Richard Keeney's Blog (45)

Some Smart Dealers Say the Darndest Things by Richard Keeney

First, I’ll preface by saying I have great admiration for managers, upper management and dealers.  They are usually very intelligent, courageous, and have worked hard all of their lives.  They are usually great stewards of the money and got where they are making a lot more good decisions than bad.  Read further…

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Added by Richard Keeney on December 5, 2019 at 5:30pm — No Comments

The Mar-Kee Group Announces Website Redesign for eAutotraining

Daphne, AL — September 23, 2019 — The Mar-Kee Group relaunches markeegroup.com with a completely new design to make sales training resources easier to navigate and faster to access for automotive dealerships, boat dealerships, and recreational vehicle…

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Added by Richard Keeney on September 24, 2019 at 3:30pm — No Comments

Desk Managers: Your Body Language Has More Power Than You Realize By Richard Keeney

Does your Desk Manager's or Manager’s body language work for the cause?  Or is it counter-productive and negatively alter the confidence and self-esteem of some Salespeople?

 

Back in the day, when you were selling, do you remember approaching the desk…

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Added by Richard Keeney on June 25, 2019 at 3:10pm — No Comments

Could Your Salespeople Sell Popsicles? By Richard Keeney

Whether called Product Specialists or Salespeople, how would yours do selling popsicles? Let me share a recent experience. I was so ready for a chocolate dessert the other afternoon and I was looking for the Yes, We’re Open sign at the ultimate popsicle store in town. Hallelujah, they were open! They sell nothing…

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Added by Richard Keeney on May 29, 2019 at 3:30pm — No Comments

The Mar-Kee Group Offers Online Boot Camp Training Specifically for RV Service Advisors

Daphne, AL — March 7, 2019 — The Mar-Kee Group announced the release of a brand new RV-Specific Service Advisor “Sales” Training program — “RV Professional Service Advisor…

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Added by Richard Keeney on March 7, 2019 at 11:03am — No Comments

Increase Success with the TOUGHER Write-ups by Richard Keeney

Do you have a few showroom guests that object to a write-up, even after they’ve…

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Added by Richard Keeney on February 5, 2019 at 2:06pm — No Comments

"Tightening the T.O. $pokes" by Richard Keeney

The T.O. strategy has been around for quite some time, yet at some dealerships it’s not an “all the time” thing.  Some salespeople view it as a friction point with management.  Some handle it very well.   They are grateful for the opportunity to get additional support as a final effort to close a sale.

It is highly recommended…

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Added by Richard Keeney on December 5, 2018 at 3:00pm — No Comments

Are Your Interview Questions Helping or Hurting? by Richard Keeney

Your objectives in the interviewing and screening process are plentiful. The old school “hit them hard, right between the eyes and see if they can take it” approach may not be the best method in today’s climate.

Testing people to see if they’re “tough enough” for their role, in my opinion can be unnecessarily…

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Added by Richard Keeney on October 29, 2018 at 5:46pm — No Comments

Controlling “Post-Sale” Reconditioning by Richard Keeney

Salespeople, Managers and Dealers:  Stop losing time and money because it’s easier to say…

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Added by Richard Keeney on September 27, 2018 at 3:55pm — No Comments

Building Relationships: Turn Your Weakest Marketing Arm Into Your Strongest By Richard Keeney

Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door?  Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization.

Many dealers have a few sales professionals that really get…

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Added by Richard Keeney on August 27, 2018 at 2:34pm — No Comments

Pick a Number! Live It Every Day, Every Deal by Richard Keeney

Pick a number and live it every day, with every deal. The target could be a volume number, gross number or both. Sure, you will have other targets such as CSI or occasional targets set by the manufacturer for incentive purposes, but I’m talking about a number that simplifies your expectations and your agreement with all…

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Added by Richard Keeney on April 30, 2018 at 2:30pm — No Comments

"One More" by David Martin

I would like to recommend a very important philosophy that you should incorporate into your daily sales regiment. The concept is called “One More”. At its heart, it simply means that when you think you are done, do one more. One more what, you ask? One more phone call, one more email, one more text, one more social engagement, one more prospecting attempt, give out one more…

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Added by Richard Keeney on March 26, 2018 at 5:30pm — No Comments

The Best "Last Two" Questions to Ask BEFORE Getting the Proposal by Richard Keeney

It is my belief that these two questions need to be asked every time before leaving the customer to get a proposal from management.

Next to the last question to ask the customer before getting up to go for desk assistance:

 

“Is there any additional equipment you…

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Added by Richard Keeney on February 27, 2018 at 12:30pm — No Comments

How NOT to Ask For the Business by Richard Keeney

First off, I’m not painting all salespeople with a wide brush here. Face it, it may be human nature for some to lack the conviction when they have a good bit of doubt about the anticipated customer's reaction to a proposal. 

I'm not insinuating that most salespeople are lacking…

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Added by Richard Keeney on January 23, 2018 at 11:30am — No Comments

One Simple Phone Tip to Better Handle "What Time Do You Close?" by Richard Keeney

Do you really know how your salespeople are answering this question:  “What time do you…

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Added by Richard Keeney on October 18, 2017 at 5:00pm — No Comments

How to Score Big at Handling Sales Objections by David Martin

Any discussion on objections would have to start with a simple, yet profound, premise. …

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Added by Richard Keeney on September 7, 2017 at 4:00pm — 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 words alone only count for 7% of the message being received. The emotion behind the intent is not conveyed through electronic communication. This is why more attention is needed to…

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Added by Richard Keeney on July 6, 2017 at 10:42am — No Comments

Dealers & Managers: Fire LESS — Look in the Mirror MORE by Richard Keeney

There are many managers who have given up on the bottom twenty percent of their sales team, and have stopped trying to salvage that person’s employment.

This is especially true for managers with no involvement in the hiring decision.  Those…

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Added by Richard Keeney on June 6, 2017 at 5:00pm — No Comments

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 intentionally run stop signs. What bothers me is that many of these people…

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

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