Social Media

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 »

Why marketing goes wrong so often (and what to do about it)

John R. Graham, Marketing & Sales Consultant
February 19, 2013

Marketing is a mystery — at least that’s the way it seems when compared with just about every other company function. There’s plenty of talk about “marketing,” but efforts to nail it down, specifically,usually end in an uncomfortable silence. It makes the point that it’s difficult to get... Read more »

Increasing sit-downs boosts sales

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

Editor’s note: This is the fifth blog in a series about asking for the sale. In this installment, Steve Lemco explains how easy it is to get a customer to sit down and discuss a sale. Before worrying about solving customers’ objections or the price issue, concentrate on developing relationships;... Read more »

Stop business crises before they create havoc

John R. Graham, Marketing & Sales Consultant
February 7, 2013

Perhaps even more than the lure of money, optimism dominates the entrepreneurial mind. Whether it’s well grounded or not, every business enterprise is fueled by it. “During the Great Recession, more Americans have become entrepreneurs than at any time in the past 15 years,” states the Kauffman... Read more »

How to act like a salesperson

John R. Graham, Marketing & Sales Consultant
January 24, 2013

Selling is the world’s most personal profession –– but not in the way you might think. In fact, many salespeople are downright superstitious. For some, it’s the way they shake hands, others are fanatical about punctuality, wearing certain jewelry or using a favorite pen. The list is almost endless.... Read more »

A lesson learned from not asking for the sale

Steve Lemco, Author of the book "You Gotta-Wanna"
January 10, 2013

Editor’s note: This is the fourth blog in a series about asking for the sale. In this installment, Steve Lemco shares a lesson learned from an encounter he had with a customer that didn’t end in a sale. In the early ‘70s, I met a customer who became, and is still, a good friend of mine. His name... Read more »

Are you a salesperson or a help-you-buy person?

Steve Lemco, Author of the book "You Gotta-Wanna"
December 13, 2012

Editor’s note: This is the third blog in a series about asking for the sale. In this installment, Steve Lemco describes the difference between a salesperson and a help-you-buy person. As unlikely as it may sound, the number one mistake made by salespeople is that they don’t ask for the sale. Here’s... Read more »

Use a game to get staff to ask for sales

Steve Lemco, Author of the book "You Gotta-Wanna"
November 8, 2012

Editor’s note: This is the second blog in a series about asking for the sale. In this installment, Steve Lemco explains how a dice game can motivate a sales team. It’s important to believe that the more offers you get from customers to buy the bike of their dreams, the more sales you will get. Yes,... Read more »

Asking for the sale

Steve Lemco, Author of the book "You Gotta-Wanna"
October 10, 2012

Editor’s note: This is the first blog in a series about asking for the sale. In this installment, Steve Lemco points out the importance of asking for the sale.  It is amazing how many times I have witnessed a salesperson spend a lot of time with a customer and never get around to asking for the sale.... Read more »

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