Dealer Consultants


Steve LemcoWhen 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 G stands for Glad.

When customers hear the greeting, they should have no doubt by the body language and smile that the salesperson is Glad to see them. If the salesperson is not, then he or she should go home. The last thing we want is customers that are Glad to be looking at their dream bike talking to a salesperson who would rather be doing something else.

The R stands for Ready.

Are salespeople Ready to go? Are they Ready to hear, “Just looking?” Are they Ready to open their customer up and have them tell them all the reasons why this bike will make them happier? Are they Ready to lead the customer to the bike and then to their desk to get a write-up? Are they Ready for the entire procedure?

The first E is for Enthused

Are salespeople Enthused about helping people have a better lives by enjoying new or pre-owned motorcycles? Are they Enthused that they can change someone’s life for the better? Are they Enthused that the best person that customer can buy it from is them because they care as much after the sale as they do making it.

The second E is for Eager

Are they Eager to listen to the customer’s wants, desires and stories? Are they Eager to tell the customer what a first-class dealership they represent and also show the customer around while introducing the customer to some of the other employees that work with them? Are they Eager to be a dream fulfiller?

The T stands for Tuned in to all of the above.

If salespeople are Tuned in, they will never greet a customer by saying, “Can I help you?” That is how strangers are greeted. The customers are the salespeople’s friends, and they would not say to a friend, “Can I help you?”

There are many good greetings like the simple, “Hi. How are you?” Or, “Welcome, so glad you came by today. We have a lot to look at. Are you looking for new, used, sport bike, touring, or anything in particular?”


By the time the salespeople have given these options, they have moved to the probing stage. A super greeting only takes seconds, but those seconds can set up the sale, as much for the salesperson as it is for the customer.

All professional baseball players go on deck before they go to bat. They get mentally prepared for something they have been doing since they were a kid. If the best players in the world do that, then I hope the salespeople do too. They should always be mentally prepared and in tune with the selling process.

There are many things that take place as salespeople prepare to greet a customer. The most important one of all is that they are in the greeting mode. They are Glad, Ready, Enthused, Eager and Tuned in.

This is the 15th part in a series of blogs about hiring new salespeople. To read the previous blogs in this series, click here.

Steve Lemco is the youngest brother of the late Ed Lemco and has been doing sales training and hiring for motorcycle dealers since 1983. He is the author of three sales books, the new “Training and Hiring New Salespeople,”  “Motorcycle Sales Made Easy” and “You Gotta-Wanna.” Steve has trained in every state in the U.S., as well as England, France, Australia and New Zealand. Steve incorporates motivational boards and games along with his training and hiring because he believes the best way to get the job done is to make it fun. 



Phone: 253/826-6110

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