We continue with Joe St John, Chief Customer Officer from AutoFi, in this episode.

Joe is so passionate about his role, that he went on a journey round the states, in disguise taking sales jobs in order to understand the current process good and bad.

What stood out to him, is that managers are exhausted and covering many roles. Customers are more sceptical than in the past and the trust gap with the trade has grown.

We discuss empowering your sales team and giving them the tools to succeed.

Here are the highlights:

{00:52} Back to the floor

{03.33} Transaction time is longer

{04:32} Trust Gap

{05:36} Negotiation Process

{11:35} Empower your sales people

{14:53} Best manager on the journey

{20:09} People make the difference

{26:51} Why change career

{31:23} Break everything

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 visit: www.symcotraining.co.uk