Good old-fashioned hospitality still in style

When it comes to waiting on a first-time customer, more often than not you will be dealing with fear. The new customer is in a strange place, with strange people, and has most likely been told to watch out for salespeople; they will take advantage of the customer.

The best way to overcome this fear is by being professional, courteous, and hospitable. Try something such as: “Welcome to Hometown Dealership. My name is Patrick Davis – and you are?

After the prospect has had a chance to identify him/herself ask, What brings you into our dealership today?” If you’re having a special promotion later, tell the customer. It can only build excitement and help move the customer closer to a buying decision.

Customers usually are not bashful about coming straight to the point of their visit: to get your best price and to think about. Don’t be bashful about stating your goal: to find a vehicle that they like well enough to buy today providing that you can make the numbers agreeable.

Now is a good time to start qualifying. If you experience trouble qualifying someone in the inventory I suggest that you have them follow you inside where they won’t be distracted.