Selling In The Motor Trade

Andrew Wakelin, Regional Operations Director of Stellantis &You, returns to continue his interview and discuss how to ensure your dealership is successful in an agency model. With electric vehicle targets on everyone's mind, we also look at strategies to help you on your way. Lastly Andrew shares his wisdom, on recruiting and staff motivation. Here are the highlights: {03:10} Customer Satisfaction...

We are delighted to have Andrew Wakelin, Regional Operations Director -Stellantis &You,  with us for the next two episodes. Andrew started in the trade valeting cars, in the days when it's fair to say the management style was very different from what we like to see now.  It was then, he vowed not to treat staff in the way he was treated and how important it is to know who is working for you. We di...

Book Club is back! In this episode we review Atomic Habits by James Clear. Our habits create our lives and its little habits that can change our lives over time. This book is full of useful hints and tips that any manager could put into place instantly in their dealership to help with improvements in both results and culture. There are practical tips from habit stacking to making your habits obvio...

AI is not going to go away, so let's embrace it and see how it can help you in your dealership or job? We can use AI in so many ways, that the list is actually endless.  However, we do need to be clever with it, and tell it what good looks like, to get great results. Will it replace staff in a dealership?  Here are the highlights: {03:02} Deal for a $1 {05:06} Email Responses {08:42} Improve Marke...

Most customers start their buying journey online or by phone, so communication is key. Given that we can't use a lot of our non-verbal communication skills on the phone or by email, it's even more important. In this episode Simon talks about how the trial close can help. Here are the highlights: {01:57} Trust & Rapport {02:47} Using AI {04:19} Non Verbal Communication {07:26} Trial Close About Sym...

In the concluding episode of our two part interview with Jonathan Dawson from Sellchology we talk about management and sales skills that can be applied whatever your position is. Everything from empathy and looking for the good, to understanding your team and what motivates them. Jonathan also shares some of his best sales tips and techniques. Here are the highlights: {05:44} Fundamentals {13:02}...

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} Activi...

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 Tr...

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 b...

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...

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...

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 Tra...

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 aft...

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...

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...

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...

What makes a great sales trainer? This is a question we get asked regularly, so in this episode we look at the qualities that Symco look for in people to join our team. Great trainers go on more training than their delegates to stay fresh and sharp,  can engage an audience and are good communicators. These tips can help, not only if you are looking for a career in training but also public speaking...

It's the time of year for goal setting, so let's talk about some techniques that can help you. These tips can be applied to help with you goals in your career, home life and financial aspirations. A great episode to play in your sales meetings this month. Here are the highlights: {01:22} SMART Goals {01:47} Dream Goals {02:40} Process Goals {06:45} Magical Tip {09:05} Failure {12:10} Habit Forming...

This week we are trying something new for the podcast - a book club.  Jason Cranswick joins us to review and discuss one of our favourite books, 'Who Moved My Cheese' by Dr Spencer Johnson. The book is about two mice and two little men who live in a maze, and you've guessed it, someone moves the cheese. It may seem like a simple story, and yes, it is a very easy read, but there are a lot of really...

Our discussion with Gareth Timmins, former Royal Marine and author, continues this episode. We delve into goal setting, if visualisation works and how to cope with the post completion lull! So much here that can be applied to your everyday life, at home at work, with your finances or even in the gym. Here are the highlights: {01:03} Visualisation {01:48} Process Goals {03:20} Focus on Failure {13:...

We are delighted to interview Gareth Timmins this week, he is a former Royal Marine Commando, and a successful author. Gareth shares his experiences going through military training, how he kept a healthy mental attitude and how he overcame hurdles along the way. A lot of the skills he learnt can be applied by anyone driving to succeed in their career and business. Here are the highlights: {02:37}...

We continue with the second instalment of our interview with Sean Kelly – Managing Director, Vines Group. For Sean staff satisfaction is key, and with an attrition rate of less than 20% this year across the group (including technicians), he knows what he's talking about. Luckily for us, he is happy to share the group ethos that keeps their team and consequently customers happy.  Agency is coming t...

Back by popular demand,  we have another great discussion with Sean Kelly - Managing Director, Vines Group. In this the first episode of a two part interview, we discuss the rapid period of change in the motor trade, the impact of the economy and extended buying cycles. Sean has many years of experience in the OEM and dealer network, and also gives us his views on used car values, selling EV's and...

We carry on with words of wisdom from Dale Wyatt, Sean V Bradley, Kenneth Purdon, Umesh Samani and Jack Allman. This week features advice on measuring progress, referrals, listening skills, honesty and carrying out VHC's early in the day. Here are the highlights: {00:37} Dale Wyatt {06:40} Sean V Bradley {07:46} Kenneth Purdon {08:26} Umesh Samani {09:33} Jack Allman About Symco Training: Symco Tr...

We continue with our compilation of greatest tips again this week and hear from James Weston, Tom Stuker, David Manchester, Nic Verneuil and Joni Stuker. The focus is optimism and belief, account management, preparing your business for sale, adaptability and communication skills. Here are the highlights: {00:37} James Weston {03:07} Tom Stuker {08:53} David Manchester {15:25} Nic Verneuil {17:10}...