Following on from our recent episode exploring ‘Meet & Greet’ styles, we look at objection handling skills for ‘I’m just looking’ with walk-in customers.

The trick is to slow these customers down, and open them up. If you are frequently told this, it may be helpful to go back to our Meet & Greet episode, as the work tracks explained there could help avoid it.

We discuss three different ways to navigate this objection: the ‘Columbo’, sign posting and the ‘David Lewis’.

Here are the highlights:

{01:01} I’m just looking

{02:07} What are you looking for?

{02:40} The Columbo

{05:44} Sign Posting

{08:55} The David Lewis

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

This episode has been requested by one of our loyal listeners. His sales team were struggling to meet and greet customers that walk in, as so many initial contacts are made digitally or over the phone.

Simon explains that we should treat meeting a customer like an interview. They are interviewing you to be their sales person. Now, that’s a scary thought!

We then explore some straight forward techniques that can help get over the initial barriers and start a conversation.

It’s important to be yourself, and introduce yourself to everyone in the buying party.

Here are the highlights:

{01:48} Remember your interview conduct

{03:17} Starting a conversation

{07:34} Introduce yourself within a few minutes

{09:26} The used car meanderer

{11:18} When you can smell ‘just looking’

{17:28} Introduce yourself to everyone

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 very pleased to announce our podcast association with Carwow, and look forward to working with the team.

Estelle Miller, the inspiring Co-Founder of EV Experts Ltd, has been kindly introduced to us by Carwow, and we are delighted to share her interview in this episode.

Estelle and her husband Martin, established the business in 2017, with the aim to help customers make informed decisions about moving to EV. They had experienced difficulties themselves when trying to source a second hand EV and thought there was a GAP in the market.

She explains that customers can take longer in the buying process moving to electric, and to start with its often not about the car, but seeking information on range and charging. Ensuring your systems are in place to keep in contact with those customers is key.

We go on to discuss everything from sourcing electric vehicles to depreciation curves and the disposal of the batteries.

Here are the highlights:

{01:14} The start of the journey

{17:20} VAT rate at public charging stations

{18:58} The drawbacks of hybrid technology

{31:51} Depreciation on electric vehicles

{58:21} Is Hydrogen the future?

{01:03:22} Advice for selling EV’s

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