This old adage addresses the fact that opportunities are best when you get the jump on the situation. And this is certainly true when it comes to building rapport with customers at your dealership. Here are a few things you should consider:
Become self aware– Customers see you in your office with other customers. They hear you on the phone or talking with the Sales Manager. So you need to be aware of your attitude and your demeanor when others can see or hear you.
Notice more – Pay attention to the all the customers in your dealership. These people may end up sitting in front of you in the near future. How they perceive you could have a huge impact on you success when they arrive in your office!
Make a good first impression – When walking through the dealership, make a conscious effort to smile and make eye contact with customers. Say hello and use their name if you happen to know it. This will be noticed by other customers and provide a positive impression.
Introduce yourself before working the deal – Leave your office and have the salesperson introduce you to the customer. Let them know that you will be processing their paper work.
These things help you establish a positive impression with the customer. It will also improve your chances to sell once they join you in your office.
