Selling In The Motor Trade

Attitude is very important in selling, and so often selling starts in our heads. An example of this is Henry Ford. He never gave up, even when he was repeatedly told something wasn’t possible, he almost took it as a challenge.  We look at the story round Ford’s development of the V8 engine and see how it inspires us today, whether it’s the truth or not! Here are the highlights: {01:00} If you think you can’t you can’t. {02:45} You can have it in any colour. {04:05} It can’t be done. {06:15} Thomas Edison’s Workshop 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. To find out more visit www.symcotraining.co.uk

Changes within the automotive industry is something we have focussed on with a lot of our guests. Upheaval throughout the pandemic, and issues with parts and electronics certainly took their toll. So in this week’s episode, Simon talks to another fellow Aussie , Steve Curran about where the industry is going and how it has changed over the years. Now Steve is considered one of Australia's  automotive industry leading motivational and sales leaders, so his insight and experience is fascinating. He explains how he first got into the industry , recalls the very first car he sold and goes into a great amount of detail regarding Best Practice in all areas of the business and how it is the key to success. This is the first part of a two part interview. Here are the highlights: {01:22} The hardest job in the dealership - Service Advisor. {03:30} Remembering the Mazda 6 {13:35} Closing the escape hatches. {22:25} Getting out there and selling {24:39} Focus on what doesn’t cost you money! 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 inspiring 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. To find out more visit www.symcotraining.co.uk

This is the second and final part of Simon’s interview with Joni Stuker. Joni has spent 36 years as an Automotive Consultant and Trainer and is one of the people who Simon met early on in his career and has been a huge influence on how he trains. She is a TED Talk presenter and has spoken several times at both the NADA and RVDA. It’s fair to say that Joni is the expert on dealing with Call Centres or Business Development Centres as they’re known in the US. On this episode Simon and Joni discuss asking for referrals , that fear of rejection , the future of the motor-trade and the importance of communication to the customer and your team. Here are the highlights: {02:51} There's always a middle path {05:30} That fear of rejection {14:21} Both ends of the spectrum {19:37} Did you have to be a genius to sell a car? {32:12} Communication is key 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 inspiring 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. To find out more visit www.symcotraining.co.uk

It was my absolute pleasure to have the brilliant Joni Stuker on the podcast this week. Joni has spent 36 years as an Automotive Consultant and Trainer and is one of the people who I met early on in my career and has molded the way I train. She is a TED Talk presenter and has spoken several times at both the NADA and RVDA. It’s fair to say that Joni is the expert on dealing with Call Centres or Business Development Centres as they’re known in the US. On this episode we’re talking all about where Call Centres are going. Where they are now and what the future looks like for them. Here are the highlights: {5:05} Joni’s greatest day in the car business. {7:05} How Joni got into training {8:51} The 4-step process for getting a lead {16:37} What happens if you don’t ask for referrals {20:32} Eating a Burrito could save your life 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 inspiring 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. To find out more visit www.symcotraining.co.uk

In this episode we speak again to The YouTube Diva herself, Elise Kephart, in the last of this four part series. Elise now runs her own sales training organisation in the United States, and in this episode, she offers some inspiring tips on closing sales , earning customer trust , avoiding being ghosted by the customer and much more! There are some real gems in here from someone at the absolute top of their game in the car - sales industry. Share this far and wide! Here are the highlights: (01:04) What’s the right approach for the digital response team? (07:09) Where does video fit in the sales process? (12:39) Text or Call? (24:58) Are we going to be around in the future as car salespeople? (27:10) The first 90 days - what's the plan? 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 inspiring 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. To find out more visit www.symcotraining.co.uk 

Jack Allman, Co-founder and Chief Commercial Officer of Bumper, shares insights on maximizing results in automotive service departments. He discusses the key differences between good and great after-sales service, emphasizing the importance of being proactive with customers. Jack highlights strategies for dealing with distressed customers, building confidence in service advisors, and navigating shifting customer expectations. He also explores the integration of digital tools with personal interactions and the evolution of automotive payment options to enhance customer satisfaction.

In this week’s episode I am chatting again with Elise Kephart (if you’ve not listened to episodes 1&2 then please check them out!) We discuss how Elise got started, how becoming a mum changed her outlook, and how the concept of TEAM is so important in this business.  Here are the highlights: (01:43) Ok,now I’m going to be a mum! (04:32) Its not a cake-walk (07:08) A real eye-opener (10:01) That team mentality 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 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 inspiring 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. To find out more visit www.symcotraining.co.uk

In this week’s episode I am chatting again with Ian Parker - Ian began in the motor Industry in 1983 at Central West Ford selling new Fords and Used Cars in Orange NSW Australia. By 1989 Ian had established Ian Parker Motors in Orange, starting with only 9 used cars on 800sqm block, and 2 staff.  Ian Parker Motors grew into a leading dealership in the Central West where everyone shopped for a quality used vehicle ~ with a quirky little jingle “Ian Parker Cares” which is still remembered today! Now Ian runs a successful automotive coaching business - https://ianparkerinternational.com/ Today myself and Ian are discussing a crazy phenomenon where people are buying cars for £15,000 and then bringing them in, trading them in, and getting the same if not more than what they originally paid for them. It's unprecedented! Will this continue or is the bubble about to burst?  And if it does , where does this leave us all? Here are the highlights: (03:37) Setting aside for Winter (the ants analogy) (07:32) When reconditioning goes through the roof (10:08) 16 grand sitting on the fridge (15:51) Selling the car privately? (19:31) What separates the good from the great 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 inspiring 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. To find out more visit www.symcotraining.co.uk 

In this episode we continue our conversation with The YouTube Diva herself, Elise Kephart. Elise now runs her own sales training organisation in the United States, and in this episode, she talks about how video has always been in her arsenal , right back to her first sales positions in the industry. She talks us through how video has evolved from cumbersome cam-corders to hi-tech smartphones and how her selling has evolved with these devices. This is the second of a three-part interview with Elise. The last part will follow over the next few weeks so watch out for that! Here are the highlights: (01:47) Camcorder and Windows MovieMaker (07:33) Templates (12:49) Video Has To Evolve (14:13) You gotta start with your face 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 inspiring 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. To find out more visit www.symcotraining.co.uk

I’m joined today by Darren Bedford and Andrew Clark and we've been looking at what's happening in the future and asking questions such as: Where's the motor trade going? Used car stock - what's happening there? And we've got to talking about the disruptors out there. Who are these disruptors? Are the still “disrupting” or are they on the way out? And where does that leave the rest of us? Join us as we pick apart what the motor trade looks like in 2023 Here are the highlights: (02:07) Who are these disruptors? (05:22) The human touch (07:22) The Omnichannel approach (15:23) Availability and the market (17:49) That tired stereotype (30:20) The skills we had before all this 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 inspiring 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. To find out more visit www.symcotraining.co.uk