Selling In The Motor Trade Everything Centres Round the Customer
This week we take a step back and listen to some of the tops tips from our previous guests. There is one thing that Jim Reid, Steve Faulkner, Jeff Cowan and Mike Jones all have in common – everything centres round the customer.
Whether it’s in sales or aftersales, good customer service, and a good customer journey, are the keys to success. Of course, we all know this, but sometimes we get bogged down in the minutiae and forget the basics.
A good episode to refocus all our minds for the year ahead.
Here are the highlights:
{02:27} Chasing the pound
{06:11} Importance of upselling in service
{08:59} Map the customer journey
{13:17} Keep the customer and the vehicle for longer
About Symco Training:
Symco Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its clients something different. That difference was clear to Simon from his days in the dealership when he experienced many sales trainers who had all the answers, but were unable, unwilling or both to actually show the delegate how they could be implemented. It remains the ethos of the business today. You see, Symco only employ trainers that are committed to delivering not only in spiring and insightful training, but are equally as happy to demonstrate these skills and techniques with real customers in your own showroom. We believe in order for sales training to be effective and in Simon’s words ‘real world’, it needs to be tried and tested in the only place it matters the showroom floor. There is no room for theory when your goals are for your team to sell more cars, hours or parts and retain more profit. In dealerships around the world the focus applied by many of the sales executives is to try and sell a deal. Symco specialise in getting your teams to focus on selling themselves, the product and then supporting this with the deal.
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