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Selling In The Motor Trade

Mar 21, 2024

We take a look at the best way to deal with incoming service bookings and when to introduce the VHC to your customers.

Simon explains how to set the agenda, so you don’t surprise your customer, and explain the Vehicle Health Check.

Here are the highlights:

{01:55} Your name

{02:45} Welcome back

{05:10} Price...


Mar 14, 2024

In our second book club episode with Jason Cranswick, we discuss the ‘The Chimp Paradox’ by Steve Peters 

This is a brilliant and enlightening read.  Steve explains how we all have effectively three brains and the chimp is one of them. It’s the first part of your brain to react, which makes it vitally important in...


Mar 7, 2024

This episode is a recap on three important points: Know Your Game Plan, Know Your Numbers and Know Your Business.

Elise Kephart takes us through her start in Starbucks, and the importance of having a game plan when you contact a customer.

We also hear form John O’Hanlon on how critical it is to know your numbers and...


Feb 29, 2024

This is the final episode in our miniseries on customer types.

We finish on the snake, how to sell to them and what objection handling techniques work well.

The snake makes decisions based on facts and logic,  so appeal to that and understand that establishing a relationship can take time.

Here are the...


Feb 22, 2024

Following on from the puppy dog in the last episode, we now look at the mouse.

These customers can either be extremely easy to sell to or extremely difficult to sell to.

We discuss finding common ground and how to close.

Here are the highlights:

{02:02} Characteristics

{03:39} Walk and Style

{07:31} How to sell to...