Symco In The News

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What’s motivating your people?

Just a couple of ideas that you may find useful when reviewing next years remuneration packages. Personal Best: Good salespeople are like top athletes. They are always pushing to beat their personal best. That’s why, in Symco, we pay a one-off bonus when somebody achieves a better monthly result than they have ever done before. […]

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Did you mean what you just said?

If you are familiar with the famous study from UCLA on verbal communication, you’ll know that as little as 7% of communication comes from the actual words we use; 38% is determined by how we say it (our tone of voice for example) and 55% comes through our body language. It’s one of the reasons […]

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When should I follow up!

When a customer leaves without buying a car, when do you usually follow them up? A lot of salespeople leave it too long. I’m actually a big believer in the ‘same night’ follow-up call. Customers might tell you they want to go away and think about it, but in reality, what they’re doing is going […]

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Are you conditioning your team?

Think about the words you use with your salespeople, do they directly ask your customers in the same way? Here’s an example. One of the questions we tell our salespeople never to ask a customer directly is, “When are you looking to buy?” Of course, we need to know the answer to this question, but […]

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Get in the zone!

In fact, the experts tell us there are four different spatial zones: • Public Zone – people we don’t know, like the walk-in customer. They start to feel a little uncomfortable if you come within 3.6 metres of them, on average. • Social Zone – people we do know, work colleagues for example. Can come […]

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Do you struggle Remembering names?

Someone once told me that the name of a customer is the most important word in our language. But the problem I have is that my memory’s not very good. I’ve always had trouble remembering names, and I’ve been caught out before by getting to the point where we need to fill out the order […]

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How do you deal with those periods in your career as a professional salesperson when your sales are in a bit of a downward spiral? We all have them, and my advice to anyone who finds themselves in this position is simple – stop selling cars. That sounds crazy, so let me explain what I […]

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How does the need for comparison influence your Customers?

C ustomers need the comfort of comparison before they purchase, because they want to convince themselves that they’ve got a good value for money offering. Retailers understand this. It’s why the basic ‘Was £…… Now £……’ type of promotion works so well. It often helps to satisfy the customer’s need to compare without them having […]

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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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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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