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 a...
“Building Relationships: Turn Your Weakest Marketing Arm Into Your Strongest” By Richard Keeney

“Building Relationships: Turn Your Weakest Marketing Arm Into Your Strongest” By Richard Keeney

Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door?  Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization. Many dealers have a few sales...
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...
The Best “Last Two” Questions to Ask BEFORE Getting the Proposal by Richard Keeney

The Best “Last Two” Questions to Ask BEFORE Getting the Proposal by Richard Keeney

It is my belief that these two questions need to be asked every time before leaving the customer to get a proposal from management.  Next to the last question to ask the customer before getting up to go for desk assistance: “Is there any additional equipment you want...