The Mar-Kee Group
"One More" by David Martin
I would like to recommend a very important philosophy that you should incorporate into your daily sales regiment. The concept is called “One More”. At its heart, it simply means that when you think you are done, do one more. One more what, you ask? One more phone call, one more email, one more text, one more social engagement, one more prospecting attempt, give out one more business card, send out one more video, make one more attempt to close. One More!
Look, we have all heard that selling is a numbers game and to some extent that is true. However, more important than sheer numbers are quality numbers.
For instance, if you make 10 rushed, poorly thought-out phone calls just to get through your task list, adding one more probably won’t do any good. What I’m saying is that when you follow-up with prospects, and you simply ask “have you decided yet?” or “do you have any questions?” it’s probably not very effective. However, if you review your CRM first to see what was previously discussed, or whether you made any notes that would enable you to connect on a more personal level, it can become a quality phone call.
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
The Mar-Kee Group
The Best "Last Two" Questions to Ask BEFORE Getting the Proposal by Richard Keeney
It is my belief that these two questions need to be asked every time before leaving the customer to get a proposal from management.
Next to the last question to ask the customer before getting up to go for desk assistance:
“Is there any additional equipment you want me to factor into your proposal?”
You have given the customer a chance to share the other equipment they may be considering. These are items they ask you to throw in if you want them to sign up. Often times it’s when you can least afford it; after you have already made previous deal concessions.
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
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
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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 #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
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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