The Mar-Kee Group
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 good bit of doubt about the anticipated customer's reaction to a proposal.
I'm not insinuating that most salespeople are lacking conviction when serving the proposal to customers. I am recommending that management discuss this with the team, that they must get their heads in the game at proposal time. They certainly need to be reminded that they are counted on to remain very assumptive so they can be influential on the customer's response to the proposal.
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
The Mar-Kee Group
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 & RV Dealers. Contact us at 888-300-4629 or Visit http://www.markeegroup.com/.
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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The Mar-Kee Group
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 for Automotive, Boat & RV Dealers. Contact us at 888-300-4629 or Visit http://www.markeegroup.com/.
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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The Mar-Kee Group
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.3wayautomotive.com/
The Mar-Kee Group provides outstanding Sales, Service, and Management Training for Automotive, Boat & RV Dealers. Contact us at 888-300-4629 or Visit http://www.markeegroup.com/
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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The Mar-Kee Group
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 put money down. We're putting the art of selling back into the dealership environment.
The Mar-Kee Group provides outstanding Sales, Service, and Management Training for Automotive, Boat & RV Dealers.
Contact us at 888-300-4629 or Visit http://www.markeegroup.com
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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The Mar-Kee Group
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. We're putting the art of selling back into the dealership environment.
Related blog post: http://www.markeegroup.com/Blog/PostId/45/do-you-have-a-fixed-mentality
The Mar-Kee Group provides outstanding Sales, Service, and Management Training for Automotive, Boat & RV Dealers.
Contact us at 888-300-4629 or Visit http://www.markeegroup.com
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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The Mar-Kee Group
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 salesperson simply answers “We close at 8:00”, then plan o
n staying late more often than necessary. Now don’t get mad at the salesperson, they know they better work around the customer’s schedule;
Maybe they just need something better to say?
Lord help the salesperson who is heard telling a customer they are off the day in question or that they are out early that day, and asks if the next day is possible. On another note, a salesperson who is a long term, super-productive entity of your organization, may risk nothing by working a little around their own schedule. After all, if confident that his/her customers want only this salesperson; then maybe there is no risk of defection. But wait, here comes the tip, and you decide if you can use it for better time control, then share it.
Here’s the tip:
When a customer asks “What time do you close?”, simply reply “We close at 8:00, so of course you’ll want to be here around 6:30 or 6:45 so we’ll have adequate time to get you all the information you deserve. Or would you like for it to be even earlier?”
Maybe they can’t make it that early, yet when a better answer will stand a good chance of an earlier appointment, you must consider. If you are not doing something to affect the show time, you’ll be staying later and NOT have adequate time to close some of the deals. Face it, by 9:00, you and your customer have had a looooooong day, and they may question their own decision making while fatigued, so it makes sense to get them earlier, if possible.
On a final note: Salespeople must use their instincts when a customer would have come in, yet 6:30 isn't an option. If hesitant to set earlier appointment time, you don't want to miss the appointment altogether, so volunteer a later time to see.
Even if this doesn’t rock your world, unless you are opposed to getting home a little earlier more often, please consider it.
For more incoming calls and outgoing phone skills tips, check out:
- Ultimate Phone Expertise for Automotive Dealers
- Ultimate Phone Expertise for Boat Dealers
- Ultimate Phone Expertise for RV Dealers
Best wishes,
Richard Keeney
The Mar-Kee Group
888-300-4629
251-680-6633 (cell)
markeegroup.com
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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The Mar-Kee Group
Role Play - The Ultimate Sales Tool by David Martin
I am often asked what I th
ink of role play as a method to teach salespeople (and others) how to handle their jobs. We have to remember that it can be really stressful to “perform” in front of our peers because no one wants to be self-conscious and uncomfortable. My answer is usually “Great tool but too often handled incorrectly.”
In my opinion, role play can be the most powerful teaching method in the manager’s arsenal.
Unfortunately, many of them treat role play as a game of “gotcha,” where they try to catch salespeople off-guard and embarrass them. This reminds me of Zig Ziglar’s statement, “Too many managers try to catch salespeople doing something wrong instead of trying to catch them doing something right.”
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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The Mar-Kee Group
6 Objections That Successful Salespeople Have Mastered by David Martin
The world of sales training has a significant amount of information on dealing with objections. In fact, I would be shocked if anyone with more than 90 days in the business has not received training on handling them from someone. However, we too often hear salespeople say “But I’ve done that training,” as if training is something you do once and you’re set for life. That’s just silly.
No one can MASTER a subject just by hearing it once or twice. As Dave Anderson says, “Until you’re perfect, it’s not redundant.” Salespeople and managers should never be complacent about their ability to successfully handle such an important part of their job.
In dealing with objections, we need to examine what they are and what they aren’t. We need to be clear on why we hear them and what they really mean, to both the customer and to us. We need to diligently try to minimize or even eliminate objections before they come up.
If we aren’t able to do that, it becomes imperative that we know the 12 psychological keys to handle almost any objection. And we need to be very comfortable with professional, non-confrontational responses to the specific objections we hear on a regular basis.
The key is to follow the old Boy Scouts motto - Be prepared! Seems basic, but this actually holds true for about anything worth doing.
In training workshops, I often ask salespeople how many different objections they have heard in their careers. The answers usually range from dozens to hundreds. However, when you break it down, there are only 6 primary objections:
1. "Your price is too high"
2. "That is not enough for my trade"
3. "I have a better deal elsewhere"
4. "I have additional shopping or research to do"
5. "I need to speak to my spouse"
6. "I want to think about it"
Some variations of these 6 objections make up over 90% of the ones we hear. My point about being prepared is that if there are only 6, you know what is coming. To not be ready to give a thoughtful, non-confrontational response instead of a knee-jerk reaction is just plain silly.
TIP: Pick out one objection per week that you want to tackle, choose the professional response that sounds best coming from you, learn it and rehearse it 20 or 30 times, and you’re set to go. Then the next week, choose another objection and follow the same steps. Six weeks later you’re ready to respond to over 90% of the objections you are going to hear. Give it a try!
David Martin
The Mar-Kee Group
888-300-4629
251-490-7010 (cell)
The Mar-Kee Group is proud to celebrate 20 years of outstanding Sales, Service, and Management Training.
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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The Mar-Kee Group
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, Richard Keeney shares a POWERFUL story with #managers. 
markeegroup.com #Integrity #Leadership #RechargeWithRichard
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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