Selling In The Motor Trade
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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
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Fixing Your Used-Stock Shortage: How to Buy 3–4-Year-Old Cars From Your Own Service Drive
I sit down with Symco Training’s Operations Director, Andrew Clark, to tackle the question every dealer is asking…
Where do we find clean, well-...
The “Dilution Effect”
When we firehose customers with features, we don’t add value, we average it down.
In this short solo episode, I break down the Dilution...
The #1 Reason New Salespeople Fail
New starters don’t wash out for lack of process or product. It's fear of rejection. In this solo episode, I explain how to toughen that muscle.
...
Selling Lessons from Hollywood: What Movies Get Wrong (and Right) About Sales
I break down the most-quoted sales scenes from The Wolf of Wall Street and Boiler Room to Jerry Maguire, Joy and Rocky.
“Sell me this pen”
Stuart Wallbanks, Sales Trainer & Former Sales Manager | Second-Facing That Works
When should a manager step in, what should they say, and how do you do it without burning trust? In this episode I sit down with trainer (and ex-sales...
Stuart Wallbanks, Trainer | Stop Feature-Dumping - How to Run Presentations That Actually Sell
I sit down with I sit down with one of our lead trainers, Stuart Wallbanks, to fix the dealership walk-around.
We unpack why the best presentati...
Harry Bott, Call-Tracking Expert| Plug Your “Leaky Bucket” Before You Pay For More Leads
In Part 2, I sit down with Harry Bott, the co-founder of the industry's leading call-tracking software, to audit the holes in your sales process you c...
Harry Bott, Co-founder of the #1 Call-Tracking Software | 75 % of Auto-Trader Leads Buy in 48 Hrs - Are You Missing the Window?
Before your first sip of coffee, 75 % of Auto-Trader shoppers have already picked their dealer - will it be you?
In this episode, Harry Bott -...
Is Your Fleet About to Miss the 285-Mile, 30-Minute-Charge Boom?
I sit down for part 2 of my conversation with Paul Kirby - better known as the Electric Van Man - to unpack the eyebrow-raising data and low-risk acti...
Paul Kirby - ‘The Electric Van Man’ | Your Diesel Fleet Is Losing Money - Here’s the Math
Eight out of every ten vans you sell today still burn diesel, but the numbers say they don’t have to.
Paul Kirby, founder of EV Essent...
Stuart Wallbanks: "Every Missed Email Could’ve Been a Sale. Here’s How to Fix That."
Slow replies, templated scripts, zero urgency. But in 2025, that’s where the buyers are hiding.
In part two of this session with Stuart Wallbank...
The 5-Word Mistake Killing Your Closing Rate (and the Easy Fix You Can Use Today)
Still asking “What do you think?” after you quote a payment? Still apologising when a car fails its MOT? Simon and Stuart reveal how those tiny verbal...
Most Salespeople Miss This - But It’s What Puts You in the Top 1%
What if the difference between missing your targets and joining the top 1% of car salespeople came down to one simple trait?
Today, I’m revealin...
![[Replay] Revisiting Our 2020 Conversation with Peter Smyth](https://static.libsyn.com/p/assets/0/8/8/1/088176b69ada6c6a16c3140a3186d450/SYMCO_CARWOW_3000px-20250624-v0qe7mqzj9.png)
[Replay] Revisiting Our 2020 Conversation with Peter Smyth
In this special re-release, we revisit our enlightening conversation from September 2020 with Peter Smyth, Swansway Group Director. We delved into the...
![[Replay] Gavin Hydes | One Dealership to 23](https://static.libsyn.com/p/assets/f/b/3/c/fb3c2e8633f4035816c3140a3186d450/SYMCO_CARWOW_3000px-20250617-tqxi4bjbl4.png)
[Replay] Gavin Hydes | One Dealership to 23
Joe Duffy Group boss Gavin Hydes on grit, culture and keeping customers happy. Over the past six months, our listenership has grown so much. Many of y...
How Malcolm Beatty’s One-Acre Dealership Wins with a Better Website, Simple Photos and 1,500 Google Reviews
In this follow-up chat, Simon sits down again with Malcolm Beatty of MB Motors in Northern Ireland.
