Ziegler Supersystems, Inc Automobile Dealership Success Plan

Sales Manager Training - F&I, Menu Training - Automobile Dealership Consulting - Dealership Support

101 Training Meetings

Sales Training Meeting #2 ‑ Meet and Greet the Customer

by Jim Ziegler
101 Training Meetings

When you are on the Road to the Sale, what is the first thing you do? It is called the Meet and Greet. This is the opportunity you have to make that first impression. But when does that first impression happen?

The first impression begins in the first 2 seconds the customer sees you. In that first two seconds, the customer has already decided whether or not he/she likes you. In that first two seconds, you have made a mold in that person's mind about who you are.

What is the definition of a sale? How about a transfer of enthusiasm from you to the buyer? Are most of your buyers purchasing their automobile based on emotion or logic? Run with the percentages.

In the Road to the Sale, the Meet and Greet sets the stage so what are some things you should consider? The following list is taken from the 101 Training Meetings:

1. Winner's smile ‑ here comes the first impression. Put that hand in the air and wave.

2. Prepare your mind - you are a pro and this is your opportunity you have been given. The customer is not doing you any favors by being there. You are there to serve the customer.

3. Remember to people's names when you hear them. Mr. Jones, Mrs. Jones, Albert, and Suzie.

4. Hello, welcome to our dealership. I am glad you are here! - Put your hand out there and shake hands with everyone. Be certain to make eye contact with everyone! Smile!

5. Make certain you shake the woman's hand first. Make the handshake reassuring.

6. What brings you to our dealership today?

7. That is a fine automobile you are driving. I hope you are going to be trading it in!
   - We need a car just like that one!

8. Is there another automobile at home perhaps you might be considering trading? (Deal Stopper)

9. Will anyone else be involved in helping to make the decision on the color, trim or equipment? (Deal Stopper)

10. What other dealerships have you visited?

11. What other models have you looked at?

12. What is most important for you to have in your new automobile? ( Other than Price)

13. Was this automobile new when you purchased it?

14. What was the retail price of your automobile when you first purchased it?

15. Is there a payoff balance owing on the automobile that you'll be selling us?

16. Since you've visited other dealerships, What is the reason that you haven't purchased yet?

17. If everything is agreeable, Are you prepared to own a new vehicle today?  (Deal Stopper)

18. If you could own this vehicle on your terms...

You can learn about the Road to The Sale and techniques and word tracts that complement the only method to sell cars by giving Jim Ziegler, a call!  800.726.0510