Sales Greeting’s the Work!

Have you ever walked into a clothing store and been greeted with a; “Hi, how are you today?” Then you reply; “Not too bad; how are you?” Then the sales person asks; “Do you need any help?” and of course you say; “No! that’s ok, I’ll just look around.”

Then, five minutes later, you walk out of the store and go into another clothing store. This time you are greeted with a; “Welcome to Hugo Boss, my name is Mike Slade; are you looking for a new suit or something casual?” Then this sales person follows that with some great probing and contact questions.

One hour later, you are the new owner of a suit, 2 shirts, a tie and 3 pairs of socks; all thanks to Mr. Slade’s Professional Greeting to his store.

Have any of you ever experienced a similar scenario?

If you have, then think about how your sales people or how you are introducing yourselves at the dealership.

• Are you introducing yourselves properly every time?
• Are you asking proper contact questions immediately after the greeting?
• Are you building any type of rapport?
• Are you trying to figure out what type of buyer you are dealing with?
• Do you know why this person came into the dealership?

Why do people walk into clothing stores, shoe stores, furniture stores and car dealerships?

………   YOU ARE IN RETAIL SALES   ………

This sales training meeting is on how to professionally greet the retail customer; every time.

Here are a few common retail sales introductions.

• Hello Can I help you?
• Hi! How are you today?
• Good morning! Is there anything I can help you with?
• Hi! How can I be of service to you today?
• Good evening! Is there anyone or thing you’re looking for?
• Beautiful day isn’t it?

There are many more… Do any of these sound familiar?

What can and does happen with each of these greetings? Of course a negative response can / is said by the customer. An experienced sales person can usually say almost any type of introduction and rebound from it; however, new sales people have to learn the right way from day one.

If you want the best sales people, have a formula.

Darin’s formula for a Professional Sales Person.

Education + Practice + Consistency + Self-Control

=

Professional Sales Person

A professional golfer can not play par and better golf without the same practiced principles.

The following is the start to your game plan. Use it on every customer and person that enters the dealership. This is not new and I have not reinvented the wheel, but it works.

Smile – people won’t deal with someone they don’t like and a smile is always the best way to introduce yourself in a positive way.

…. Smile ….

“Welcome to ASC Dealership”

“My name is Darin George and your name is?”

If they’re last name is not given, ask:

“And your last name is?”

The reason you do this proper greeting ever time; is to “Avoid a Negative Response.”

This greeting allows you to lead into your contact questions smoothly; avoiding simple customer objections.

Of all the Selling Steps, the first one has the most impact, because you will never have an opportunity to make that critical first impression again.  With this in mind, make sure your first contact is your best.

Always dress in a professional manner, brush your teeth, smell good and don’t act like a car sales person.

People like individuals who are like themselves, so mirror their posture, actions, body language and manner of speaking. You will have to learn and practice people skills – it’s a huge part of your careers.

After the initial greeting, make sure you write down the customer’s name, but do it without them knowing it. There is nothing more embarrassing than calling someone by the wrong name; people Love to hear their name said.

DO NOT hand out your business card during your introduction. WHY? Because your business card has no value, until you do.

Build value in yourself and your business card. Earn the Right and Be patient.

How you start with a customer will determine where you will end up; so always start right.

If you would like me to speak at your dealership on any auto sales training topics or if you want a great sales process system, email me:  darin@visitasc.com

ASC RECRUITING AND SALES TRAINING is also looking for Recruiters and Sales Trainers in every State and Province, Email to hr@visitasc.com for details on this opportunity.