If you work in a dealership, my bet is that you are either celebrating because you exceeded your goals, are breathing a sigh of relief that you met them, or are extremely nervous because you didn’t.

This time of year is generally crammed with reports, RDRs, OEM face downs and…

I know that in writing this article, I’m completely violating the first rule of the fight club. However, my guess is that your dealership doesn’t have one, so I’m willing to risk the wrath of Tyler Durden to help you get started…

Yesterday, I posted a short article about perfecting the automotive internet sales process and a LinkedIn connection asked, “Why do you still write so much about process?”

Why I Still Write About Process (and Why You Should Care)

With all the cool,…

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…

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 well:

10 “Touches” Per Year

• Set up calendar…

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 deal and how comfortable the customer feels about their experience.

By…

Your customer is knee-deep in the car-buying process and ready for the final part, the car financing. Finally, after hours of deal making, they sign the terms.

But in your customer’s mind, was the long process worth it?

It’s a New World Out There

The car-buying process has been turned upside down by the advent of online…

by John Fuhrman – Director of Training, OptionSoft Technology

     Recently, I was visiting with a dealer and the recent rash of articles concerning compliance came up.  As I shared what I knew on the subject and the current climate concerning fines and penalties, the dealer sat back, smiled and said, “I’m good.  We use a menu.”

     Since I was there to train the F&I managers (there were seven), I thought I’d…

January 1, 2017 — The Mar-Kee Group announced that 10-time National Automotive Dealers Association speaker and President of the Mar-Kee Group, David Martin, will present a sales training workshop, “Marketing Opens the Door: Closing Seals the Deal” at the 2017 NADA Conference & Expo. 

"Yesterday's closing techniques will no longer work with the tech savvy buyers,…

Imagine your salespeople starting each day with the most important sales training program available? With The Mar-Kee Group’s new, revolutionary 90 Day Boot Camp, training just got a lot easier for managers…

Role-playing with your sales team will give them the confidence and inspiration to know what to say when handling objections from potential customers. Just like in sports or the fine arts, honing your craft involves practice. Through role-playing, your sales team will master professional and effective responses to the most common objections.

In …

As we’re helping people with some of their biggest investments, it’s our moral duty to be there for our customers by following up on services they’ve initially declined. Ethical practices in the car business go a long way in retaining customers and increasing referrals. 

You won’t be setting yourself up for disappointment. It’s not a lost cause. Here’s…

With the major shift into leasing certified pre-owned vehicles by several OEMs and major financial institutions, many dealers have predicted a decline in service contract sales. However, according to an article in Automotive News, they would be wrong…

Is your sales team committed to giving it their all 100% of the time?   Read how to create and sustain an enthusiastic, professional and committed staff to inspire excellence and close more deals. 

Our dealership motto:

100% of the customers will receive

100% of what we have to…

Women purchase over 50% of the cars bought and play a major role in over 85% of car purchases. 

Women are not only coming in more armed with researched information, but they are practical, savvy, and open to change. They want to develop a relationship of trust with a dealer and it’s up to us to rise to their…

Hi,

It's me again. Me who you ask? Stan Sher, founder and President of Dealer eTraining. Yes, I know it has been a while since you have heard from me. But I am still here. I never left and I never will. I just enjoyed my peace and quiet for 2 years while working and doing my thing. But guess what...

I am here to tell you that there is a…

IT’S BEEN 20 YEARS SINCE THE LAUNCH OF OUR COMPANY, THE MAR-KEE GROUP.  MY GOODNESS, WHERE DID THE TIME GO?…