Search Results for: Steve Lemco
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News
Steve Lemco pens training and hiring book
Industry consultant and Powersports Business blogger Steve Lemco has written a new book titled “Training and Hiring New Salespeople.” Following…
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Lemco pens new sales book
‘Motorcycle Sales Made Easy’ debuts Feb. 15 Sales consultant and Powersports Business blogger Steve Lemco has written his second sales…
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Ed Lemco provides dealer benchmarks
EDITOR’S NOTE: Ed Lemco has been in the business of training dealers for more than two decades. His composite database…
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Switching from price to finance
For most customers the price it not the main issue. At this time I remind the class that the salespeople…
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Day Two: Conversations with your customer
A note to pick up where we left off: If the customer asks about the payment while sitting on the…
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Day Two: Price quoting continues
The first thing I do after I welcome the survivors back to day two of class is take a role…
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Let’s talk about price — Part two
If the salesperson gets a sour look and shows fear while it is not his or her money being spent,…
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Let’s talk about price
To make my previous blog’s point clearer, I do a role-pay. I play both customer and salesperson. Customer: “So Steve,…
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Preparing for the price question
There are two things that salespeople can pretty much count on hearing from customers. They will say, “Just looking,” when…
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Session one: Presentation and demonstration
The classroom is not the place to go into the specifics of each model. It would take way too…
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Session one of sales training: Part two
Normally, I tell a quick joke after the break to try and relax the class. I know there is a…
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Session one of sales training
Session One: S.O.B S.O.B. stands for Sit On Bike. It is a very important step. Not just for customers getting…
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Know when to be a friend
I could go on and on about the importance of making a friend in the business with every customer, but…
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The Probe — Part 2
Once the salesperson has greeted the customer with a cheerful smile in a friendly mannerism, he or she is now…
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PSB welcomes new bloggers to lineup
In the spring of 2014, Powersports Business launched a Wednesday e-newsletter to go along with the already-running Tuesday and Thursday…
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The Probe — Part 1
I tell the class that I never want to belittle any step, but to me, the most important step to…
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G.R.E.E.T.
When salespeople first see a customer coming their way, they should instantly put on their game face and be ready…
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Greeting the customer
Before I start talking about some of the different fun ways to greet a customer, I remind the class of…
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How to be a great salesperson
A question every salesperson should ask all of their customers after they have picked out their desired model is, “Would…
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7 Steps to success
In the 41 years that I have been in the sales game I have heard and read about many systematic…
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