Lot to Office. And the greeting.
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Transition Three (3) - from the lot to your office.
Your greeting should consist of a welcome, and a yes question. Simple, yet powerful.
Yes, you can do everything on the lot if you want to, but you're better off doing most of your initial discovery in the comfort of your dealership office. Break the ice, make some initial conversation, and then as quickly as possible make the transition using version of this phrase: "You know, we tons of options, some of which aren't even out here yet, so in an effort to save you time and money why don't you follow me..."
Say it in your own way but the magic phrase is, "in an effort to save you time and money."
Get them inside, be a good host, show them around as if the dealership was your own home, then make them comfortable and settle in for a discovery conversation.
Reflection and Discussion:
What challenges do you face when greeting customers on the lot?
Why would a customer resist an invitation to come inside?
How can you help ease tension and limit fear during your interaction with customers on the lot?
Your greeting should consist of a welcome, and a yes question. Simple, yet powerful.
Yes, you can do everything on the lot if you want to, but you're better off doing most of your initial discovery in the comfort of your dealership office. Break the ice, make some initial conversation, and then as quickly as possible make the transition using version of this phrase: "You know, we tons of options, some of which aren't even out here yet, so in an effort to save you time and money why don't you follow me..."
Say it in your own way but the magic phrase is, "in an effort to save you time and money."
Get them inside, be a good host, show them around as if the dealership was your own home, then make them comfortable and settle in for a discovery conversation.
Reflection and Discussion:
What challenges do you face when greeting customers on the lot?
Why would a customer resist an invitation to come inside?
How can you help ease tension and limit fear during your interaction with customers on the lot?
Example Greetings:
Welcome! I'm Ben. Sure is a beautiful day to be out looking at vehicles, isn't it?
Welcome! I'm Ben. You folks out to day doing a little car shopping, doing a little looking?
Welcome! I'm Ben. Wow it sure is HOT today isn't it?
Welcome! I'm Ben. Sure is a beautiful day to be out looking at vehicles, isn't it?
Welcome! I'm Ben. You folks out to day doing a little car shopping, doing a little looking?
Welcome! I'm Ben. Wow it sure is HOT today isn't it?