1.
Selling Process Meet & Greet

2.
Meet & Greet <ul><li>1 st Impression </li></ul><ul><li>A good Closer is a good opener </li></ul><ul><li>Develop rapport </li></ul><ul><li>Pick a greeting </li></ul>

3.
Meet & Greet <ul><li>1 st Imp Greet Build Rapport Investigate Presentation Demonstration Service Walk Evidence Manual . . . Credit. App . . . W/Up </li></ul><ul><li> </li></ul><ul><ul><li>They only give about ( 2 ) out of 10 good presentation and demonstration </li></ul></ul><ul><ul><li>( 52% ) of the salespeople don’t approach the prospect promptly </li></ul></ul><ul><ul><li>( 76% ) of the sales people don’t approach the prospect properly </li></ul></ul>

4.
The DCH Way <ul><li>We will be familiar receptive, accessible brand with a pleasing, friendly spirit. </li></ul><ul><li>We will make every customer feel that DCH is a familiar place with familiar people </li></ul><ul><li>We will communicate information, provide service, make sales and foster best decisions. </li></ul><ul><li>We will greet our customers in an open manner and tone that makes them feel comfortable. </li></ul>

5.
DCH Brand Experience <ul><li>Our customers will feel our human touch, and will appreciate that we see things from their perspective as if we were standing in their shoes. We create more than retail encounters – we create enduring relationship. </li></ul>

6.
Greeting <ul><li>Welcome to BMW of Bloomfield, my name is “Moe” and you are? </li></ul>

7.
Initial Questions <ul><li>Are you here to see someone or something specific? </li></ul>

8.
Initial Questions <ul><li>What do you hope to accomplish today? </li></ul>

9.
Initial Questions <ul><li>How much time do you have today? </li></ul>

10.
Initial Questions <ul><li>In order to make the best use of your time, do you mind if I ask you few questions? </li></ul>

11.
Initial Questions <ul><li>Welcome to BMW of Bloomfield, my name is “Moe” and you are? </li></ul><ul><li>Are you here to see someone or something specific? </li></ul><ul><li>What do you hope to accomplish today? </li></ul><ul><li>How much time do you have today? </li></ul><ul><li>In order to make the best use of your time, do you mind if I ask you few questions? </li></ul>

12.
Set up Goals <ul><li>I’m going to set up clear, well, defined goals </li></ul>

13.
Set up Goals <ul><li>I’m going to meet and greet all my customers today using the greeting and the initial questions. </li></ul>