There is still time to tune-up your selling skills before season slows down. Here are three overlooked secrets that can have a big impact. Greeting The first few minutes of your initial contact with a customer are crucial. Like building a house on a cracked foundation, it’s a lot more difficult to have a positive sales experience if you don’t start out on the right foot. Based on the initial moments of the greeting, impressions will be formed quickly, a tone will develop, chemistry will or won’t develop, and the foundation for the rest of your interactions with the customer will be established. Keep in mind that we all form almost instantaneous subjective judgments about people we meet; once they are formed, they are hard to change. This is bad news if your first impressions are weak. But it’s great news if your first impressions are strong. As customers enter your dealership, your goal is to create an environment that makes them feel comfortable. Comfort is the key to creating a strong, positive, first impression. Don’t approach customers too quickly. Let them have a moment to acclimate themselves to your showroom and then approach them and say something like, “Welcome to our dealership. My name is Bob. I work here. If you have any questions or I can help you in any way, just let me know. I will be over here.” Point to the spot or area where you will be, pause for a moment, and give them a chance to respond. If they say “thanks,” leave them alone for a while — they are not ready to interact with you. Give them time to settle in. READ FULL ARTICLE>>
