I ask the class what our dealership has to offer that other dealerships don’t, I get answers like: better financing, nicer used bikes, or a bigger building. But sooner or later someone gives me the right answer: what we have to offer that other dealers don’t have, is us; we are the difference. It... Read more »

Get her to giddy up and ride solo

Leslie Prevish, Founder — Prevish Marketing
February 18, 2014

Most new female pilots of their own motorcycle, ATV or other powersport vehicle first started as a backseat rider. It’s easier, and costs less in marketing spend, to get a woman already familiar with your brand and product to move up. These three tips show how to encourage — but not bully — her... Read more »

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