Auto Gross sales Coaching – #1 Revenue Leak – The Meet and Greet

We discovered that as many as 50% of the individuals coming to dealerships don’t undergo the gross sales course of as a result of they’re misplaced within the very first step – the Meet and Greet. This occurs when the salesperson says “can I show you how to?” or “What can I do for you in the present day?” and the client responds with, “I am simply trying.” Too many occasions this dialogue ends with the salesperson saying one thing like, “Okay, if you happen to discover something you have an interest in or have any questions let me know – I will be proper over right here.” If this occurs 50% of the time and might be eradicated 100% of the time – gross sales can doubtlessly double if the entire different steps of the gross sales course of will be completed by that salesperson. The very first thing attendees will be taught is the best way to assist the patron store in your lot for the aim of continuous to maneuver that shopper “by means of the gross sales course of” so as to..

Assist the client store neatly
Enable the salesperson and buyer an opportunity to construct rapport in order that comply with up and referrals can happen,
and, assist flip buyers into “Consumers” by placing everybody by means of the 5 step gross sales course of.

MEET AND GREET

Select a greeting that won’t END with the client procuring by themselves.

Instance: “Good day, Welcome to ABC Nissan! Thanks for coming to go to us in the present day. My identify is Sam and whether or not you’re simply trying and have a number of questions otherwise you discover one thing you want and need to take it dwelling, I CAN DEFINITELY HELP YOU TODAY”. “Are you on the lookout for a truck, SUV or automotive in the present day?”

To maintain management it’s important to preserve asking questions.

When you use the advised greeting supplied right here and the client says “I’m simply trying” – Smile – Restate – your greeting beginning with;

“I fully perceive and that’s the reason I stated…whether or not you’re looking and have a number of questions otherwise you discover one thing you want and need to take it dwelling, I CAN DEFINITELY HELP YOU TODAY.” – “Are you on the lookout for a truck, SUV or automotive in the present day?”

REMEMBER YOU ABSOLUTELY CAN. (Memorize this script for a greeting).

Psychological focus on this step SMILE, SMILE, SMILE AND SMILE SOME MORE. Understand which you could assist somebody in any stage of their procuring expertise, AND ALWAYS LOOK THE CUSTOMER IN THE EYE! You all the time must have a smile in your face when assembly prospects. A smile in your face will are inclined to get the identical response out of your buyer. A smile will improve the alternatives of the client liking you. A salesman must make eye to eye contact with the client so as to get their consideration. NEVER WEAR SUNGLASSES WHEN MEETING A CUSTOMER! If a buyer can not see your eyes then you definitely can not make “CONTACT.”

THE SHOPPER – Generally you’ll be confronted with the client that insists that they’re solely there to buy. How do you successfully reply to this assertion and produce the client again into the SALES PROCESS with out the client turning into offended.

ROLE PLAY:
” Good day, Welcome to San Diego Nissan! Thanks for coming to go to us in the present day. My identify is Sam and whether or not you’re simply trying and have a number of questions otherwise you discover one thing you want and need to take it dwelling, I CAN DEFINITELY HELP YOU TODAY. Are you on the lookout for a truck, SUV or automotive in the present day?”

“We’re simply procuring.”

“I fully perceive and that’s the reason I stated…whether or not you’re looking and have a number of questions otherwise you discover one thing you want and need to take it dwelling, I CAN DEFINITELY HELP YOU TODAY.” – “Are you on the lookout for a truck, SUV or automotive in the present day?”

If buyer is adverse or unresponsive to your first two makes an attempt, the client should say one thing resembling:

“Like we stated, we’re simply trying.” 2nd time.

“All I’ll do in the present day is help you in gathering data. I am certain you’ve gotten taken the time to contemplate what’s essential to you resembling gear, mannequin, value, shade, trade-in worth, financing choices, funds, and so on. What’s an important factor to you on your subsequent buy? Funds, value, shade, room, horsepower?

Pay attention – then ask…What…Why…How… to get the entire data wanted. What value vary or month-to-month cost vary had been you contemplating?

– Had been you on the lookout for a sports activities automotive, sedan, van, truck or SUV?
– What colours had been you contemplating?
– Do you’ve gotten a car that you’re planning on buying and selling?
– Are you aware how a lot you owe on your commerce? To whom?
– Do you’ve gotten financing pre-arranged or would you want for me to supply you financing choices and data?
– How lengthy have you ever been procuring?
– What different fashions are you contemplating? Have you ever pushed them?” (Key query for promoting “your” check drive,).

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