Selling In The Motor Trade

This is the first instalment of a two part interview with Jonathan Dawson from Sellchology. Simon heard Jonathan speak at the latest NADA conference and thought it would be really interesting to have him on the podcast. They discuss taking ownership of things you don’t like, getting activity right and body language. Here are the highlights: {02:07} Ah Ha or Oh Yeah {14:53} Ownership {20:41} Activity {21:32} Pattern Interruption {28:53} Body Language 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

We take a look at the best way to deal with incoming service bookings and when to introduce the VHC to your customers. Simon explains how to set the agenda, so you don’t surprise your customer, and explain the Vehicle Health Check. Here are the highlights: {01:55} Your name {02:45} Welcome back {05:10} Price shopping {12:34} Introducing the VHC {13:17} Set the agenda 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

In our second book club episode with Jason Cranswick, we discuss the ‘The Chimp Paradox’ by Steve Peters  This is a brilliant and enlightening read.  Steve explains how we all have effectively three brains and the chimp is one of them. It’s the first part of your brain to react, which makes it vitally important in your professional and personal life to learn the manage it. Your chimp will always be there, it thrives on stress, you can’t kill it but you can programme yourself to moderate it. Here are the highlights: {04:00} Three Brains {10:43} Programme Your Computer {12:04} Techniques {25:20} Leadership Shadow {26:34} ABC 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

This episode is a recap on three important points: Know Your Game Plan, Know Your Numbers and Know Your Business. Elise Kephart takes us through her start in Starbucks, and the importance of having a game plan when you contact a customer. We also hear form John O’Hanlon on how critical it is to know your numbers and your business. Then Colin McAllister reinforces the importance of selling yourself first, then the car then the deal. Here are the highlights: {01:49} Starbucks {04:15} Game Plan {09:28} Know Your Numbers {11:56} You are in control {14:31} Sell Yourself 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

This is the final episode in our miniseries on customer types. We finish on the snake, how to sell to them and what objection handling techniques work well. The snake makes decisions based on facts and logic,  so appeal to that and understand that establishing a relationship can take time. Here are the highlights: {02:13} Characteristics {03:20} Check your honesty {05:00} Salesperson is secondary {10:52} How to close {12:58} Objection Handling 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

Following on from the puppy dog in the last episode, we now look at the mouse. These customers can either be extremely easy to sell to or extremely difficult to sell to. We discuss finding common ground and how to close. Here are the highlights: {02:02} Characteristics {03:39} Walk and Style {07:31} How to sell to them {08:13} Common Ground {09:36} What Close to use 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

The third part of our customer types series, focuses on the characteristics, and how to sell to the puppy dog. We look at how to identify a puppy dog, how to make them feel special and also what not to do. The puppy dog can be easy to sell too, but it can take time and patience. Here are the highlights: {01:44} Characteristics {02:56} Walk and Style {05:17} How to sell to them {07:22} The sale after the sale {10:55} What Close to use 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

In the previous episode in our mini series on customer types we looked at the different customer types and the history behind it. It really helps in the sales process if we can identify which one a customer is portraying. The first type we discuss today is the Lion. This can also be helpful to sales managers too, when it comes to second closing and negotiation. Here are the highlights: {01:59} How to identify a lion {04:27} Easy to sell to {08:05} Be a lion tamer {11:13} Closing 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

In this episode we start a mini series about customer types. Kicking it off with a brief journey into the history behind psycho metric profiles. We then move on to a brief explanation of the four customer types, and how people can be one type in their work life and another in their personal life. This little series will cover 5 episodes and will be great to use in your sales meetings. Here are the highlights: {03:10} 400 BC – 4 Types {06:03} World War 2 {09:32} 4 Types Symco Use {12:35} Same result, achieved in a different way {21:18} Wolf of Wall Street 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

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. To find out more visit: www.symcotraining.co.uk