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There is no more important of a step in the sales process than the initial meet and greet. “Important First Impressions” is more powerful of a statement now than most other things we here about on a daily basis. Believe it or not, the first ten minutes in the customer to sales consultant interaction will ultimately dictate a positive or negative rapport building process. With such a historic and profound blight on the whole “shark tank” coined sales consultant, it is easy to see how a majority of consumers have had a bad experience with nearly all salesmen. It is with this historic track record, and competition in the market place, that sales consultants have a much harder time to win over prospective buyers and making higher commissions. I will briefly examine a couple of key ways to improve a working and fluid meet & greet process.
One thing must always be a constant, an individual should never go into the sales business without having a pleasant attitude. Keep in mind, this is the profession that can give anybody the ultimate power to make their own paycheck. We can all easily make $100k a year, but at the same time, we can further demote ourselves by having that sour attitude. Mostly, stemming from an unpleasant personal life. Furthermore, this bad attitude will radiate down to every single buyer that walks up on the lot. Therefore giving them every reason to walk away, never to be heard from again. And so, just like an academy award winning actor, put on that happy face and get ready to get on center stage, this will be the performance of your life.
Next, be sure you have an idea of what you want to say to your customer. Sure, say hi first of all, but at the same time thank them for taking the time out of their busy schedule to come see (dealership name). “I’m really glad to see you today” or “I appreciate your visit today” are two outstanding word tracks that flow well into the other rapport building phrases and it makes the customer feel welcome. Make a firm handshake to all guests (even kids), introduce yourself proudly, and make good eye contact to really make the buyer’s feel he/she is their number one priority. Importantly, get the names of all the people present, and try not to do what some salesman do, and that’s write down their names. Not only is this tacky, but it puts the idea in the buyer’s mind that the salesman is forgetful and unqualified to help them buy an expensive asset. This is where great memorization skills come into play, but then again some of us forget every now and then.
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Source: http://ezinearticles.com/?Auto-Sales-101—Earn-Your-Customers-Trust-With-Fantastic-Meet-and-Greet-Word-Tracks&id=1108548
