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Hiring the right salespeople is the key to increasing sales

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

Editor’s Note: This is the first in a series about hiring salespeople. In this blog, Steve Lemco explains how to post ads and screen candidates. The key to having a super sales department is to have a super hiring system. There are many good qualified people who would love to work for you. The first... Read more »

How do you impact your employees and their productivity?

By John Tschohl, Founder and President, Service Quality Institute
July 2, 2013

In a recent survey, workplace expert Michelle McQuaid found that 65 percent of workers in the United States would be happier if they had a boss who recognized their good work. On the other hand, only 35 percent of those surveyed said they would be happier if they got a raise. McQuaid also has found that... Read more »

Go against the tide to move forward in sales

John R. Graham, Sales and Marketing Consultant — GrahamComm
June 26, 2013

Salespeople are often known for their “can do” attitude when it comes to getting an order. They don’t let anything get in their way. Yet, the road to closing sales is getting rougher, with more obstacles, hairpin turns and fewer straightaways. Customers are more discerning, demanding and cautious.... Read more »

How I learned sales in the beginning

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
June 13, 2013

Many times over the years I have been asked how I got into the sales training business. How did I get good enough in sales to be a teacher of it? Well, it was not easy. I began my sales life at the tender age of 18 selling Suzuki motorcycles for my brother Ed in Albany, Ore. I was scared to death of... Read more »

Get what you need from your company’s marketing

John R. Graham, Marketing & Sales Consultant
May 21, 2013

The sales function is built into the DNA of every business. It’s as basic and unquestioned as a “great steak” at a company sales meeting. The story with marketing is quite different. It’s often viewed as a “side dish” to the sales “entrée,” nice but not necessary, particularly when the economy... Read more »

What makes a great salesperson?

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
May 9, 2013

While flying home to Seattle from doing a sales hiring and training job in New York, I was talking to the man sitting next to me. I told him what I did for a living. He had a simple question that required me to think deeply about the answer. He asked me what makes a good salesperson. I thought about... Read more »

So you call yourself a professional salesperson

John R. Graham, Marketing & Sales Consultant
April 30, 2013

There was a time not so long ago when accountants, attorneys, doctors, some musicians, certain ball players, the clergy and a few others earned the right to be called a “professional.” But that was about it. More recently, the dam burst and we’re now flooded with “professionals.” Everyone wants... Read more »

Make motorcycle sales easy

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

I just released my new book called “Motorcycle Sales Made Easy.” I feel I did a good job at explaining several concepts, the first one being that the winner is the buyer, not the seller. Sure, the salespeople and the dealership are happy about selling a unit, but then you move on to the next customer. The... Read more »

How to avoid getting in trouble with colleagues and customers

John R. Graham, Marketing & Sales Consultant
March 21, 2013

For countless employees and business owners, the workday is life in a straight jacket. There’s not enough time to get the daily tasks done, let alone find even a few minutes to think about anything other than what we must do next. All of which explains why doing is a top priority in business, while thinking doesn’t... Read more »

Finding a buyer’s true objection can clear the way for a sale

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
March 13, 2013

Editor’s note: This is the final blog in a series about asking for the sale. In this installment, Steve Lemco explains how to find true objections to a sale. Your customer is sitting at your desk. Now what? He wanted your card because he’s leaving and coming back another day, so you led him to your... Read more »

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