Starting on the Road to the Sale: Mastering the Meet and Greet

The Meet and Greet is one of the most crucial steps in the sales process. It’s where the journey begins, setting the tone for the entire customer experience. With the right approach, this initial interaction can significantly increase your chances of success on the road to the sale.

Welcome to another SalesLeader training session! I'm Chris Cunningham, and over the past 20 years, I've helped tens of thousands of salespeople achieve their goals. If you’re looking to improve your car sales skills and close more deals, you’ve come to the right place.

Why the Meet and Greet Matters

In car sales training, the Meet and Greet is the foundation. It's your first opportunity to make a lasting impression, establish rapport, and guide the customer through a positive buying experience. But here's the thing, it’s not just about saying hello. It’s about creating an environment where the customer feels welcomed, valued, and ready to explore their options.

Engage Right from the Start

When a customer walks onto the lot, you can’t afford to wait for them to approach you. You need to take the initiative. So, how do you master the Meet and Greet? Let’s start with a common scenario we’ve all experienced. Think about the last time you walked into a store, whether it was a furniture store or an electronics store like Best Buy. A sales rep probably came up to you and asked, "Can I help you?" And almost by reflex, you responded, "I'm just looking."

Sound familiar? And then, just a few minutes later, you were probably looking for help and couldn’t find anyone.

Avoid Common Pitfalls

This is why you should never start the conversation with "Can I help you?" because you already know what they’re going to say: "I'm just looking." That response doesn't get you anywhere in the sales process.

Instead, greet customers with a confident and friendly introduction like, "Welcome to ABC Dealership!" This sets a positive tone from the outset.

Ask the Right Questions

After the initial greeting, it’s important to determine whether the customer is here to see someone or if it’s their first time at the dealership. You can ask, "Are you here to see anyone, or is this your first time here?" This question is open-ended enough to keep the conversation flowing and gives you an opportunity to learn more about the customer’s needs.

Next, break the ice with a comment like, "You picked a nice day to be looking for a car," regardless of the weather. This small talk helps make the customer feel more comfortable and begins to build rapport.

Make Personal Connections

Introductions are key. With a big smile, say, "I’m Chris... and you are?" Make sure to get the names of everyone in the group, even the kids, and shake hands. This simple gesture makes everyone feel acknowledged and important.

To guide the conversation toward the next step, ask, "Were you looking for information on a specific vehicle, or are you looking for a car, a truck, or an SUV?" This not only shows that you’re attentive, but it also helps you direct the customer to the right part of the dealership.

Lead the Way

If they don’t have an appointment, they’re likely to say, "Yes, we’re looking for information on [vehicle]." Your next objective is to get them inside the building and sitting down at your desk.

At this point, say, "Great, follow me inside, and I’ll get you all of the information and details on that vehicle, and we’ll grab the keys." Then, simply turn and walk towards the door. Trust me, they’ll follow. It’s amazing how natural this feels to the customer and how it smoothly moves the process forward.

The Importance of Continuous Improvement

At SalesLeader, we emphasize the importance of mastering each step on the road to the sale, and the Meet and Greet is where it all starts. Whether you’re new to car sales or a seasoned pro, these techniques are vital in helping you sell more cars and build long-lasting customer relationships.

But don’t forget—car sales is all about continuous improvement. If you want to stay ahead of the competition, you need to constantly refine your approach. That’s where SalesLeader comes in.

Conclusion

Every great sale starts with a strong first impression, and mastering the Meet and Greet is your first step toward closing more deals and building lasting relationships with your customers. If you’re a General Manager or Dealer Principal, contact us to learn more about how the SalesLeader platform offers comprehensive sales enablement tools and ongoing training designed to increase closing rates, sales volume, gross, and CSI.

Remember, the road to the sale begins with you. Make that first impression count!