When should a manager step in, what should they say, and how do you do it without burning trust? In this episode I sit down with trainer (and ex-sales manager) Stuart Wallbanks to break down “second-facing” the right way - why it must feel organic (never “before I can let you leave”), the quick “first-face” intro that makes later manager conversations effortless, and the exact language that keeps deals (and relationships) intact.

We cover praising your salesperson in front of the customer, using authority without ego, and simple word-tracks like “we work within a market” that reset expectations fast.

If you’ve been buried in reports, this is your nudge to get back on the floor and enjoy the bit of the job that actually moves the needle.

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

Stuart Wallbanks, Sales Trainer & Former Sales Manager | Second-Facing That Works