The Greeting Flashcards
greeting definition
to address with express of kind wishes upon meeting or upon arrival
the purpose of the greeting is to make people feel _______, make yourself _____, put the buyer at ____ get on ______ ______, differentiate yourself and get people to turn _______ over to you
welcome; known; ease; common ground; control
what is the proper greeting?
“welcome, my name is ____. [put handshake out] and yours? What can I get you information on?”
________ the deal before it happens
postulate
an RDR is designed to
defend and protect and have you lose interest in serving the customer
always be ______ when you hear an RDR and then… _________ it!
positive; disregard
show high levels of ____ no matter what the customer says
interest
track 1
“Sir, my job is to get you all the information you need to make an intelligent decision on your schedule.”
track 2
“you don’t have to make a decision or buy here today, my job is to serve you.”
track 3 (if they keep asking price)
“sir, we would expect you to make your decision on price only.”
track 4 (busy buyer)
“sir, i’ll get you everything you need in less than 20 minutes.”
common ground is a point you and the buyer _____ on
agree
things you have in common with the customer
- they want information (and you have it) 2. they want to get in and out (you also want that) 3. they want to be sure they don’t make a bad decision 4. they don’t want to be pressured 5. they are interested in price, payments, interest rates, down payments and figures on their car 6. they don’t want to waste time
Track for common ground:
“sir, my job is to get you all the information you need to make sure you have the right product, leave the decision making up to you and do it as quick as possible. Fair enough?”
use the offer of _______ to put you in control of the sales process
information
