What happens between the ears drives what happens on the forecourt. That is not motivational filler. That is the core argument from Dr. Tharaka, a consultant psychiatrist and TEDx speaker who has spent 15 years studying how the mind affects performance, and now brings that science into the working world. In this episode, he and Simon Bowkett dig into the real psychology of why salespeople go from the Midas touch one week to the SADIMS the next, what manager expectations actually do to the people they lead, and why visualisation is not hocus pocus. If you have ever watched a salesperson fall apart after one bad deal, or wondered why your team's belief level is so hard to shift, this episode gives you something practical to work with. What's covered:

• Why winning needs redefining beyond cars sold and commission earned, and what the 11 growth areas have to do with sales performance • The Mind-Action-Profit framework: why getting the mind right comes before the action, and the action before the profit • How to help a salesperson climb out of the SADIMS when deals keep collapsing around them • Why self-compassion is a performance tool: the science behind talking to yourself like a friend rather than an enemy • The Pygmalion effect: how a manager's high expectations directly and measurably improve team performance • The Golem effect: what consistently low expectations do to the people you lead, and why it matters on a sales floor • The neuroscience of visualisation and why athletes, actors and top performers all use it for the same reason • The 'what went well' huddle: a simple team meeting tool to retrain the brain to hunt for good data instead of problems Dr. Tharaka is a consultant psychiatrist, TEDx speaker and high-performance coach who spent 15 years in clinical medicine before bringing the science of the mind into business and leadership. He has appeared on Channel 4 and works with senior leadership teams across multiple industries. His central argument is that when you manage the mind, you manage the bottom line. If you manage people in the trade and want to understand what is actually driving performance on your floor, this episode is worth your time.

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