All Blog Posts Tagged 'training' (680)

14 Tips on How Sales Managers Can Lead by Example by Richard Keeney

When it comes to sales management training for vehicle sales, I’m reminded of a quote I recently read by John Wooden, “The best leadership tool you have is to lead by example.” Every day I see people bending the rules to fit their desires. For example, in my neighborhood I see people…


Added by Richard Keeney on May 11, 2017 at 5:30pm — No Comments

"I Want to Think About It" - Most Common and Vague Objection by Richard Keeney

It's understandable that customers often need our help to find closure on a specific vehicle. The most common and vague objection is agreeably "I want to think about it."

These are the five reasons why we believe the customer says that.



Added by Richard Keeney on April 28, 2017 at 4:53pm — No Comments

The Pain of Selling Without a Clue by Richard Keeney

Knowing all the facts about a buyer makes a desk manager's job much more effective. A more successful outcome can be engineered from discovering the customer's motivations, desires, and if there is much competition for a particular deal. Having your sales team implement the Customer Assistance Sheet in…


Added by Richard Keeney on April 28, 2017 at 4:37pm — No Comments

A 25K-Technician Shortage Spells Problems by David Martin & Brett Coker

Last year it was reported that the automotive industry would experience a shortage of 25,000 technicians in the coming months. This was based on a recent survey that showed the demand for auto mechanics is expected to increase by 9% within five years.

This shortage affects vehicle service…


Added by Richard Keeney on April 21, 2017 at 2:30pm — No Comments

The "Sold" Customer Follow-Up Blueprint by Richard Keeney

Make sure your salespeople stay on your customer’s radar through a scheduled follow-up plan. Don’t leave your monthly earnings up to chance by hoping for the best. Evaluate your current follow up process. Here is a sample schedule of what we’ve seen work…


Added by Richard Keeney on April 21, 2017 at 12:30pm — No Comments

Trade Walk: A Great Sales Process Decision by Richard

Get potential customers to be less combative and more receptive to their trade-in value with a planned trade walk prior to serving them the proposal.

It’s said that around 65% of potential automobile customers have a trade-in to discuss, and most all of them have a higher price in mind that…


Added by Richard Keeney on April 21, 2017 at 11:49am — 2 Comments

How to “Win the Locker Room”

“Losing the locker room” is not a condition limited to athletic teams. Any leader engaging in destructive, selfish, or other counter-productive behaviors risks losing the hearts, minds and esteem of his or her team. Following are five ways to be a leader who wins your “locker room,” and consistently draws the best effort and results out of your team.



Three Signs You Have yet to “Win the Locker Room,” or Have Outright Lost…


Added by Dave Anderson on April 17, 2017 at 12:19pm — 1 Comment

Dang It...Pick Up the Phone! by Richard Keeney

While communicating through email is extremely commonplace, we want to highlight why the traditional phone call is still of immense value. The personal touch of a voice call shows customers that you care and connects them on a more personal level. Taking the time to make calls to your customers…


Added by Richard Keeney on April 14, 2017 at 3:10pm — No Comments

10 Rules of Effective Electronic Communication by David Martin

With electronic communication as one of the major ways we communicate, it’s imperative for your team to pay close attention to what they are saying to customers and how it may be conveyed. Communication involves 3 things: words, voice inflection and body language. As such, the verbal communication of…


Added by Richard Keeney on April 14, 2017 at 2:38pm — No Comments

Increase Closing Ratios: Role-Play the Proposal at the Desk by Richard Keeney

Prior to delivering the proposal, get your salespeople, especially your newer ones, to role play the figures with you as if you’re a customer. Everyone can benefit from having a rehearsal. With this strategy you can develop trust in your sales team through this verification process. You’ll be impressed…


Added by Richard Keeney on April 14, 2017 at 2:30pm — No Comments

Karen Bradley Presents the '7 Habits of Highly Effective People FREE Webinar - April 18 - 1PM EST


Karen Bradley Presents the '7 Habits of Highly Effective People FREE Webinar - April 18 - 1PM EST …


Added by Sean V. Bradley on April 12, 2017 at 11:40am — No Comments

The "Art" of Voicemail by Richard Keeney

With email and texting being the dominant forms of communication these days, we must remember that a good old fashioned phone conversation can be much more effective, helpful and personal.

