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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 »

Of course you should be cynical about marketing

John R. Graham, Sales and marketing consultant
August 26, 2013

Marketing is too important to be left either to marketers or CEOs –– but for different reasons. Much of marketers’ energy goes into what is popularly known as self-marketing; that is, landing the next marketing gig. If you don’t believe it, take a trip through LinkedIn, where self-promotion among... Read more »

What she really hears

Leslie Prevish, Founder — Prevish Marketing
August 19, 2013

She walks into your store looking a bit shy, but interested. Will you make her feel comfortable, or offend her? Do you realize that some of your comments may be interpreted differently than intended? Recently, I played “secret shopper” at a dealership, something I’ve done dozens of times in the... Read more »

Taking the incoming call from potential salespeople

Steve Lemco, Author — "Motorcycle Sales Made Easy" and "You Gotta-Wanna"
August 8, 2013

Editor’s Note: This is the second in a series about hiring salespeople. In this blog, Steve Lemco explains how to pre-screen candidates over the phone. With the right ad you should get more than 100 calls from people wanting to work in your sales department. My goal is to line up 50 interviews and... Read more »

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 »

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