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 more good decisions than bad.  Read further…

Daphne, AL — September 23, 2019 — The Mar-Kee Group relaunches markeegroup.com with a completely new design to make sales training resources easier to navigate and faster to access for automotive dealerships, boat dealerships, and recreational vehicle…

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…

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. Hallelujah, they were open! They sell nothing…

Daphne, AL — March 7, 2019 — The Mar-Kee Group announced the release of a brand new RV-Specific Service Advisor “Sales” Training program — “RV Professional Service Advisor…

Do you have a few showroom guests that object to a write-up, even after they’ve…

The T.O. strategy has been around for quite some time, yet at some dealerships it’s not an “all the time” thing.  Some salespeople view it as a friction point with management.  Some handle it very well.   They are grateful for the opportunity to get additional support as a final effort to close a sale.

It is highly recommended…

Your objectives in the interviewing and screening process are plentiful. The old school “hit them hard, right between the eyes and see if they can take it” approach may not be the best method in today’s climate.

Testing people to see if they’re “tough enough” for their role, in my opinion can be unnecessarily…

Salespeople, Managers and Dealers:  Stop losing time and money because it’s easier to say…

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 professionals that really get…

Pick a number and live it every day, with every deal. The target could be a volume number, gross number or both. Sure, you will have other targets such as CSI or occasional targets set by the manufacturer for incentive purposes, but I’m talking about a number that simplifies your expectations and your agreement with all…

I would like to recommend a very important philosophy that you should incorporate into your daily sales regiment. The concept is called “One More”. At its heart, it simply means that when you think you are done, do one more. One more what, you ask? One more phone call, one more email, one more text, one more social engagement, one more prospecting attempt, give out one more…

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…

First off, I’m not painting all salespeople with a wide brush here. Face it, it may be human nature for some to lack the conviction when they have a good bit of doubt about the anticipated customer's reaction to a proposal. 

I'm not insinuating that most salespeople are lacking…

Do you really know how your salespeople are answering this question:  “What time do you…

Any discussion on objections would have to start with a simple, yet profound, premise. …

With electronic communication as one of the major ways we communicate, it’s imperative for your team to pay close attention to what they are saying to customers and how it may be conveyed. Communication involves 3 things: words, voice inflection and body language. As such, the verbal communication of words alone only count for 7% of the message being received. The emotion behind the intent is not conveyed through electronic communication. This is why more attention is needed to…

There are many 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 involvement in the hiring decision.  Those…

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.” Every day I see people bending the rules to fit their desires. For example, in my neighborhood I see people intentionally run stop signs. What bothers me is that many of these people…