Here is the trade-off nobody on the sales floor wants to admit. Every time your salesperson says just sell it to We Buy Any Car to kill a part-exchange objection, they are handing your best stock to someone else. Quick for them. Expensive for you. Simon sold four of his own cars through Motorway, Carwow and We Buy Any Car to see the process from the customer’s side, and it was worse than he expected. Late outsourced drivers. An app arguing about a tyre inflation kit on run-flat tyres. A finance settlement that nearly left a black mark over £60. But the sharp end is this. Your used car department is your profit centre, and you are letting it starve to make one objection go away. This episode is about taking that stock back.
What’s covered:
• The easy objection-buster that quietly drains your used car stock
• What really happens at a We Buy Any Car drop-in centre
• Why Motorway and Carwow quote almost identical prices to the pound
• The outsourced drivers and app mistakes that put deals at risk
• Why finance settlements through these services are not as seamless as they look
• The window of opportunity close that keeps the trade-in with you
• The one to ten condition question that stops distance sales going wrong
• Why used car managers should worry more about their own salespeople mis-describing cars than customers
If you run a forecourt and you want to stop feeding your rivals, listen to this before your next sales meeting.
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 visitwww.symcotraining.co.uk
Hi and welcome to another episode of Selling in the Motor Trade. In partnership with Kizana, improve your margins with real-time, data-driven, retail valuations backed by the largest rule of data set in the UK. There are an evidence-based guide valuations for main dealers, car suit markets and independence, along with sim code training, where we took about training in the real world, what's happening in the market today, not 10 to 15 years ago. Together, we're going to share tips and ideas on how to sell more cars, improve your service and parts operation, and generally put more profit into your department, dealership or dealer group. Now I'm your host, Simon Boca, or some of you might already know me as Skippy. Firstly, I just want to say thank you for the people who've dialed in right from the beginning of this because we're past 250 episodes now and interviewed so many great leaders in the motor trade. Thank you for taking the time. For people who are new to this, please ask you to subscribe. You can't believe what it does to the algorithm and gets this podcast out to as many people in the motor trade as we can. Hi, welcome to another episode of Selling in the Motor Trade. I'm going to say today's episode, I'm torn. I'm going to talk about motorways, we buy a car, and car well in the UK. So if you guys are listening in Australia or Canada, America, I'm sure you've got very similar things. And I suppose this is going to be a bit of a rant, a bit of a conversation starter. And also I know that dealers will listen to this, and guys, I get it. If you're an independent, okay, from the IMDA and you need to get used stock, I really understand it. But I'm also guessing that as dealers, we're probably not sold many cars through them. And I've actually done four cars now, over the last probably two years, okay, and last one happened today. And I'll get to you from a consumer's point of view, and by the way, I did it because I probably should have just sold a car to one of our clients there, that would be quick and easy. But I was just curious to have a look at the process, how it worked, okay, I was very keen about it because of course we worked with car well for a long time. And I just wanted to see it from the customers side of view. But also, I'm torn because we mainly work with franchise dealers, okay, dealer groups and that's who our clients are, okay. And from a car sales person's point of view, I've noticed a trend that's so much easier nowadays when a customer says, oh, I'm not happy with 34,000 for my car, I've got sales people just saying, hey, just go and sell it to motorpiece, sell it to we buy a car then, sell it to car well, okay. And it's a quick, easy way to overcome that objection. But then also, you walk into the use car department and we're sitting there buying these cars, paying through these services, whereas actually a trade-in that we could have had anyway. Well, isn't that always the great thing about a franchise dealership, okay, it's my first boss told me, listen, new cars is all just to get quality trade-ins and we make them only selling great trade-ins. Now, of course, you make money out of some of the new cars, I know you do, but a use car, a strong use car department was always the center of a profitable dealership for me anyway. If you had a great use car department, okay, you could actually afford to bring cars in a bit heavy if you needed to do the new car deal, okay, it's all about turning that use car stock, but then it's getting the stock as being an issue. Let's not forget, if we go back, I am, what, three or four years ago, okay, the sale in new cars slowed down. There's a global shortage of semiconductors, we remember after COVID times, weren't those days fun, okay? But because there was a global shortage of semiconductors, okay, they're not going to affect this use car, now again, some of you deal with say, Simon, why are you even talking about this? Our use car department, we're