Some Smart Dealers Say the Darndest Things by Richard Keeney

Some Smart Dealers Say the Darndest Things by Richard Keeney

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...
Desk Managers: Your Body Language Has More Power Than You Realize by Richard Keeney

Desk Managers: Your Body Language Has More Power Than You Realize by Richard Keeney

Does your Desk Manager’s or Manager’s body language work for the cause?  Or is it counter-productive and negatively alter the confidence and self-esteem of some Salespeople?   Back in the day, when you were selling, do you remember approaching the desk with...
Could Your Salespeople Sell Popsicles? by Richard Keeney

Could Your Salespeople Sell Popsicles? by Richard Keeney

Whether called Product Specialists or Salespeople, how would yours do selling popsicles? Let me share a recent experience. I was so ready for a chocolate dessert the other afternoon and I was looking for the Yes, We’re Open sign at the ultimate popsicle store in town....
The “Good News” Compromise of Negotiating and Closing by Richard Keeney

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

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...