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...
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 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...