doing really, really well at the moment, maybe not on use car finance, but that's a whole new subject we need to talk about. But again, it's because it's the supply and demand of the cars there. So actually, just sending these customers to one of these third-party websites. We buy car, car wear, motorways, okay, listen, I'm not knocking those guys, okay, they're trying to do a job. I think they're in between us and the customer now though, okay? And I think, I just want to throw out there my experience with them, okay? And from a customer's point of view, is it as easy as you would think, okay? And listen, we all know we buy a car. Now, the first thing, let's go back for a while. And this was last year, I had a BMW 530D M Sport that was time to go, okay? So I was buying a new car from Sean Kelly. Thank you very much, Sean. You got me sorted on the new car there, okay? Normally, I'd part exchange it with Sean, okay, or whichever client I'm working with there. But I thought, no, I just want to go and sell it and have a look at the process, okay? First one, I can't remember exact numbers, and the numbers aren't relevant. But we buy a car, okay, the price was something like 18.9, okay? That were the worst. Now, we know this. We buy a car, okay, when you go to their drop-in centers, okay, they'll chisel the price down. This was the biggest chisel down I've ever had, okay? It was 18, it could be nine, let's call it 18 and a half. But when I went there, the salesperson, I don't know if I can call them that, okay? Very nice, very friendly. And again, I don't want to knock any of the staff in this, okay? They're just doing their job. So the figure started with something like 16.9. This car's got one of those silly BMW keys that's got the screen in it, okay? The screen was just not charged. You have to charge up the screen, okay? And the salesperson blessed him turn around and said, ah, well, you know, that's broken. So we're going to have to charge something like 800, 900 quid, and I get it. They want to get from the lowest price, the lowest price, oh, well, it just needs a charge. It's all, no, no, sir. Let's have a look at the price of this online. It's quite good the process they went through, but from a customer's point of view, it was the biggest knockdown. The same car through car sales service and motorways, the price was this within two pounds, okay? So 18, I don't know, 4, 6, 6, or an 18, 4, 4, 8, okay? It was just all very, very close. So I accepted the offer through car sales, okay? And there's something that all of these services, okay? The customer gets the price. The dealers buy it, and again, I'm on your side guys as dealers, I'm work with dealers all my life, okay? I've always been a franchise dealers, okay? But they kind of bid on it to turn up to start bidding again, okay? And the bid was accepted, okay? The phone call comes through from the dealer, which is all nice. And he said, great, and it's got the sunroof in it. So no, the car hasn't got a sunroof. Oh no, it should have a sunroof. Listen, I get it guys. He's starting to try and chisel the price down, okay? Lovely lady turned up from Car Wow, and it was their service they offer where they provide the drivers. I'm sure it was outsourced, okay? In fact, I know it was outsourced because I actually spoke to the company, the outsourism. The lady was not just late, she was incredibly late. The lady dressed, not prepared to drive a car, okay? She didn't drive the car as part of looking at it, and alarm bells are going me off as a dealer because I'm thinking, what if the gearbox was knackered, okay? What if something was wrong with that? I would expect that they drive it as part of their service, but it didn't happen. The lady was transfixed on that I didn't have the tyre inflation kit, which I thought was a bit strange because it had run flat tyres on it. So again, I said, unfortunately it's got run flat tyres, so it won't have a tyre inflation kit. She had a little app and said, oh no, but it needs a tyre inflation kit. No, no, it definitely needs this, okay? And it was just this weird sort of debate saying, but it won't ever have one if it's got run flat tyres. So again, we all know getting staffs difficult. I know this outsourced company that Carwell was dealing with has probably got a high turnover, and I can't imagine they have a huge queue of people wanting to drive all over the country, okay, with trade plates trying to find cars there. So it must be difficult, and I sympathise. But where went wrong was their app that they were using and the intelligence of it there? When I spoke to the dealer, in fact, the dealer who bought the car, I said, hey, listen, this is who I am. We got the Selling and the Motor Trade podcast, it goes out to 6,000 people every Thursday. He was nice and relaxed, okay? It's very good. And we had the conversation about, and I quote, he said, tell you what, you think Carwell's worked bad? Wait, you'll see the other guys. And that's what I thought, okay, I've got to do that at some point. Okay. So I had the chance to do it today, and this time I just went to one company, motorways, okay? Now, the app is all very straightforward where you list the car to start with. This is what they think it will sell for, okay? In the trade, I got an idea roughly what I thought the car was worth anyway. But listen, it's different because it's my money now, okay? Well, actually it wasn't. It was Simco's training. We were selling one