Symco In The News

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How quickly do you give up following up?

What do you do with people you just can’t get through too? Whenever you phone, they just never seem to be there!! To actually get through to your prospect, you might want to try an even simpler approach. Call after six o’clock in the evening. Most people who can afford to buy cars tend to […]

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Car sales in a digital age (1)

A Simple way to make money

Two of the most powerful words in the negotiation stage of the sales process are ‘Feasible’ and ‘Flexible’. Typically, when we’re with a customer we might turn around and say, “we can’t keep those payments at £350 a month, what would you buy it at?” There’s a problem with words like ‘Can’t’. If you ever […]

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Car sales & blind dates - the common factors

To offer or not to offer!

I sometimes think we’re too quick to make a judgement call on behalf of our customers. We tend to decide if we think they’ve spent enough, rather than offering every product to every customer every time and letting them decide if they want it. That’s why I always urge all Dealer Principals, Service Managers and […]

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Every sale needs Urgency!

You need to be careful when putting a sense of urgency into your response to telephone enquiries because, if you build urgency in without any credibility, the danger is that your customers won’t believe it. If the customer has seen the car on a site like Autotrader, you can say: “Autotrader gives us lots of […]

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Make your VHC call run smoothly?

Are you thinking of your customer? Set the agenda correctly first at morning drop off! • Make sure you’ve told the customer you’re going to do a complimentary vehicle health check on their car. • Make sure you’ve told them about the different colours on the VHC report, and what they mean. Because if you […]

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Fond memories of your driving test?

A lot of salespeople tell me that they often feel like a driving instructor when they’re doing a demonstration drive, and that can make customers uncomfortable. So here’s an alternative approach that you might want to try. Drive halfway round your demonstration route. This is when I tend to do all of my talking and […]

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How do you turn long distance clients into showroom appointments?

Sometimes, they can be very insistent that they only want to know the best price you can offer them, especially if they live some distance from your showroom. “Well, sir, I take it you don’t want to waste your time or your money? I don’t blame you! I’m so confident I can get the money […]

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Try this for more appointments!

What do you do if a customer calls about a particular car? Especially a specific used vehicle, or a ‘hero car’ where you only have a limited number of units available. This is one of my favourite hooks: “I’ve got a funny feeling one of my colleagues may have taken a deposit on it. Now, […]

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Are you using the power of Alternative Questions?

If a customer calls about the price of, say, a new BMW X3, and we answer their question straight away, they are simply going to keep asking questions until they say thank you and goodbye. And then we’ve lost them. So instead, let’s take control by asking questions of our own – the best ones […]

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Do you load your Sales Peoples lips?

When I first started out in sales management, I used to load the guns of my salespeople with ‘bullets’ to overcome customers’ objections – before they had even come up. After I’d valued a car, for example, I would often say something to my salesperson like ‘now, remember, it’s flat red and that’s not the […]

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