Using The Best Greeting
When I started selling cars again (the right way), one of the toughest things for me to do was to stop saying, “Can I help you?”
The other was getting ‘welcome’ into my greeting.
It was hard for me, because I thought customers would think that ‘welcome’ was kinda corny.
In real life, it turned out to be me, not them who was uncomfortable – they responded very well, almost every time.
After awhile, I got to thinking they might think it was some canned greeting, but then I realized that was me again. Because I said it 5 times a day, it seemed kinda canned to me, but then I realized they only heard it once.
The greeting is critical because it either starts your sale off right or wrong. ‘Can I help you’ generates ‘just looking’ or other negative responses way too often. But, “Welcome to ABC Motors, I’m Joe and you’re ___?” gets you their names and starts you off on the right foot 9 out of 10 times.
Everybody wants to close more sales. For the record, closing is…anything you say or do to move the sale forward.
Closing is a process – and making a great first impression with an effective greeting is your first step. Get that right and you’re on your way to a delivery.
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