of the cars in the one of the company cars there, okay? So motorways come through, they had the estimation of what it should go for, of course, someone phones you, and that's quite smart because they try and get you to be realistic on the price, okay? But then I said, listen, do me a favor. Make sure there is a dent on the door, I want to make sure that the dealer knows about it. I don't want to be that customer that mis-describes. Also, I mean the motor trade long enough where we've got lots of our clients are getting customers to describe the cars and let me tell you, okay? Customers are so often harder on their own car with descriptions than what car sells people are. Car sells people, mis-describe cars all the time because the more damage they find, the lower the price, the lower the price, the harder it is to do a deal. So listen, if you're a used car manager, listen to this, please, I'd be more worried about your salespeople mis-describing cars than customers in the main. Now, again, I can hear people screaming saying, ah, hold on for a second. Let me tell you about this customer said the car was mint, said it was brilliant and it wasn't, okay? Oh, by the way, quick one for you there, okay? If you're car salespeople listening to this, use car salespeople all new to be fair and you're talking about a distant sale, okay, in a dealership, what we traditionally do. Here's a little technique you might want to use. If you just say, tell me about the condition of the car, it's grand, it's meant, it'll be perfect, okay? We train something along the lines of firstly, try and get the appointment, of course, okay? Don't just ask, are you local? Because people say, yeah, kinder and then let people go into distant selling, okay? They might be what's local to you and what's local to the customer might be two different things. Always try and get the appointment first, okay? But if it is a distant sale, we might say, now please bear in mind, Mr or Mrs. Customer, the price of your car is going to be based on your description. Now when we see the car is not as described, clearly we wouldn't be able to all know that. You'll have to go ahead on that basis, aren't you? Okay? Of course, every customer is going to say yes, okay? But you've got to tee that up to start with. This is after you've trial closed, got commitment, if you can get the numbers right, that's the car they'd love to secure, okay? But then I'd love to add this into it. Well listen, on a scale of one to ten, ten being a car was like the day I left the factory. One being it's ready for the scrap heap, overall how would you rate the condition of your car? Don't you say on a scale of one to ten, okay? Because they'll say, wow, it's a nine, okay, or it's a ten, it's a nine and a half. Okay? The car turns up, it's had more hits than the Beatles and you say, what's this? The customer's justified to themselves by saying, well, it is a nine out of ten for a four year old car. What do you expect? That's why we love to add on a scale of one to ten, ten being a car was like the day I left the factory. One being it's ready for the scrap heap, overall how would you rate the condition of your car? It's normally seven, eight or nine. Great, listen, what's stopping it being a perfect ten and what's stopping it is that scuffless grape, that shopping trolley dent, the car opened up in the car supermarket, okay? It's the stain in the boot where they'd taken the rubbish to the tip or the dump or something like that, okay? It's the alloy wheel that was used as a parking sensor and that's now a hook for your alloy insurance, your smart cover, okay, and your paint and fabric protection product. But then also then say, hey, listen, what I'm going to do is my boss might be conservative if she priced her that car without seeing exactly what that is. Listen, can you do me a favor? Take a photograph of it, okay? Send it through to me on WhatsApp if you haven't got one of those services. If you're using a crazy type app, then say, well, listen, I'm going to send you through a link to the app so you can take some photographs of it. Anyway, I go up by the buy because we're a sales training company, right? That's what we do. That makes sure that your sales people talk about the value added products on that remote sale. Let's make sure it's not a cash no bits, okay? Also you get a fair description and customers start thinking more about the damage that's actually happened with the car. Anyway, I go off track to motorways. So same as car well, okay? And I've got to say, I think motorways, app was better than car wells, just it was easier to use. That's all. Okay? So you take, they get some basic details of the car, okay? You wash the car, I didn't really do that, I put it through a car wash, okay? And then I started taking the photographs of the car, all very, very simple, tells you where to take the photograph of the car, lines up on the car, take the photograph of it, get all the details of the car. Two little gotchas, and this is me being silly, Audi's service history, okay? I'll win into the actual, Audi's service history is obviously stored in the car now, or you need to get a print out. You don't have the books anymore. With BMW, I showed the service history on the car, that's what I did last time. It wasn't good enough for both of those services, they needed to see something in print. So thanks to the guys, Swansway Group, the guys there, got me a print out straight away there. John