Too many salespeople think they’re being helpful by sending valuation app links upfront.

They’re not. They’re handing the deal away.

In this episode, Simon breaks down how lazy reliance on digital tools is losing you sales.

He explains why quoting a part-ex price before building rapport is a dead-end, how to uncover hidden objections using the “1 to 10” condition scale (24:41), and why most customers rate their banged-up car as a 10/10 without blinking.

Highlights include:

• [10:50] Why sending the app link too soon ends the conversation

• [14:22] The psychology behind overvalued part-expectations

• [24:41] The “1 to 10” trick for surfacing hidden damage and selling cosmetic upsells

• [31:15] Turning distant enquiries into committed phone calls (not ghosted leads)

This one is a must-listen for sales leaders.

Want fewer walkaways and more gross?

Fix how your team handles the first contact.

This episode shows you where to start.

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