KEEP IT REAL with Steve Curran

This is the final part of our discussion with Steve Curran the CEO of Total Selling Solutions, looking at top sales people and the key attributes of top performing teams.

Steve explains that communication is essential when selling, starting from the customer’s initial contact and beyond. The key is to use open questions and once rapport has been established invite the customer to the dealership.

One of his top tips is to focus on accountability across your team, in order to drive success.

Here are the highlights:

{01:05} Females are the best communicators

{07:55} Digital Enquiries

{12.50} Buying Cars Sight Unseen

{15:08} Spend time with the service customer at drop off

{22.16} Commend, Commend & Recommend

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.

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