Oakley and the team there at crew Audi, just quickly done that for me. So that side of it works well, however, when I was speaking to him, I said, do me a favor, I want to make sure that you know that three of the alloy wheels are definitely scuffed, they've been used in the parking sensors. There is on the rear door, someone has opened a door on it, okay? Listen, it's only a smart repair, okay? You'll get fixed nice, but I don't want the dealer to turn it up and start negotiating. I just wanted to play it with a straight back, as we say back in Australia, just to see how it will work, okay? And again, I think most customers will do that. It was noted on there, okay? So I went through, okay, the price of the car, I was quite happy with it. I thought that was a decent price, if I'm honest, okay? So the price went through 18-401 from memory, was the exact price, okay? So dealers out there, the 401, the odd figure at the end, I'm sure that still helps you, make sure that you're the winning bid. I had a phone call six o'clock in the morning from a lovely man who wants to pick it up, the car's off to Ireland, I get that, okay? He wants to go and pick up as many cars and see him as he possibly can. I was actually recording a Zoom session, so I said, come after 12, he turned up quite late, okay? But that's not his fault, you know what it's like when you drive in cars all across the country, lovely guy, and by the way, I'm torn here. I get it as a dealer you want to get the car for the cheapest price you can, I get that. That's our job. We want to buy it cheap and sell it high, okay? That's commerce, that's business, okay? And he turns up and said, sorry, there's some damage on this car. It was said there was a clean car. I said, no, it wasn't actually, it was made specifically, I told motorways that there was a door there and the yellow wheels there. The guy showed me, he said, oh, no, no, no, yeah, have a look at the phone, look, there's no damage on it. The phone was, he cracked phone, bless him, okay, and I'm looking, fair enough, it's saying it's got no damage on it. I'm now a bit frustrated with motorways, guys, come on. I didn't want this, I wanted to know exactly how the process works, okay? I was mystery shopping these places to see how it works there, and, but anyway, I turned around and said, well, actually, no, I told him about that, he said, no, no, no, it's here. The driver, he works for five or six different dealers in Ireland, so I get it, okay, he's contracted to these guys, okay, and he phones the dealer and the dealer is upset, so no, no, no, that's meant to be a clean car, that's absolutely a clean car, the guy here shows me this, it's got my, how much lesser are you going to take for it, because that's clearly not a clean car. I got through the motorways, guys, hard work to get hold of you, very hard, okay? Got through the motorways, I said, can you read through what I said again? The guy said, on the rear door, passenger door, there is a dent there, okay, there's a photo of it, he sends it through, okay, I said, can you send that to the dealer, also, do me if I ever send it to me, okay? The guy comes through, I said, look, here it is, the driver here, and the dealer said, ah, well, we weren't told about it, and I'm upset with motorways, but how much less are you going to take, because clearly, I bid on this as a clean car. I said, no, we've told motorways, that's what it is, okay. He said, ah, yeah, but you'll have to take less for it now than, okay? I said, ah, this guy said, if you don't want, that's fine, no problem, I'll be brutally honest with you, I thought, great, I'll put this through carway, I'll see what their service is like now. If it's got any better than what it was, last year when we did it, okay? Because I had my mind, I want to talk to you about the whole process and how it worked here, okay? And by the way, I have no action growing with any of these companies, okay, we're not working with any of them currently, yes, we worked with carway in the past. And I think they're good guys, they really are there. I'm just going to deliver the facts about what's happening here, okay? So anyway, the guy turns around and says, oh, ah, ah, sorry, oh, I got confused. That's an A3, I'm showing you, oh, the A3 was clean, not the A4, oh, oh, I was picking up two cars, okay, fair enough, that'll work. So that's it, again, the guys said, can we go for a drive, of course you can, I jumped on the car, the dealer, I love this bit. He said, okay, well, will you take, I think it was 300 less, I said, no, would you take 200 less? I said, no, do me a favor, I'll stick to the price. That's it. He said, fair enough. And again, guys, as a dealer, as the independence, I'm putting myself in your shoes now, I've never done this, an Umesh, maybe it's worth a call, maybe Umesh, I know this is why you don't like buying through these services, and this is why you have so many people coming back to you. I suppose I get that now, okay, but this guy here, okay, it was trying to chisel it down, what price are you giving? I said, listen, I'll stick to that price there, okay, that's what I need to be. And I suppose, he kind of had to, he's paid for a driver to get here, he's probably paid for a ferry of flights there, okay, think about the lost revenue when the dealer said, sorry, when the customer says no. So I kind of, that must hurt. It must hurt when you get there, especially when the customer has missed a stroke of