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
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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The Mar-Kee Group
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 as CSI or occasional targets set by the manufacturer for incentive purposes, but I’m talking about a number that simplifies your expectations and your agreement with all on the team.
You may very well be thinking, we already do this. Let me share what the difference is. Say that your volume number is 100 new vehicles and 100 pre-owned vehicles. No longer will it be a "hope" number, an aspiration, or a something you expect all to simply work hard and long hours to achieve.
People's actions and attitudes affect others on the team. It’s about responsibility and accountability.
Things that once may have been tolerated or fell into the "let it slide for now” category, well, not anymore.
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.
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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 #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 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 #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 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
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, closing is not a singular event. It is a process; a process that sometimes starts before you and the customer ever see one another.
For example: If you and/or your dealership have positive online reviews, customers may already have a favorable impression of what they can expect from doing business with you before you are even contacted. That alone can reduce the number of objections you will receive, or in some cases even eliminate them.
It is important to recognize that the closing process begins the moment you have contact – whether in person, on the phone, by email or chat – and will continue until the sale is made or not.
Why? Everything affects everything! All that you say and do, your communications skills, your attitude, your product knowledge, your powers of observation and insight – it all matters. Maybe the best way to illustrate the importance of this process is to use a football analogy:
Let’s assume your favorite football team is on the opponent’s one yard line. On the next play, they punch it in for a touchdown. In the world of football, that is certainly closing the deal, right? But wouldn’t you agree that the 9-play, 79-yard drive that put them on the one yard line is what created the chance to score?
Of course. If they had fumbled the ball during the drive or suffered an interception, they would have lost the opportunity to score. And so it is with us. It is all the things we say or don’t say, do or don’t do, that puts us in the position to “score.”
If you are going to close a sale, you will have to deal with objections. The one thing we know is that if you have customers, you will have resistance. The only question is how much, in what form, and when.
Most of us have read articles with catchy titles like “Objections Are Your Friends” or “You Should Welcome Objections.” REALLY? Try convincing salespeople of that. Most salespeople I know are looking for that perfect customer. You know, the one who comes in and says “You have the exact vehicle I want. Money is no object because I just won the PowerBall. I’m in a big hurry, so let’s get this done quickly. And please just take my current vehicle off my hands. I don’t really care what you do with it.” Never happens, does it?
But the fact is, if salespeople cannot professionally and calmly respond to objections, that is simply a weakness that no one can afford, because today’s marketplace will not tolerate that kind of shortcoming.
For FREE Objections Handling role-plays, click here or call The Mar-Kee Group at 888-300-4629.
David Martin, President
The Mar-Kee Group
888-300-4629
251-490-7010 (cell)
The Mar-Kee Group is proud to celebrate 21 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 #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.markeegroup.com/Blog/PostId/28/electroelectronic-communicationnic-communication
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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