The Mar-Kee Group
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.
Face it, when the salesperson is ready to close the deal, they have already overcome a good bit to get the deal to this point. The last thing they want to do is risk changing the mood and intentions of a customer who just made an offer to purchase under their terms.
Many salespeople fear if they make another pass at raising the customer, the deal could go sideways. This could cause the customer to completely disconnect. (Ouch!)
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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