Some on your staff may suffer from being a bit phone-shy, but in an industry…


Added by Richard Keeney on April 7, 2017 at 3:30pm — No Comments

Get Mentally "Fixed" Before Serving the Proposal by Richard Keeney

Sometimes it may feel like an uphill battle to even the strongest of salespeople when customers bestow their unrealistic expectations, desires, and constant objections during the vehicle sales process. Once it's time to make the math work and a proposal is issued from the desk manager, often a…


Added by Richard Keeney on April 7, 2017 at 3:21pm — No Comments

Hiring - Immediate need for a full time tech experienced in all phases of RV repair

Will provide training for the right person, relocation draw when you arrive, just as I did 6 weeks ago.  Under new ownership, about to launch new website, desperately in need of a full time tech to open the bottleneck in our service department. Our 40 years old parts and service clientele in Kingman AZ, a major hub between LA, Phoenix, Vegas with 40 percent of our population full timers and snowbirds.  The climate is great here and the new owner is a stand-up guy - we need a good man…


Added by Israeli rothman on April 6, 2017 at 5:40am — No Comments

Dealers & Managers: Don’t Widen the Plate by Richard Keeney

A 78 year old famous baseball couch filled the auditorium in 1996 at Chris Sperry’s first of many American Baseball Coaches Association conventions. What John Scolinos spoke about was more than baseball. For his whole speech Coach Scolinos wore a strung up home plate around his neck and after…


Added by Richard Keeney on March 30, 2017 at 12:30pm — No Comments

Every Garden Will Be Invaded: Protect the New Hire by Richard Keeney

photo credit

Newcomers to the sales team may often be steered off course by negative salespeople who perhaps are…


Added by Richard Keeney on March 30, 2017 at 12:00pm — No Comments

Advantages of Consumer Leasing by Richard Keeney

Understanding the advantages of consumer leasing for your dealerships, sales team, and your customers if crucial for a successful and profitable increase in gross sales. While leasing is not for every customer, knowing when to confidently and professionally present consumer leasing as an option to…


Added by Richard Keeney on March 30, 2017 at 12:00pm — No Comments

3 Strategies to Improve Vehicle Sales Gross Immediately by Richard Keeney

As negotiations are an expected part of the vehicle buying process, there are three strategies we advocate doing often and consistently to increase your sales gross and reduce many of deal-cutting concessions.

Depending on how you respond to a customer will determine if you get the…


Added by Richard Keeney on March 16, 2017 at 1:30pm — No Comments

The Customer Experience That Wasn’t

Customer experience has become an industry “buzz term” of late when talking about customer acquisition and building loyalty. Most of the time, the focus is on the small things that turn a customer off -- attitudes, inefficient processes, or other such actions. But what happens when, well, everything goes…


Added by Mike Gorun on March 15, 2017 at 9:31am — No Comments

Help them win

My 13 year old son has not had the best relationship this year with math. In short, math has kicked his butt so much so that he's almost given up. Last night I saw him sitting on the couch just staring at his math worksheet. Watching him out of the corner of my eye, he kept staring at it, but never…


Added by Marsh Buice on February 23, 2017 at 11:44am — 3 Comments

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What to Look for From Your Car Transportation

Posted by Simon Hopes on May 25, 2017 at 6:10am 0 Comments

Racing is a sport enjoyed by millions around the world but actually getting your race car to the track is not easily done without some help from travel solutions. The logistics of moving a multi-million-pound vehicle through a crowded city and to…


Expect to Lose

Posted by Rob Gehring on May 24, 2017 at 11:46am 0 Comments

One of the things I have learned about life is there will be…


PERQ Adds Kelley Blue Book to Data Providers; Increases Trade-in Leads by 3x

Posted by Crystal Hartwell on May 24, 2017 at 11:42am 0 Comments



Addition of Kelley Blue Book’s trusted valuation data to FATWIN Web Engagement platform further increases engagement on trade-in tool…


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