One of my favorite questions I have for the class is: Why are the customers there? They easily give the correct answer of “Because we have what they want.” Yes ...

I am positive I do not need to explain the term Wow Factor. It is so important for a salesperson to have, yet many times the inventory, coworkers, different departments ...

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: ...

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 ...

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 ...

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 ...

I go over several things before I start the actual sales training. I believe these concepts are important for the salesperson to believe in as the sales procedure. I want ...

My first question to the class is, “When does a sale begin?” I will always hear, “When you greet the customer.” Now of course this is where the communication begins ...

The first thing I like to talk about when I begin the first day of training is attitude. I explain that sales is a total good attitude game. Without a ...

Editor’s Note: This is the fifth in a series about hiring salespeople. In this blog, Steve Lemco explains how to start evaluating sales candidates.  I like to talk for about ...