Richard Keeney
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  • Daphne, AL
  • United States
  • The MarKee Group
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Richard Keeney posted a blog post

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 90-Day Online Boot Camp Training.” Renowned as a leading provider of Professional RV Sales Training, The Mar-Kee Group is…See More
Mar 7
Richard Keeney posted a blog post

"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 that management revisits the T.O process with…See More
Dec 5, 2018
Richard Keeney posted a blog post

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 intimidating and will turn off some well qualified job candidates.The kind of…See More
Oct 29, 2018
Richard Keeney posted a blog post

Controlling “Post-Sale” Reconditioning by Richard Keeney

Salespeople, Managers and Dealers:  Stop losing time and money because it’s easier to say “yes.”Scenario:Customer:   “Do you think they’ll paint the back bumper and put two new tires on it?”Salesperson:  (Treats the question as an objection and takes path of least resistance) –…See More
Sep 27, 2018
Richard Keeney posted a blog post

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 it; “Build it and they will come” concept.  I believe the old school way of marketing is the…See More
Aug 27, 2018
Richard Keeney posted a blog post

The "Good News" Compromise of Negotiating and Closing by Richard Keeney

Desk managers everywhere have experienced salespeople who would…See More
Jun 20, 2018
Richard Keeney's blog post was featured

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 on the team.You may very well be thinking, we already do this. Let me…See More
Apr 30, 2018
Richard Keeney posted a blog post

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 on the team.You may very well be thinking, we already do this. Let me…See More
Apr 30, 2018
Richard Keeney posted a blog post

"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 business card,…See More
Mar 26, 2018
Richard Keeney posted a blog post

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 want me to factor into your proposal?”  You have given the customer a chance to share the other equipment they may be…See More
Feb 27, 2018
Richard Keeney posted a blog post

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 conviction when serving the proposal to customers.  I am recommending that management discuss this with the team,…See More
Jan 23, 2018
Richard Keeney posted a video

Recharge with Richard #10 - Maximizing Money Down! Cha-Ching

Richard Keeney, co-founder of The Mar-Kee Group explains the significance of aiding automotive dealership customers in understanding why its smart to put mon...
Jan 10, 2018
Richard Keeney posted a video

Recharge with Richard #9 - Don't Just Focus on the Math! State the Solutions You're Providing!

Richard Keeney, co-founder of The Mar-Kee Group provides a valuable strategy and tool that helps the customer to see the wisdom of the transaction. We're put...
Dec 13, 2017
Richard Keeney posted a video

Recharge with Richard #6 - Tribal Knowledge ONLY Could Limit Growth

Richard Keeney, co-founder of The Mar-Kee Group discusses why you need to keep your sales training fresh, up-to-date, and on a consistent basis! The Mar-Kee ...
Dec 6, 2017
Richard Keeney's video was featured

Recharge with Richard #4 - Presenting the Proposal with Confidence!

The power a sales consultant has when serving the proposal could make or break the deal! The Mar-Kee Group provides outstanding Sales, Service, and Managemen...
Oct 26, 2017
Richard Keeney posted videos
Oct 23, 2017
Richard Keeney posted videos
Oct 20, 2017
Richard Keeney posted a blog post

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 close?”If you close at 8:00 and the salesperson simply answers “We close at 8:00”, then plan on staying late more often than necessary.  Now don’t get mad at the salesperson, they know they better work around the customer’s schedule.…See More
Oct 17, 2017
Richard Keeney posted a blog post

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. Contrary to what some may think, closing is not a singular event.  It is a process; a process that sometimes starts before you and the customer ever see one another.For example:  If you and/or…See More
Sep 7, 2017

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Trainer
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The MarKee Group
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Owner
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http://markeegroup.com
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http://www.facebook.com/markeegroup/
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http://https://www.linkedin.com/company/markeegroup
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Blog posts with insight for Automotive dealers, managers, sales, service, F & I.

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Richard Keeney's Blog

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

Posted on March 7, 2019 at 11:03am 0 Comments

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…

Continue

Increase Success with the TOUGHER Write-ups by Richard Keeney

Posted on February 5, 2019 at 2:06pm 0 Comments

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

Continue

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

Posted on December 5, 2018 at 3:00pm 0 Comments

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…

Continue

Are Your Interview Questions Helping or Hurting? by Richard Keeney

Posted on October 29, 2018 at 5:46pm 0 Comments

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…

Continue

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