Selling In The Motor Trade

Another episode of full of golden advice, with tips from William Brown, Tommy Gibbs, Robin Luscombe, Peter Smyth and James Voortman. Whether you are looking for inspiration, motivation or guidance, this episode looks at retailing, keys to success, aged stock and putting the customer first. Here are the highlights: {00:37} Peter Smyth {02:24} Robin Luscombe {04:18} William Brown {06:06} James Voort...

This week we continue our series of Greatest Tips with Dave Anderson, Frank Genobile,  Jason Harris, David Peel and Chris Wiseman. If you are looking to progress your career, improve your marketing, make your business a success or be a better manager, then this episode is definitely for you. Here are the highlights: {01:25} Chris Wiseman {02:15} David Peel {04:48} Jason Harris {07:46} Dave Anderso...

Since we stated the podcast over 150 episodes ago, we have interviewed more than 40 Titans of the Motor Trade. This has given us a great catalogue of top tips Our episode this week, is the first in a series of golden nugget compilations, that will help you in your career, whether that's in sales, aftersales or management. Here are the highlights: {00:37} Sean Kelly {03:46} Gavin Hydes {04:11} Patr...

We should offer Gap insurance to every customer so they can make an informed decision. In this session we talk about hooks that can be used early in the sales process,  which then help you to explain the details of your Gap product later.   Last but not least we then cover some objection skills. Here are the highlights: {04:45} What level of asset protection? {06:11} Protect the whole car {07:34}...

We all like to think that we make up our own mind, but do we? In reality we do copy other people, and there are lots of experiments that prove this. So, when you are talking to your customers, there are 5 simple phrases that can help based on this. Here are the highlights: {01:17} We are like sheep {04:50} Busy restaurant {05:52} Stand up, sit down {08:25} Turn up late {13:33} NADA {17:50} 5 Simpl...

A much requested topic this week. We look at when a customer asks about the best price at the start of the conversation. We talking about before they've even sat in the car, within the first 2 minutes. After listening to this episode, you will leave with 3 techniques that can help you navigate this question. Here are the highlights: {02:24} Small talk {04:17} Easiest part of my job {07:11} Is the...

Lots of sales people, even very experienced struggle when a customer needs to speak to their wife, husband, partner or boss etc. This episode covers techniques to help you discover any objections, that might be masked by a decision deferral. Here are the highlights: {01:16} Deal with it at the beginning {05:52} Business to Business sale {07:00} Shaking hands {08:11} Involve everyone {10.32} Are th...

When is the ideal time to follow up unsold prospects and what should you say? This episode will give you an outline call structure, time to call and what to discuss. Another essential listen in your morning meeting. Here are the highlights: {01:33} Typical follow up call {04:39} Your introduction {05:50} Get the green light {07:01} The excuse {08:50} Questions {10:38} Scale 1-10 About Symco Traini...

A highly requested topic this time, handling Paint and Fabric Protections objections.   We a look at techniques to help explain the benefits to your customers, and also give you or your sales team confidence in the product.  A great listen for your next sales meeting. Here are the highlights: {01.19} Posh polish {04:28} Application {06:12} Manufacturer Approved {06:53} Profit isn't a dirty word {0...

A short business story for you about the growth of Starbucks. We can learn a lot from Howard's business journey, his dedication and resilience,  and also the belief he had in selling the experience to his customers.  However, the Starbucks story could have been very different if Howard hadn't taken action in 2009 to turn its fortunes around. Here are the highlights: {01.45} Howard Schultz {02:31}...

Jason Cranswick Chief Operating Officer at MARUBENI AUTO INVESTMENT (UK) LIMITED and Managing Director of Norton Way Group is back with us for the second instalment of his interview. We look at the importance of a robust sales process, but also having the freedom to work within it.  How culture is more important than strategy and also look at the culture within Marubeni. Here are the highlights: {...

A little bitesize sales meeting episode on good old cash conversions! Yes, they are still relevant in 2023, as customers think they will get a better deal. We look at a few techniques for sales people and business managers alike, to maximise these opportunities. Here are the highlights: {01:02} Stop asking the funding question {02:15} Savings or loan {02:51} Assumptive {03:20} Budget {06:53} Depre...

