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One Simple Phone Tip to Better Handle "What Time Do You Close?" by Richard Keeney
One Simple Phone Tip to Better Handle
Salespeople are trained to work around the customer's schedule but how do they answer the question "What time do you close?"

Dealers & Managers: Don’t Widen the Plate By Richard Keeney
Dealers & Managers: Don’t Widen the Plate By Richard Keeney
Chris Sperry's article on a baseball coach's allegorical speech is a hallmark for best practices for any industry, and a personal reminder for how to live a life of integrity.

Every Garden Will Be Invaded: Protect the New Hire by Richard Keeney
Every Garden Will Be Invaded: Protect the New Hire by Richard Keeney
It is important to evaluate the experience a new employee will have at your dealership upon arrival and for the first 90 days or so to make sure training is on track.

Top 3 Factors Women Consider When Purchasing a Vehicle by David Martin
Top 3 Factors Women Consider When Purchasing a Vehicle by David Martin
Women buyers are an important demographic to understand regarding their motives, preferences and thought-process. Read the top 3 factors women consider when purchasing a vehicle from your dealership.

Get Mentally "Fixed" Before Serving the Proposal by Richard Keeney
Get Mentally
Developing the right mentality when closing a deal with a customer is important to the sale. Salespeople must maintain a "fixed" mentality throughout the sales process.

Dang It...Pick Up the Phone! by Richard Keeney
Dang It...Pick Up the Phone!  by Richard Keeney
A personal phone call is ten times better than sending an impersonal email to a customer. Phone calls show customers you care and helps them connect on a more personal level. Taking the time to make these scheduled calls will go a long way in ensuring you will be on the customer’s radar when the time comes for another purchase.

The "Art" of Voicemail by Richard Keeney
The
Know how to leave an appropriate voicemail that will encourage the customer to make an appointment or other call to action.

10 Rules of Effective Electronic Communication by David Martin
10 Rules of Effective Electronic Communication by David Martin
Being proficient in electronic communication, especially email, is important for all salespeople.

Increase Closing Ratios: Role-Play the Proposal at the Desk by Richard Keeney
Increase Closing Ratios: Role-Play the Proposal  <em>at the Desk </em>by Richard Keeney
Role playing with your salespeople is crucial to making sure your team has practice and feedback on their presentations.

The Pain of Selling Without a Clue by Richard Keeney
The Pain of Selling <em>Without a Clue</em> by Richard Keeney
THE INITIAL CUSTOMER INTERVIEW AND NEEDS ASSESSMENT.


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