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The Pain of Selling Without a Clue by Richard Keeney

The Pain of Selling Without a Clue by Richard Keeney

Jul 31, 2015 | Automotive, Boat, Needs Assessment, RV, Sales Training

As a desk manager, you, more than most, understand the value of information. You function better, and, of course, can desk much more effectively when you know more about the buyer.  When you are more aware of the customer’s motivations, whether there is...
Underdogs: The Theory of Competition (Video & Content by Spencer Jardine) Shared by Richard Keeney

Underdogs: The Theory of Competition (Video & Content by Spencer Jardine) Shared by Richard Keeney

Jul 31, 2015 | Competition, Goal Setting, Growth, Motivational Video Archive, Teamwork

Here’s the thing that makes life so interesting. The theory of evolution claims that only the strong shall survive. Maybe so, maybe so. But the theory of competition says just because they’re the strong, doesn’t mean they can’t get their [***]...
Rise And Shine: It’s All Up To You Now! by Richard Keeney

Rise And Shine: It’s All Up To You Now! by Richard Keeney

Jul 31, 2015 | Goal Setting, Growth, Motivational Video Archive

Luck is the last dying wish of those who wanna believe that winning can happen by accident.  Sweat on the other hand is for those who know it’s a choice.  So decide now, because destiny waits for no man.  And when your time comes and a thousand...
“I Want to Think About It” – The Most Common & Vague Objection by Richard Keeney

“I Want to Think About It” – The Most Common & Vague Objection by Richard Keeney

Jul 31, 2015 | Automotive, Communication, Handling Objections, Sales Process, Sales Training

5 reasons why salespeople may receive a “vague” objection: 1.   The customer is uncomfortable with price issues.  2.   The customer is uncomfortable with you or other dealership personnel.  3.   The customer is not...
The “Sold” Customer Follow-Up Blueprint by Richard Keeney

The “Sold” Customer Follow-Up Blueprint by Richard Keeney

Jul 31, 2015 | Automotive, Follow Up

Salespeople need a solid customer follow-up plan to make sure they stay on their customer’s radar.  Many dealerships have excellent follow-up strategies.  However, all too often, during training we find salespeople that lack direction.  As a...
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