Selling In The Motor Trade Skills for Handling Service Objections
This is the third instalment of our discussions round aftersales with Darren Bedford and Colin McAllister.
Are your service advisors struggling with upselling? Sometimes it’s not what we say but how we say it. How facts are presented to the customer can make all the difference. From what the Tech says in the VHC video to how that is followed up by the advisor.
After listening to this episode, you will have some ideas to put in place in your department, or role, that will build you or your team’s confidence when talking to customers about recommended work.
Here are the highlights:
{01:25} Get into the workshop
{06:50} Pictures create a thousand words
{10:42} Promise me
{13:37} SWOP
{17:35} Expert recommended work
{27:25} Plan your day
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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