Chapter 2
The Greet
Learning Objectives: To learn what needs to take place from the get go to connect with a prospective buyer and to set the tone for a successful sales presentation.
In new home sales, your initial greeting can set the tone for the entire presentation. It is the only opportunity that you will have to make a good first impression, so make it count!
What should you do first? Where do you stand? What do you say upon the prospect’s initial approach to your sales office?
While most model centers today are located in a finished garage, some are located in the model itself and others are set up in a single or doublewide sales trailer. Regardless of your setup, you have one initial mission to accomplish and that is Greet - Bond - Discover. You will need to be standing up and ready to greet your guests when they walk in the door. (If you are on an important phone call when the guests enters your sales office, you still need to stand-up, make eye contact, smile, and let them know that you will be right with them.)
As the prospects enter, stop what you are doing and move toward your guests. While approaching, verbally welcome them to your community with a smile on your face. Look for clues as to cultural greeting customs, and then extend your hand for a sincere welcome handshake. Your demeanor will set the mood. Be friendly and offer a warm and sincere greeting with a slice of enthusiasm, and the rest of the process will come easily. While shaking hands, introduce yourself, giving both your first and last name. Normally, they will automatically return the greeting along with their names. If you have a very unusual name to pronounce, give only your first name and have your name badge within viewing so they can see your full name. Wear your name badge on your right lapel, so that it can easily be read when shaking hands. If they do not offer their names, then simply ask them.
