Subscribe to Our Newsletter

Sign-up Now


Featured in:

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
SME #4

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.”

Automotivaters is highly recognized and one of the most respected automotive training and consulting companies in Canada. Since 1987, the company has acquired an international client base throughout Canada, the United States, the Philippines, Indonesia, French Polynesia, Malaysia, Thailand, and New Zealand.

See us at:

Copyright © 2008 by ISI/PAL Automotivaters Inc.
Copyright © 2017 by ISI/PAL Automotivaters Inc. If you share this, print it out, or reproduce it in any way, please retain this copyright statement.