the car, okay. Malcolm Beatty, I don't know if you buy through these services, I'd love to have a chat to you. I reached out to you last night to give you a phone call, but you must be a hockey training or something like that in the afternoon. So anyway, deal's done, but this is where it goes horribly wrong. We agree the deal, okay. The driver needs to come back later to pick the car up, okay. We have a settlement figure on the car because there's finance outstanding, it works very well. They're using motorways finance, the dealer, so it should be all nice and seamless, okay. However, the actual date that we had on the finance, okay, it was running out on the next day. And motorways, when we uploaded the document five or six times, now, by the way, I'm a 52 year old man. So I may be getting it wrong. I had my son, my wife look at it, am I doing something wrong here? What's actually happening there? It was uploaded three or four times and they didn't say what the issue was, okay, they did try to phone to be fair, but as a sales trainer, my phone's off regularly, okay, but worked out that there wasn't five days on the settlement. I said, okay, well, you won't be able to get five days because it's coming up towards the end of the month. Another payment's going to come out in the first of July. This is relevant at the moment, okay. And the conversation's back and forth saying, but hold on, the dealer wants the car. They want to come back and pick it up, okay. If we wait, and was actually said, well, you'll just have to wait until next month. Well, okay, if I do that, the dealer might not want it next month. He may have bought it because he's got a customer for that car. He wants to get it back and fix up that dent that he didn't know about on the rear door to get it sold, okay. Stockturn is so important. That needs to be on his website as quick as it can to get it sold, get the money back in the bank to get the next car, okay. And I'll put myself in the dealer shoes, but then also the consumer shoes, okay. Guys speaking to, I don't know, it must have been five or six. And motorways, if you listen to this, please go back and listen to the calls, reach out to me, okay. I don't appreciate being hung up on. And that's just as a customer. When it got too hard, I said, can I speak to your manager because this is not making sense to me? Okay. I never yell, rant, rave, because we've been in the customer facing environment too long. When you, we've had people yelling at us and I just don't do that, okay. But being hung up, it's very, very frustrating. And again, these people say, listen, just try and get another someone figure and we'll see what happens. It's like, no, can you please just try and sort it out. Anyway, long story short, that didn't work. I'm spending an hour on my life to sort it out. I'm sitting there thinking, I should have taken a lower price from we buying a car. That'd be easier. Or again, as a real customer, why wouldn't I've just traded it in with my dealer? It'd make life so much easier. And by the way, this is a car, the guys at Swoonsway, they sold it to us, okay. They want it for their motor match. It'd be a great car for motor match, okay. If I spy on another car from them, again, that should be a car that comes back into our network straight away without going there. And I'm torn because I've got the independence guys saying, no, we want that car there. And I really am. I'm trying not to sell an offense. I'm trying to put myself in everyone's shoes, the dealer's shoes, the consumer's shoes, okay. And these buying services, there's a place for them, right? We need them. And they've got to make money. I get that as well. And it must be so difficult. But the quality of their staff with the interaction in the main was worse than poor. It was really bad. To the point, it was dangerous. So we actually finally got a settlement figure. The settlement figure on the car, okay, I can't remove exactly what it was and that's irrelevant. But there was a settlement figure plus another 60 pounds as the final admin fee, okay. So it was a settlement figure at whatever it was, 13 something plus the 60. So when I finally got through to someone saying, the dealer wants to come and pick it up. He's phoned me. He's driving here now. I just want to make sure the finance is settled. Do I just need to go and settle it off, okay, and make sure the whole, that would be quicker and easier I think. But we're in the situation, do it because it's through the company, we're fine, we could have done that. Could a private customer do that? Maybe, maybe not. But the settlement come through every time without the final documentation fee or admin fee, but it's 60 pounds, okay. The dealer wouldn't have had clear title. The finance company wouldn't have released it. When the documents come through and it was like the 13 odd minus the 60 pound every times I said, yeah, but that's not the settlement figure. And the lady I was speaking to didn't fully understand it. She said, I know I've got it here. That's the settlement figure. There's a final 60 pounds. What's going to happen there? Now, I'm not upset about 60 pounds. I'm upset about, actually, let's put ourselves into the customer shoes. Was the finance settled on the car? No. Would the customer of actually, I don't know, would they get some black marks on their credit rating because they haven't paid off the car there? Now, it's only 60 pounds. I'm sure it would have been sorted out