Selling In The Motor Trade Simon Bowkett

In this episode Simon looks at how to coach your team without falling into the trap of criticising everything.  Its easily done, but we look at some techniques to help you show them what good looks like, and get the best out of your team.
We want to avoid resistance, much like when we appraise a customer’s part exchange and get buy in.
Here are the highlights:
{02:11} Praise the effort
{03:35} Coach themselves
{06:09} Resistance
{08:12} 4 Questions
{11:33} How often
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

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 & Service Plans
{06:57} Preferential Treatment
{09:15} Electric Vehicles
{18:11} Recruiting 
{22:17} Going the Extra Mile
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

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 discuss some of his successes along his career journey and his top tips for getting that promotion. 
Here are the highlights:
{06.07} Walk in through the workshop
{11:17} Do yourself out of a job
{14:25} People & Process
{22:59} 168th to 1st 
{26:51} Leadership
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

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 obvious, attractive, easy and satisfying. All of which are very useful and relatable. 
Definitely a must read!
Here are the highlights:
{04:35} Small Gains
{10:29} Goals vs Systems
{27:40} Practical tips
{28:50} Environment
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

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 Marketing
{11:55} Sous Chef
{13:18} Will it replace staff
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

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 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