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Richard Keeney

Richard Keeney Automotive Sales, Service, & Management Training

Richard Keeney Blog Posts

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

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&nbs…

Could Your Salespeople Sell Popsicles? By Richard Keeney

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 d…

Increase Success with the TOUGHER Write-ups by Richard Keeney

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 demoed a vehicle?  Maybe even some who resist taking a demo driv…

Tightening the T.O. $pokes by Richard Keeney

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 v…

Are Your Interview Questions Helping or Hurting? by Richard Keeney

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 t…

Controlling “Post-Sale” Reconditioning by Richard Keeney

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: &nbs…

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

Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door?  Salespeople who build something really s…

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

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

Desk managers everywhere have experienced salespeople who would prefer them to just “OK” the customer's offer and put the deal to bed. F…

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

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…

"One More" by David Martin

"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&rdq…

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

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 las…

How NOT to Ask For the Business by Richard Keeney

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 …

VIDEO: Recharge with Richard #301 - Stop Accepting UNACCEPTABLE Behavior! Automotive Sales Training

VIDEO: Recharge with Richard #301 - Stop Accepting UNACCEPTABLE Behavior! Automotive Sales Training

Managers...Stop accepting UNACCEPTABLE behavior! The Mar-Kee Group provides outstanding Sales, Service, and Management Training for Automotive, Boat &a…

VIDEO: Recharge with Richard #302 - Impact of InDealership Automotive Sales Training

VIDEO: Recharge with Richard #302 - Impact of InDealership Automotive Sales Training

Invaluable benefits & dramatic impact of InDealership Sales Training The Mar-Kee Group provides outstanding Sales, Service, and Management Training…

VIDEO: Recharge with Richard #303 - Be the Lion, Not the Gazelle! - Automotive Sales Training

VIDEO: Recharge with Richard #303 - Be the Lion, Not the Gazelle! - Automotive Sales Training

Richard Keeney explains how every salesperson can beat their competition! Shout out to Mike Thomas at 3 Way Chevrolet in Bakerfield, CA. http://www.3wa…

VIDEO: Recharge with Richard #304 - Presenting the Proposal with Confidence! Auto Sales Training

VIDEO: Recharge with Richard #304 - Presenting the Proposal with Confidence! Auto Sales Training

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 Man…

VIDEO: Recharge with Richard #305 - Reflecting on 21 Years in Business! Automotive Sales Training

VIDEO: Recharge with Richard #305 - Reflecting on 21 Years in Business! Automotive Sales Training

Richard Keeney, co-founder of The Mar-Kee Group reflects on being in business for over 21 years. The Mar-Kee Group provides outstanding Sales, Service, and…

VIDEO: Recharge with Richard #310 - Maximizing Money Down! Cha-Ching

VIDEO: Recharge with Richard #310 - 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 p…

VIDEO: Recharge with Richard #309 - Don't Just Focus on the Math! State the Solutions!

VIDEO: Recharge with Richard #309 - Don't Just Focus on the Math! State the Solutions!

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.…

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

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

Do you really know how each salesperson is responding to this question:  "What time do you close?" If you close at 8:00 and the salespers…

Role Play - The Ultimate Sales Tool by David Martin

Role Play - The Ultimate Sales Tool by David Martin

I am often asked what I think of role play as a method to teach salespeople (and others) how to handle their jobs. We have to remember that it can be reall…

How to Score Big at Handling Sales Objections by David Martin

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, cl…

6 Objections That Successful Salespeople Have Mastered by David Martin

6 Objections That Successful Salespeople Have Mastered by David Martin

In training workshops, I often ask salespeople how many different objections they have heard in their careers. The answers usually range from dozens to hu…

VIDEO: Recharge with Richard #308 - A Powerful Tool to Boost Morale in the Dealership

VIDEO: Recharge with Richard #308 - A Powerful Tool to Boost Morale in the Dealership

Need to BOOST MORALE at your dealership? Start doing this >> https://youtu.be/iD5hczdebd0 #Automotive #SalesTraining expert,&nb…

VIDEO: Recharge with Richard #307 - BEFORE Sending Another Email or Text

VIDEO: Recharge with Richard #307 - BEFORE Sending Another Email or Text

Richard Keeney, co-founder of The Mar-Kee Group discusses an important tip for optimum electronic communications. Related blog post:http://www.marke…

VIDEO: Recharge with Richard #306 - Tribal Knowledge ONLY Could Limit Growth

VIDEO: Recharge with Richard #306 - Tribal Knowledge ONLY Could Limit Growth

90 Day Boot Camp - Revolutionary, New Sales Training for Automotive Dealers

90 Day Boot Camp - Revolutionary, New Sales Training for Automotive Dealers

Imagine your salespeople starting each day with the most important sales training program available? With The Mar-Kee Group’s new, revolutionary 90 Day B…

Wish Them Well, But Ask, “What The Hell?” - How to Capitalize On Exit Interviews

Wish Them Well, But Ask, “What The Hell?” - How to Capitalize On Exit Interviews

Well, you know it’s inevitable.  Eventually some in your dealership will leave, either voluntarily or involuntarily, but will exit nonetheless. …

The Mar-Kee Group - 20th Anniversary Reflections

The Mar-Kee Group - 20th Anniversary Reflections

IT’S BEEN 20 YEARS SINCE THE LAUNCH OF OUR COMPANY, THE MAR-KEE GROUP.  MY GOODNESS, WHERE DID THE TIME GO? 1996 was the year we rolled the d…

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