Qualify, Don’t Jump to Conclusions

This quick bite episode is ideal to play at your morning sales meeting, to help get your team motivated for the day.

We look at a story about the US Navy, which has been denied, and also claimed that it wasn’t the US Navy but the British Navy. However, although its probably not true, the morals and principals behind the story make it worth telling.

No matter how long you’ve been selling, we can all fall into the trap of jumping to conclusions about our customers or situations.

Here are the highlights:

{01:13} Qualifying

{01:33} 1995 – Newfoundland

{02.10} USS Lincoln

{03.12} Don’t go into sales mode

{03.32} It happened to me

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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