Last week I wrote about pacing and its importance in building rapport. If you haven’t read it yet take a look at it after reading this article, which really should have come first. Pacing happens during or after the initial greeting but what should you do even before that? I’m talking about the moments just before you say hello, the moments before you close the distance between yourself and the prospect that just walked on to the lot.
Not many people think about it but its very important how you carry yourself during this time. Most car salespeople feel nervous or jittery others can feel over confident and cocky. How should you carry yourself? How do you feel during these moments?
Kenrick Cleveland teaches something called the Unconscious Hello. Simply put it’s the non-verbal way to say hello. For the next couple of days I want you to pay close attention to how people greet each other from a distance. Pay close attention to the body language, the way they turn their body, the nod of their head, the opening of their arms and their facial expressions. Take a look at how both strangers and friends greet each other; you will notice a big difference.
Persuasion, in any sales environment, should be happening at ALL times, during every moment of the sales process. Every movement of your body, your hand movements and facial expression should be used to persuade. The Unconscious Hello can happen 20 or 30 feet out from your contact with the prospect. Smile and nod your head as if you are walking up to shake the hand of your best friend. This may seem small to you but it speaks volumes to your prospect. They are nervous enough when they see a car salesperson walking up to them, do whatever you can to ease that nervousness, to initiate the rapport and trust building process.
If you expect above-average results you must learn, implement and perform above-average concepts.
That’s why I asked you to pay close attention to how people greet each other from a distance, so that you can better mimic those moments. Have you ever been in the mall and noticed a good friend walking toward you, how did they look when he or she noticed you for the first time. Did their eyes widen, did they smile and start to walk faster? That’s what I want you to do; I want you to act as if you are familiar with them; smile warmly, nod your head and quicken your pace just slightly. Your prospect will do the same; they will nod their head, smile back and will return your non-verbal greeting.
Don’t miss this moment, do it every time and you will be much closer to closing the sale because you are persuading. After the unconscious hello go right into pacing and remember that if you expect above-average results you must learn, implement and perform above-average concepts.
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