They talk through the practical things that...
Ex-Farmer-Turned-Dealer Mogul: From £450 Peugeot to 150-Car Empire
Malcolm Beatty was meant to auction cattle, not cars.
But after his dad died and the family farm future vanished, the 16-year-old opened the Yel...
5 Objection-Handling Scripts Every Service Advisor Needs.
Most service advisors freeze the moment a customer pushes back.
This episode breaks down 5 objection-handling scripts that turn awkward “no than...
Email Templates Are Costing You Sales
Speed matters. But when six dealers send back the same templated email, guess who the customer trusts?
No one.
In this episode, Simon brea...
Valuation Apps Don’t Sell Cars. You Do.
Too many salespeople think they’re being helpful by sending valuation app links upfront.
They’re not. They’re handing the deal away.
In...
B2B Sales: Where Do You Start Prospecting?
In this episode we look at business to business sales. Obviously, you are still dealing with people but getting to speak to the right person first of...
The 3 Sales Mistakes That Kill Deals — And How to Fix Them
Every dealership loses deals, but do you actually know why?
After 25 years of training thousands, I'm breaking down the 3 most common deal kille...
Chris Wiseman: Why Success Starts With Daily Discipline, Data-Driven Meetings & Human Customer Service
As you know we often have so much to discuss with our guests, that it covers two episodes, and our recent interview with Chris Wiseman (Managing Direc...
Partnership with Your OEM
We welcome back Chris Wiseman (Managing Director – Wessex Garages), he first joined us on the podcast 219 episodes ago, and a lot has happened since t...
Empower Your Sales People
We continue with Joe St John, Chief Customer Officer from AutoFi, in this episode.
Joe is so passionate about his role, that he went on a journe...
Time Kills Deals
We are delighted to have Joe St John, Chief Customer Officer from AutoFi, with us for the next two episodes.
His background is automotive, his p...
Surviving & Thriving
Gareth Williams, MD of Hatfields Motor Group joins us again, in the second instalment of his two part interview.
With the changes in Jaguar in r...
Happy Customers and Profit
We are delighted to be joined by Gareth Williams, Managing Director at Hatfields Motor Group.
There was so much to discuss, we decided to make t...
Excellent Service = Success
Philipp Sayler von Amende, Chief Commercial Officer for Carwow UK, joins us in this episode.
Philipp grew up in the industry, as is parents had...
Getting the Best from Your Aftersales Department
This week we are joined by Jonathan Sharman, CEO of AutoBi. Jonathan has a wealth of knowledge and experience in the trade from selling cars to managi...
NADA Wrap Up
We continue our debrief of the 2025 NADA Convention in New Orleans in this episode.
As Simon explained in Part 1, the conference features keynot...
The NADA Lowdown
Fresh off the plane from the 2025 NADA conference in New Orleans, Simon talks about his take aways from NADA, and why we attend year on year. There w...
Close the Loops
We are delighted to welcome Phil Williams – CEO of Direct Affinity CX. Phil has 37 years’ experience being a supplier in the motor trade. He started...
Scared to Second Face?
This week Stuart Wallbanks, one of our own consultants joins us talk all about sales process, the key to sales success and training.
Stuart star...
Be the Car Guy
We continue our interview Jono O’Byrne, Sales Director for Endeavour Automotive.
Starting off with being a mentor and learning from Billie Jea...
The Power of Customer Service
We are delighted to welcome Jono O’Byrne, Sales Director for Endeavour Automotive. Jono tells us about his journey in the motor trade, experiences an...
Selling Used EVs
Umesh Samani - Owner of Specialist Cars Stoke, and Chairman of the IMDA, joins us to chat about selling used EVs. We focus on used electric vehicles...
Books for 2025
We are delighted to welcome back Jason Cranswick with another instalment of our book club. In this episode we discuss a selection of books that are...
Importance of the Trial Close
This episode its time to look at the trial close, test close or pre close, whatever you like to call it.
Its an important stage that can’t be mi...
Best Price
Welcome to the next instalment of our very popular ‘Meet & Greet’ series, and this time we look at ‘What’s your best price?’
A lot of sales mana...