Search Results for: Steve Lemco
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Are you a salesperson or a help-you-buy person?
Editor’s note: This is the third blog in a series about asking for the sale. In this installment, Steve Lemco…
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How open are you about price?
“Price” can be a dirty little word. If it weren’t for price outweighing budgets, a lot more people would own…
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Use a game to get staff to ask for sales
Editor’s note: This is the second blog in a series about asking for the sale. In this installment, Steve Lemco…
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Asking for the sale
Editor’s note: This is the first blog in a series about asking for the sale. In this installment, Steve Lemco…
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PSB 123s: Important tasks for a successful salesperson
1. Get ready for the game before arriving at work. “A salesperson should, on their drive to work, get their…
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Switch the conversation from total price to payments
Editor’s note: This is the third and final blog in a series about dealing with customers’ objections to price. In…
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Quoting ‘only’ the MSRP won’t work
Editor’s note: This is the second blog in a series about dealing with customers’ objections to price. In this installment,…
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Overcome the price issue
Editor’s note: This is the first blog in a series about dealing with customers’ objections to price. In this installment,…
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Getting a customer to sit on a bike is key to closing
Step 3 of the seven-step sales process is the S.O.B. step. S.O.B. stands for Sit On Bike. It is a…
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Become a customer’s friend, and sales will follow
Editor’s note: This is the third article in a multi-part series about probing. In this installment, Steve Lemco explains why…
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