{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Why Trust Is Measurable in the Blood and What That Means for Your Dealership","description":"Here is something most sales managers know but cannot prove: the mood on the floor matters more than the morning meeting. Dr. Tharaka is back to put the science behind it. Emotions are contagious. Your team members are copying each other's states right now, not by choice, but because that is how human brains are wired. There is a measurable return on your team's emotional climate. There is also a measurable return on trust, down to the hormone level in the blood. And there are practical tools you can put in place on Monday morning that shift both. This episode covers the mechanisms, the techniques and the brain science in plain language for people in the motor trade. What's covered: \u2022 Why emotional states transfer between team members and why that is not a soft concept but a performance       variable with a commercial return \u2022 The bandwagon bias and why customers and staff alike default to following the crowd, even when it is the wrong     crowd \u2022 Why short-term memory evaporates and a practical visual technique for making customer names, partners and     even dogs stick \u2022 Why the brain is 60,000 times faster with images than text and how that should change how you show up with a     customer \u2022 Time punctuation: how to use the calendar to unstick a team that has run out of momentum, and the dealership     example that ran used car targets to the 15th \u2022 Crisis, Crash and Comeback: the three-phase model that explains the bickering, entitlement and initiative loss that     followed lockdown \u2022 Oxytocin, trust and why there is a direct financial return on building genuine rapport, backed by experimental     transaction data \u2022 The what went well huddle: zero cost, measurable impact, simple enough to start this week Dr. Tharaka is a neuroscientist, performance psychologist and TEDx speaker who appeared on Channel 4. He advises leaders on the psychological levers behind team performance, motivation and trust. He is not a motivational speaker. He is someone who can tell you what is happening in your team's brains and what you can do about it. If you want the science behind why your best teams behave the way they do, and the tools to build more of them, this is the episode. 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\u2019s words \u2018real world\u2019, 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 ","author_name":"Selling In The Motor Trade","author_url":"https:\/\/symcotraining.co.uk\/podcast\/","html":"