Service Bookings and VHC
Selling In The Motor Trade
by Simon Bowkett
1w ago
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 whe ..read more
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Manage Your Chimp
Selling In The Motor Trade
by Simon Bowkett
2w ago
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} Techniqu ..read more
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The Three Knows
Selling In The Motor Trade
by Simon Bowkett
3w ago
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 ..read more
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The Snake
Selling In The Motor Trade
by Simon Bowkett
1M ago
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 somethin ..read more
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The Mouse
Selling In The Motor Trade
by Simon Bowkett
1M ago
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 ..read more
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The Puppy Dog
Selling In The Motor Trade
by Simon Bowkett
1M ago
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. Th ..read more
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Mastering The 4 Customer Types
Selling In The Motor Trade
by Simon Bowkett
2M ago
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 wa ..read more
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Everything Centres Round the Customer
Selling In The Motor Trade
by Simon Bowkett
2M ago
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 upsell ..read more
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Give People the Meat
Selling In The Motor Trade
by Simon Bowkett
2M ago
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 or coaching your team. Here are the highlights: {02:14} What separates the good from the great {07:16} Look at your audience {14:30} Work in the industry {22:10} Get feedback from the audience ..read more
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2024 Goals
Selling In The Motor Trade
by Simon Bowkett
2M ago
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 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 ..read more
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