The Mar-Kee Group
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 drive because they don’t want to be put in that write-up situation where someone might ask them to buy. Some do all they can in order to avoid being put in a situation where they may feel obligated. It’s human nature.
Most salespeople are just one easy transitional statement away from getting their next write-up!
Assuming you have current and accurate performance statistics, wouldn’t it be worthwhile to adopt a new strategy where you can track and compare the improvements over time?
Like so many things in our business, it’s not rocket science. The more walk-arounds, the more demos. The more demos, the more write-ups. The more write-ups, more sales.
Some things will never change. It’s about comforting the guest, so that more of them feel safe about going further down the road to the sale. When you read this simple, easy to use script, put yourself in a customer’s shoes for a moment. Might you feel less pressure, therefore giving the salesperson less “push-back” to coming inside for a proposal.
After all, the goal is to get a snapshot on where they stand in the marketplace, right?
Sample script:
Sometimes this script will help when it appears customers are apprehensive about going the distance when you are trying to get them inside for a proposal. Whatever the scenario; a shy showroom guest, a service customer or if you see an opportunity away from the dealership and the salesperson is doing the prospecting job that you wish everyone would do, it’s an option.
Think about it. Who wouldn’t want to see what their trade is worth and what their payments or total investment would be?
You just need people to get better at eliminating customer resistance. After all, fear not, this is simply a free, written proposal (known to you and I as a write-up!)
Additional sales strategies are available in the new version of the Sales Management & Leadership module of eAutotraining. I invite your call. Should you ever want to discuss other sales gross enhancing ideas, I'd love to help! Feel free to contact Richard directly at 888.300.4629.
RELATED: How NOT to Ask For the Business (Some Humor Intended) by Richard Keeney
Richard Keeney, Co-Founder
The Mar-Kee Group
888-300-4629
251-680-6633 (cell)
The Mar-Kee Group is the leading provider of Sales, Service & Management Training Solutions to Automotive, Boat & RV Dealerships.
Richard Keeney, co-founder of The Mar-Kee Group, has over 38 years of training, sales and management experience. Richard brings a wealth of practical skills and knowledge to each of our clients and a keen understanding of how to make it all "click" to achieve the success your store deserves. You may know Richard's results-oriented selling style best from the "Success - One Idea at a Time" program, enjoyed by over 4,700 dealerships across the nation. "While a solid, ongoing sales training focus is vital to every organization's success, customization is key. I want to make absolutely certain that our training focuses on your specific opportunities and challenges in order to create the structure, accountability and results necessary to compete in today’s environment. Please feel free to contact me directly with your questions or concerns." Richard is also available for speaking engagements. Please feel free to contact Richard directly: 888.300.4629 or rkeeney@markeegroup.com
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