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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265 حلقة
OKRs | Why Your Team "Didn't Do It" (And How to Fix It)
You've told the team what needs doing. You check in later. Nothing's happened. Your blood boils… then you realise you might not have been clear enough...
Neil Carrahar, Operations Director at Symco Training | High standards on a Tuesday afternoon (Part 2)
Neil Carrahar is back for Part 2.
This one goes deeper on what high standards actually look like in practice, especially on the "nothing special...
Neil Carrahar, Operations Director at Symco Training | What good dealerships do when no one's watching
I'm joined by Neil Carrahar, Operations Director at Symco Training. This is a straight talk episode about standards, culture, and the day-to-day opera...
Jason Cranswick, Ex Dealer Principal | 3 Books That Will Make Your Dealership Better in 2026
This one's another Book Club episode with Jason Cranswick, talking about the books that actually change how you think (and how you run a dealership).<...
Jason Cranswick, Executive Coach | Why the Best Dealer Leaders Stop "Doing" and Start Coaching
Jason Cranswick is back on the pod. Last time we spoke it was book club stuff, but a lot's changed since then. Jason stepped out of his C-suite role a...
Jeremy Evans, Founder of Marketing Delivery | Lost Leads Aren't Dead Leads: How Dealers Win Customers Back (Without Spamming Them)
Most "lost" leads aren't lost because the car sold. They drop out because something went wrong in the follow-up, the numbers didn't stack up, or they...
Jeremy Evans, Founder of Marketing Delivery | From Dot-Matrix to AI
Jeremy Evans built Marketing Delivery after years inside dealer groups, OEMs and contact centres. He shares how "reward the lead, not the lag" thinkin...
Oliver Phillpott, Co-Founder of Generational | Fast Stock Turn on EVs
We are back with Oliver Phillpott from Generational to discuss used EV values and stock turn.
What you'll learn
If you're a dealer pri...
Oliver Phillpott, Co-Founder of Generational | Battery Health Beats Mileage (Part 1)
Battery health now beats mileage for used EVs. I sit down with Oliver Phillpott (Generational) to cut the noise and show you how state of health (SOH)...
Wendy Harbutt, Leadership Coach | Why Your Team Don't Run to the Phone (and How to Fix It)
Leadership isn't about shouting "be more driven". It's about creating the conditions where people choose the right behaviours. In this episode, I talk...
Wendy Harbutt – Dramatic Improvement | Our Strengths When Overdone Become Our Problems
We are joined by Wendy Harbutt from Dramatic Improvement, who specialises in leadership and management coaching.
You'll hear:
- How ro...
Daksh Gupta & Andrew Wakelin | The playbook that took a Peugeot site from 168th to #1
In this episode, you get two motor trade veterans' perspectives on leading teams and fixing underperforming sites.
Daksh discusses impo...
Autotrader's Deal Builder | Leads Down, Fees Up, and Dealers Revolting
In this episode, I unpack Auto Trader's move to make Deal Builder mandatory and ask the question dealers care about: who owns the customer and the dea...
(Part 2) Steven J. Whitton, Founder of Menable | Fix your sales culture with five words
Part 2 with Steven J. Whitton (Menable) goes deeper into performance, burnout and fixing sales culture without fluff. We unpack why living in the red...
Signs you're losing people: the workhorse, the class clown, the quiet exit | Stephen J. Whitton, Founder of Menable
A straight-talking chat on culture, leadership, and mental health in the motor trade. Stephen explains what a "psychologically safe" dealership looks...
Part 2: Chris Cormier, Mercedes-Benz Head of Sales | How to Build 25-Year Loyalty, Wow-Factor Deliveries & an AI-Proof Sales Team
Our 250th episode! For over 5 years, we've been the No.1 podcast for automotive sales and management training. In total, we've delivered 5 days, 3 hou...
Mercedes-Benz Head of Sales | “What You Tolerate, You Condone” - Chris Cormier
Inside Mercedes-Benz Brooklands. Test tracks, heritage floors, AMG experiences and all. Chris Cormier breaks down the leadership techniques he uses to...
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...