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Sales, Service & Management Training Solutions for Automotive, Boat & RV Dealers


Increase Success with the TOUGHER Write-ups by Richard Keeney
Increase Success with the TOUGHER Write-ups by Richard Keeney
Obviously, every salesperson wants more write-ups...duh! However, some customers can be very challenging, may perceive your efforts as being pushy, or may feel coerced into a situation they are simply not ready for. Offering a free, written proposal at the right time to specific guests may be your ticket to making the next sale. Try this strategy....

Tightening the T.O. $pokes by Richard Keeney
Tightening the T.O. $pokes by Richard Keeney
One of the most dangerous things your salespeople can do is to NOT use the T.O. process effectively. It is vital to not let this process fall to the wayside and it starts with your dealership's Management team. Stay tuned for great discussion points to get your team on board.

Are Your Interview Questions Helping or Hurting? by Richard Keeney
Are Your Interview Questions Helping or Hurting? by Richard Keeney
Finding the perfect employees for your dealership can be very challenging. Today's job candidates are quite savvy and impressive on the surface. However, they may not be the best fit for your dealership if not properly screened during the interview process. Here are a few things every hiring manager or human resources manager in the automotive industry should keep in mind...

Controlling “Post-Sale” Reconditioning by Richard Keeney
Controlling “Post-Sale” Reconditioning by Richard Keeney
After the sale, carrying around excessive baggage caused by fulfilling customers’ requests for "freebies" can be minimized or prevented. In some instances, immediate accommodations may not make good business sense. Save time, energy and money by staying in control of every automotive sales situation.

Building Relationships: Turn Your Weakest Marketing Arm Into Your Strongest by Richard Keeney
Building Relationships: Turn Your Weakest Marketing Arm Into Your Strongest by Richard Keeney
Never underestimate the power of building solid relationships in sales. Start retaining more customers and creating your own showroom traffic by personalizing your prospects' experiences.

The "Good News" Compromise of Negotiating and Closing by Richard Keeney
The
Did you know, when raising the customer, the more "OK" the salesperson is, the more "OK" the buyer is likely to be? Increase your chances of closing with this strategy ...

"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.

The Best "Last Two" Questions to Ask BEFORE Getting the Proposal by Richard Keeney
The Best
It is my belief that these two questions need to be asked EVERY time before leaving the customer to get a proposal from management.

How NOT to Ask For the Business (Some Humor Intended) by Richard Keeney
How  <em>NOT  </em>   to Ask For the Business (Some Humor Intended) 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.

One Simple Phone Tip to Better Handle "What Time Do You Close?" by Richard Keeney
One Simple Phone Tip to Better Handle
Salespeople are trained to work around the customer's schedule but how do they answer the question "What time do you close?"


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