In this meeting we will discuss the importance of an effective introduction. Through role play sessions with the group you will help your team get comfortable with giving a professional introduction.
Topic: Materials: Flip Chart, Open Mind.
Time Needed: 30-35 Minutes
Review (3 Minutes)
• Ask the group about any successes they’ve had in the past week with their prospecting action plan. Discuss with group.
Introduction - (8 Minutes)
• Introduce the topic by asking the group “what does an effective Introduction to the customer consist of?”
• Through discussion & agreement with the group, determine what the characteristics of an effective introduction are: consistent, being prompt, taking control, the value of a smile, and enthusiasm.
• Suggest that as they go out to greet a customer they focus on the 7 things a customer tells us just by coming to the dealership:
• They have a WANT or NEED.
• The dealership is right.
• The product is right.
• The timing is right.
• They no longer want their car.
• They want you to justify the price. People shop for a professional salesperson not a car.
• They want to purchase from a professional salesperson.
Break-out - (7 Minutes)
• In small groups ask them to come up with introductions that will cover all the points needed to be effective. Make sure the group has their introduction either listed on a piece of paper or memorized for role-play.
• Call the groups back to begin role-play.
Role Play – (10 Minutes)
• Have each member of the group role-play an introduction with another member of the group. Look for verbiage like: “Welcome to ________ Motors my name is _________ and yours is? “shake hands” Are you familiar with ________ Motors?” or “is this your first visit to _______ Motors or have you had the opportunity to talk with one of our representatives previously?”
• Work out the best introduction for your dealership based on the best ideas from the group. Role-play the introduction making sure everyone gets comfortable with it.
Conclusion & Coaching Focus - (5 Minutes)
• Stress to the group that the sale is made or lost at the point of contact! Lee Iacoca
• Remind the group that a consistent and professional introduction will aid in breaking down the barriers between the client and salesperson.
• Ask the group to commit to trying the introduction developed in class for the following week.
• Ask everyone to note any changes in their performance to be discussed during the next meeting.
• Encourage the staff to come to you if they’re having any trouble with the new introduction or if they would like to do some more role-playing.
• Leave them with the following quote,
“All meaningful and lasting change starts on the inside and works its way out.”
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