Nov 27, 2017 | Boat, Conflict Resolution, Growth, Role Play, Sales, Teamwork
I am often asked what I think 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...
Oct 17, 2017 | Automotive, Boat, RV
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 on staying late more often than necessary. Now...
Sep 6, 2017 | Automotive, Closing, Communication, Conflict Resolution, Handling Objections, Role Play, Sales Management
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...
Aug 15, 2017 | Automotive, Conflict Resolution, Sales Management
6 Objections That Successful Salespeople Have Mastered 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...
Jun 6, 2017 | Conflict Resolution, Human Resources, Leadership, Management Training, New Hires, Sales Management
I recently spoke with a friend and client regarding a specific turnover issue: Sales Managers who have given up on the bottom twenty percent of their sales team, and have stopped trying to salvage that person’s employment. This is especially true for managers with no...
May 10, 2017 | Closing, Communication, Education, Human Resources, Leadership, New Hires, Sales Management, Sales Process, Sales Strategies, Sales Training
When it comes to sales management training for vehicle sales, I’m reminded of a quote I recently read by John Wooden, “The best leadership tool you have is to lead by example.” It bothers me to see parents teaching their kids that it’s...
Mar 15, 2017 | Automotive, Closing, Communication, Conflict Resolution, Customer Service, Desking The Deal, Gross Profit, Handling Objections, Internet, Negotiation, Sales, Sales Process, Sales Strategies, Sales Training
Customers looking to buy a new or pre-owned vehicle will always be looking to get the best deal. It’s hardwired in most of us to attempt negotiations. Where you end up, if you get the deal, and how good the customer feels about it is dependent on the salesperson...
Jan 23, 2017 | Building Rapport, Communication, Customer Retention, Customer Service, Growth, Sales, Sales Process, Sales Strategies, Sales Training, Service Advisors / Service Writers, Service Training
We can all agree that customer retention in the Service Department trumps all. It brings long-term profitability, higher new vehicle resale rates, higher sales per RO, and increases in Customer Pay work. With that said, you will understand and salute the...
Jan 2, 2017 | Automotive, Closing, Education, Handling Objections, NADA, News, Sales, Sales Process, Sales Strategies, Sales Training
January 1, 2017 — The Mar-Kee Group announced that 10-time National Automotive Dealers Association speaker and President of the Mar-Kee Group, David Martin, will present a sales training workshop, “Marketing Opens the Door: Closing Seals the Deal” at...
Nov 30, 2016 | Automotive, Communication, Customer Service, Emails, New Hires, People, Sales, Sales Management, Sales Process, Sales Strategies, Sales Training, Teamwork
Do you have an employee needing a strong sales process foundation? Imagine one of your new salespeople, or one who is under-performing, were to receive their sales training assignment every Monday through Friday morning over the next 90 days! Start every day the...
Recent Comments