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PODCAST

Selling In The Motor Trade

Simon Bowkett, from Symco Training, shares tips and ideas on selling in the motor trade from a sales and aftersales perspective, as well as interviews with industry leaders sharing some of their best practices. To find out more visit www.symcotraining.co.uk

education how to

All Episodes

16:39

The Snake

Selling In The Motor Trade ·

2024/02/29

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

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13:01

The Mouse

Selling In The Motor Trade ·

2024/02/22

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

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13:03

The Puppy Dog

Selling In The Motor Trade ·

2024/02/15

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

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14:00

The Lion

Selling In The Motor Trade ·

2024/02/08

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

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25:28

Mastering The 4 Customer Types

Selling In The Motor Trade ·

2024/02/01

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,

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15:11

Everything Centres Round the Customer

Selling In The Motor Trade ·

2024/01/25

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

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42:16

Give People the Meat

Selling In The Motor Trade ·

2024/01/18

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}

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15:11

2024 Goals

Selling In The Motor Trade ·

2024/01/11

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

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35:14

Christmas Special

Selling In The Motor Trade ·

2023/12/21

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 important career/life lessons that can be taken away from it. If you are looking for inspiration for a

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27:50

Focus on Failure - with Gareth Timmins

Selling In The Motor Trade ·

2023/12/14

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 {13:37} Consistency {14:01} Post Completion Lull {21:22} Muhammad Ali About Symco Training: Symco Training

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33:48

99.9% Need Not Apply - with Gareth Timmins

Selling In The Motor Trade ·

2023/12/07

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} Best of the Best {08:08} Starting a Diary {14:05} Gucci Stuff {19:37} Royal Marines Gym {24:30}

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40:30

“Happy Staff = Happy Customers” with Sean Kelly

Selling In The Motor Trade ·

2023/11/30

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 to the Vines Group next year with Mini in quarter 4 and then BMW will be a year plus after that, so we

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31:40

“EV Drive Time” with Sean Kelly

Selling In The Motor Trade ·

2023/11/23

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 looking after your customer. Some brilliant tips on the sales process in general and how to sell

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13:11

Greatest Tips! (Part 5)

Selling In The Motor Trade ·

2023/11/16

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 Training was founded in 2000 by Simon Bowkett and it was his belief that the business had to offer its

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20:18

Greatest Tips! (Part 4)

Selling In The Motor Trade ·

2023/11/09

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} Joni Stuker About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his

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14:06

Greatest Tips! (Part 3)

Selling In The Motor Trade ·

2023/11/02

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 Voortman {09:46} Tommy Gibbs About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it

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12:36

Greatest Tips! (Part 2)

Selling In The Motor Trade ·

2023/10/26

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 Anderson {11:09} Frank Genobile About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and

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16:51

Greatest Tips! (Part 1)

Selling In The Motor Trade ·

2023/10/19

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} Patrick Tessier {05:52} David Martin {09:53} Dr T About Symco Training: Symco Training was founded in 2000

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23:18

Gap

Selling In The Motor Trade ·

2023/10/12

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} 2 Car Flip {09:15} Hooks {15:11} Phone Insurance {18:58} Feel, Felt, Found About Symco Training: Symco

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22:38

5 Simple Phrases

Selling In The Motor Trade ·

2023/10/05

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 Simple Phrases About Symco Training: Symco Training was founded in 2000 by Simon Bowkett and it was his

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