Referrals, Referrals, Referrals with Joni Stuker

This is the second and final part of Simon’s interview withJoni Stuker.

Joni has spent 36 years as an Automotive Consultant and Trainer and is one of the people who Simon met early on in his career and has been a huge influence on how he trains.

She is a TED Talk presenter and has spoken several times at both the NADA and RVDA. It’s fair to say that Joni is the expert on dealing with Call Centres or Business Development Centres as they’re known in the US. On this episode Simon and Joni discuss asking for referrals , that fear of rejection , the future of the motor-trade and the importance of communication to the customer and your team.

Here are the highlights:

{02:51} There’s always a middle path

{05:30} That fear of rejection

{14:21} Both ends of the spectrum

{19:37} Did you have to be a genius to sell a car?

{32:12} Communication is key

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 inspiring 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