This week we delighted to talk with Jason Cranswick Chief Operating Officer at MARUBENI AUTO INVESTMENT (UK) LIMITED and Managing Director of Norton Way Group. Jason is unusual, in the fact that he has worked for dealer groups, manufacturers and a disruptor. This background brings a vast wealth of knowledge that we tap into for this two part interview.  There are take-home points for everyone whet...

In this episode Simon and Andrew Clark (Operations Director, Symco Training) delve into the challenges of recruiting. Attracting the right calibre of staff is becoming increasing difficult, and with agency there is the risk of losing quality sales team members. How do we deal with these issues going forward and where do we try and recruit from? Here are the highlights: {02:10} Challenges for the t...

Alistair Horsburgh, Group Chief Strategy Officer, from CitNOW Group, returns this week to chat about everything from Artificial Intelligence and Sales Agency to looking at future investments. One of the biggest challenges to sales and service staff is time, and we discuss that there will always be opposing views about AI, but it should be used to help staff and bring efficiencies.  When looking fo...

Kenneth joins us again to look at the agency model, customer confidence, emerging brands and the ownership journey. Under the agency model, how are the OEMs going to value trade-ins,  deal with pre-registrations and are they going to proactive or reactive? Something for everyone in this episode, whether you're a sales executive, manager or investor. Here are the highlights: {02:50} Emerging brands...

It's a pleasure to have Alistair Horsburgh, Group Chief Strategy Officer, from CitNOW Group, with us this week to tell us about the group and his career path so far. We discuss how a dealer's digital presence is key but also presents challenges in how  to differentiate a business. This then leads us on to examine the ever evolving decision journey a consumer makes when buying a vehicle. Alistair w...

Delighted to have Kenneth Purdon from The Specialist Car Buyer Ltd with us this episode.   We discuss where the market is at the moment, what direction its going in, stock levels, and whether the Chinese Manufacturers will increase their presence in Europe and the UK. This then leads us on to talk about electric vehicles with the challenges and advantages they bring. Kenneth will be back with us i...

This week we have the second part of our interview with John O'Hanlon, CEO of Waylands, looking at everything from acquisitions to agency and beyond. John explains that the Waylands strategy for acquisitions focuses on region and brand, with a very strong emphasis on electric vehicles. The group is working with brands that can achieve volume and growth, whilst also believing there is strength in d...

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...

We welcome John O'Hanlon from Waylands to the podcast this week.  John started his career as a chartered accountant with Grant Thornton, specialising in consultancy in the motor trade.  He then set up Ridgeway Garages with David Newman, and built it to a 30 dealer group which was subsequently sold to Marshalls. John believes that great dealerships and groups all have a culture that cares, with the...

We are joined by Darren Bedford and Colin McAllister again following on from our discussion last time and look at how we can implement good processes in the service department. How can your technicians get all the work done, how can your service advisors get time to upsell and how do you keep your customers happy? These are just some of the questions we look at and pass on our we have learned. Fro...

Dale Wyatt, Director Automobile – Suzuki GB PLC, continues his discussion with us and this week we move on to agency. From Dale's perspective the dealership is the physical embodiment of the brand, and the dealer is where the value is. Agency is a huge culture change, which is underestimated by a lot of OEMS. There are upsides for the dealer in agency, from stocking to debts, but do theses outweig...

In this episode Simon, Darren Bedford and Colin McAllister look at the service department and strategies for the 'Golden Hour'. With current financial pressures, customers are delaying servicing their vehicles. Then when the cars eventually come in to the dealership, more work needs to be done due to the delay.  Also, as previously discussed,  finding Technicians is becoming increasingly difficult...

Dale Wyatt, Director Automobile – Suzuki GB PLC, joins us to discuss processes and activity. From starting his career as a door to door salesperson, to working with Volkswagen Group, Dale has developed a great depth of experience in sales and the motor trade. He firmly believes that you have to respect the process, and although you can short it,   it will catch up with you. At Suzuki, they have fo...