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Richard Keeney

Richard Keeney Automotive Sales, Service, & Management Training

Exclusive Blog Posts

Being a Relevant Service Department

Being a Relevant Service Department

The latest news out of the auto industry is that Amazon, everyone’s favorite online retailer, is investing $700 million into the electric truck a…

automotiveMastermind Talks Predictive Analytics

automotiveMastermind Talks Predictive Analytics

We conducted a lot of interviews with thought leaders at NADA 2019, and we will be posting them in the community for the next few weeks.   I…

[WEBINAR] Your GamePlan to Triple Your BDC Close Rate Without Breaking the Bank

[WEBINAR] Your GamePlan to Triple Your BDC Close Rate Without Breaking the Bank

Matt Weinberg, SVP of Consumer Experience at Drive Motors, presented our latest webinar.  He discusses the evolution of the Internet lead and shows …

Advances in Inventory Management

Advances in Inventory Management

 We collected a ton of interviews at NADA, and throughout the coming weeks we'll be releasing them.  John Hensman, General Manager at Hom…

3 Steps to a Better Hiring Process

3 Steps to a Better Hiring Process

Somewhere out there is the perfect candidate for your job opening, but finding that person can be a challenge. How much thought and time do you put into yo…

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
251-680-6633 (cell)


The Mar-Kee Group is the leading provider of Sales, Service & Management Training Solutions to Automotive, Boat & RV Dealerships.

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