About Bob Clements

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So far Bob Clements has created 25 blog entries.

Sales: Compensation

Compensation, regardless of the position in a dealership, is always a hot topic.  How much can I afford to pay? What level of performance do I have the right to expect as an owner from my people? How do I know whether I am paying too much, or just as bad, not enough, and then risk losing my good people to a competitor?  [...]

By | 2019-05-07T16:44:13+00:00 May 7th, 2019|Uncategorized|

Understanding the Roles of the Sales Department

Regardless of whether it’s service, parts, sales, or rental, each department has various roles that need to be filled to successfully take care of customers and to make sure the dealership is growing as projected. In the past, I have discussed both the service and parts roles; this week I want to focus specifically on sales. Depending upon the size of your dealership, [...]

By | 2019-04-25T15:05:48+00:00 April 23rd, 2019|Uncategorized|

How to Find Sales Employees

When you think about sales people, what comes to mind? For most people, it’s words like slick, slimy, greasy, or con artist. Now tell me, who wouldn’t want to be a sales person when those words come to mind? As you are looking for salespeople, I think most dealers we work with would agree that the words above aren’t words that they would [...]

By | 2019-04-17T16:44:56+00:00 April 15th, 2019|Uncategorized|

Showroom Strategy

Today’s largest customer segments, Baby Boomers and Millennials, are influenced by attractive, interactive showrooms. Their purchasing decisions are influenced by your brand as well as the layout and overall appearance of your showroom and outside displays. Branding is one of the most important elements of any dealership. In the past, dealers tended to let their manufacturer’s brand be their brand. Today, things are [...]

By | 2019-04-05T17:24:09+00:00 April 5th, 2019|Uncategorized|

Sales: Building Long-Term Relationships

Successful sales professionals take care to develop long-term relationships with their customers. They understand that the only way to consistently generate orders and increase business is through customer loyalty. This loyalty is built by continuing to monitor and cultivate the customer’s satisfaction. Document the Selling Process.  In order to structure a long-term relationship, you need to document the selling process and ensure your [...]

By | 2019-03-27T14:11:25+00:00 March 27th, 2019|Sales, Uncategorized|

Sales: Conveying a Professional Image

Great sales people aren’t great because they know everything possible about the products they sell. They are great because they have the ability to transfer the excitement for the product to the customers interested in the equipment they are selling. While it’s important to know as much as you can about the equipment you sell, that alone won’t help you increase your sales. [...]

By | 2019-03-19T19:41:48+00:00 March 19th, 2019|Uncategorized|

Sales- Creating Rapport

When you meet with a customer for the first time, you should create a comfortable selling situation for both you and the customer. This is called building rapport. It is your ability to relate to the customer and the customer’s ability to relate to you — a two-way interpersonal connection. While a number of factors determine the level of rapport you will have [...]

By | 2019-03-12T21:26:35+00:00 March 12th, 2019|Sales|

Sales- The Qualifying Process

Sales- The Qualifying Process When selling, I’ve always found it useful to have a process in place to help determine if a prospect is someone I can truly turn into a customer. This is why qualifying is important; it allows you to determine how much time you should invest, up-front, with a prospect.   While you will find situations where a prospect doesn’t meet [...]

By | 2019-03-07T20:08:39+00:00 March 5th, 2019|Sales, Uncategorized|

 Questions to Self-Evaluate Your Service Department

Your goal is to be able to say “yes” to 6 out of the 8 questions. If you are having trouble answering “yes” to many of these questions, you may need to invest time to get your service department processes in place. Do you maintain an accurate accounting of all your technicians’ time? We buy time by the hour, track it by the [...]

By | 2019-02-28T20:27:40+00:00 February 28th, 2019|Uncategorized|

The Secret to Flat Rating

So, why should we use Flat or Standard Labor Rates (SLR)?  It’s good for both you and your customer.  From the customers perspective, it gives them the ability to know what the charge for the work is going to be regardless of the technician’s skill level.  If they have an “B” or “C” tech working on their machine, the billable hours could be [...]

By | 2019-02-13T20:36:38+00:00 February 11th, 2019|Uncategorized|