Some Smart Dealers Say the Darndest Things by Richard Keeney

Some Smart Dealers Say the Darndest Things by Richard Keeney

by | Nov 26, 2019 | Automotive, Boat, Communication, Conflict Resolution, Education, Gross Profit, Growth, Leadership, Management Training, RV, Sales Management, Sales Process, Sales Training

First, I’ll preface by saying I have great admiration for managers, upper management and dealers.  They are usually very intelligent, courageous, and have worked hard all of their lives.  They are usually great stewards of the money and got where they are making a lot...
The “Good News” Compromise of Negotiating and Closing by Richard Keeney

The “Good News” Compromise of Negotiating and Closing by Richard Keeney

by | Jun 20, 2018 | Automotive, Closing, Communication, Confidence, Desking The Deal, Gross Profit, Leadership, Management Training, Negotiation, Sales Management

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 most likely have already overcome a good bit to get...
3 Strategies to Improve Vehicle Sales Gross IMMEDIATELY… by Richard Keeney

3 Strategies to Improve Vehicle Sales Gross IMMEDIATELY… by Richard Keeney

by | 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...