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Articles by Bob Clements

Fix My Problem

Fix My Problem

Recommendations for How Many Manufacturers to Carry

By Bob Clements posted on October 12, 2018 | Posted in Best Practices

Bob Clements says the important question you have to ask yourself is, "Can you meet the needs of your customers with your primary vendor?"

Achieving Peak Performance

Are You Ready to Add a Second Location?

Have a team in place to keep things running at your first store, so you can focus on the second.

By Bob Clements posted on August 9, 2018 | Posted in Best Practices

As dealerships grow, the natural tendency is to consider expanding into other markets by adding a second location. This might seem like a good way to capture more markets. However, starting a second location can potentially be a death sentence if not done correctly.

Video: High Performance Manager

Bob Clements International Boot Camp: Define the Process Video Series

By Bob Clements posted on May 22, 2018 | Posted in Best Practices

"Repeatability creates profitability. The more you can repeat an action, the better you become at performing it," says Bob Clements.

Achieving Peak Performance

The Critical Role Service Writers Play

Service writers keep customers happy and loyal to your dealership between purchases.

By Bob Clements posted on April 21, 2018

Don’t overlook the value a service writer can bring to your shop just because you have a service manager and service techs already on staff. Rural lifestyle customers are fueling growth in dealerships, so now is the time to add a service writer or redefine the position.

Best Practices with Bob Clements

1 Question to Improve Your Margins

By Bob Clements posted on April 2, 2018 | Posted in Best Practices

Source: Bob Clements International, Inc.

The No. 1 mistake salespeople make when they begin the negotiation process is not asking this question: "So, what you are saying is if I can do what you ask, then you are in a position to move forward today, is that correct?"

Best Practices with Bob Clements: Sales

Understanding Personality Types to Increase Sales Part 2

By Bob Clements posted on March 26, 2018 | Posted in Best Practices

Not all customers are the same. However, all people can be categorized into four basic personality types. Part 2 in this two-part series analyzes the characteristics of the “steady” and “thinker” personality types.

Best Practices with Bob Clements: Sales

Understanding Personality Types to Increase Sales Part 1

By Bob Clements posted on March 26, 2018 | Posted in Best Practices

Not all customers are the same. However, people can be categorized into four basic personality types. Part 1 in this two-part series analyzes the characteristics of the dominators and influencers.

Best Practices with Bob Clements: Sales

Why New Sales People Fail

By Bob Clements posted on March 20, 2018 | Posted in Best Practices

Source: Bob Clements International, Inc.

Most salespeople, especially new ones, fail for one reason; they don’t produce enough daily activity to get their business up and going.

Best Practices with Bob Clements: Sales

The ‘Walk-Around’ Part 2: Be an Enthusiastic Expert to Earn the Sale

By Bob Clements posted on March 6, 2018 | Posted in Best Practices

Every feature offers some benefit to the owner and it’s your job to highlight those features and get a “yes” from your prospective buyer over and over again, ultimately leading to the sale.

Best Practices with Bob Clements: Sales

The ‘Walk-Around’ Part 1: Create Excitement on the Way to the Close

By Bob Clements posted on March 5, 2018 | Posted in Best Practices

Performing a solid walk-around is a very important part of the sales process. However, it’s probably one of the most neglected and poorly performed aspects of selling.

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