afterwards, okay. What is that? The point. The quality of the staff, they didn't understand that figure wasn't the settlement figure. Maybe it's just this particular finance company, the way they show it on their, on their final payout. It might be as simple as that there. But when I'm trying to explain to the person, they just wanted to get you off the phone as quick as you can. Back worse, they said, oh no, the final 60 pounds, that will be included. It comes through on their lovely app afterwards and it wasn't, okay. Again, the dealer and the driver, brilliant. They said, listen, don't worry about it, it's 60 pounds. And I said, I'm not worried about 60 pounds, it's here and all there, okay. But actually, he was a dealer. The finance company won't release that until they got the final payment anyway. So is the dealer going to have to cough up that final 60? Is motorway is going to cough up that final 60? Was the person selling it going to cough up that final 60? I don't know, okay. And actually, I suspect it's the dealer that would have actually at the end of it have to just swallow that, okay. But the point I'm making is it wasn't seamless, it wasn't easy. In fact, I've used these services now and going back beforehand, I sold through Carway on, I always like to go and see what the experiences actually like, okay. I actually like to go and buy a car from these online buying services when they were doing it, just to see what the process is actually like. And that's probably the end of my rant there, okay. I know as dealers, we may not have done that. And that's why I want to let you know what it's like there. And this is a commercial decision for you, the dealers, listen to this. Do you want your new car salespeople? You use car salespeople, say, ah, just sell it through motorways, sell it through rebuy car. Crack on, it's the easiest job in the world. Quick and easy for them to do a deal. But if you're now looking for those quality stock, that quality stock is gone, okay. And we spend our life trying to do prospecting and trying to find stock, but actually that stock is going out to one of these we buy car services. So, number one, you might want to deal with that and say, guys, I don't want you saying that, we need to offer it first. But number two, when the customer says, no, I'm going to sell it through motorways, through Carway, but we buy a car. And it's stock you want, where their next phone call in after they've agreed the price? Because maybe they're getting the same grief. And maybe the customer just says, you know what, forget it for one of these other services. I will let the dealer have it. Now again, if it's a 15 year old car and stock you don't want, who cares, okay. Get rid of it. Actually, this car was probably stock, a 40,000 mile, a four, that was two years old, two and a half years old, maybe it's higher mileage, and maybe coming up to three. My apology, it's 73 plate, okay, I'm trying to work out maps now, okay. So actually, as a three year old, a four with 40,000 miles on it, that won't be stopped at some used car operation. People listen to this, you probably want that, I'm guessing, okay. So, just make sure that next call goes in. If a customer is selling to it, that's a business decision. Yes, of course I'll always go there. And these systems, they will always stack up high, okay. And the dealers will always chisel it down there. Maybe it's even letting the customer know, yep, that's the deal, you've got that. Maybe it's the old either or close. Maybe it's the window of opportunity. And that's what I'm going to call this podcast. If a customer says, I'm going to sell it for car well, I'm going to sell it through motorways. I'm going to sell it from, we buying car, by the way, the worst out of this, okay. Maybe a term where I say, hey, no problem, Mr. and Mr. and Mr. customer, you now have a window of opportunity. It's going to take a while for your new car to come through, your new car to come through. So you've got that amount of money from motorways or car well, okay. So either you get that or you can actually accept what we would take for you here because we've actually seen the car and we'll stick to that. So do me a favor, if you take it to one of the drop-in centers or if the dealer turns up and starts saying, ah, that's not as described, at least you've got this to fall back on. Especially if it's stock that we want. Guys, if you're, listen, guys, a car whether you can reach out to me, okay, we've had this conversation with them. So guys, I don't know the people from motorways, okay, you might say it's a one-off if you want to reach out to me and talk about the experience, I'd love to share that with you. But this podcast is all about our audience, our dealers out there. I just want to share this information for you so you can do all of it how you want. And also, you might not have the time to sell one yourself to see what the process is actually like. Anyway, that about does it for now. Sorry if it's a rant this time, but I just thought you really needed to know this. And I'll see you next time. That just leaves me to say that all details of this episode and other episodes on the selling in the motor trade can be found on our website simcotraining.co.uk. Go there to get a copy of our book, Words That Sell Cars. Go there to sign up to a free trial of our sales fitness online sales training program. Easiest way to get hold of me is Simon Bokett through LinkedIn. Thank you.
