Car sales consultant sales skills and sales training
Car sales consultant sales skills and sales training
First, the car sales consultant sales skills articles
1. The most important thing in the beginning of the transaction
The most critical thing about trading begins, maybe everyone has a different point of view. But one thing is very important, don't go straight to the subject with the customer from the beginning. That is to say, don't expose your purpose to customers from the beginning. All the actions you do are of course to sell the car, but you can't expose the target too obvious, which will make the customer feel that your intention is too strong, and the resistance in the heart will be more obvious! The initial key to the transaction is to establish a preliminary mutual trust relationship with the customer, and gradually eliminate the customer's resistance. The "Thirty-six Meters" is the best interpretation of the first "Crossing the Sea". You can use some other topics first, such as Mr. (Miss), and then naturally lead to a lot of topics.
2, the transaction begins with the key things
There is another key thing in the beginning of the transaction, that is, full judgment! You have to judge the identity of the customer in the shortest time: Is it a special purpose to see the car? Is it clear purpose? Or simply turn around, intend to blow the air conditioner and then leave At the same time, you have to distinguish which of the customers is the decision-making person, and who is the most affected by him? So you know who your heart is going to be! If you exchange business cards at the beginning of the transaction, then You must remember the important elements of the business card in the shortest possible time: surname, address, industry, or even the phone number is mobile or Unicom, what is the mantissa? If you can communicate in the future, it is natural to put the customer's business card on The elements are interspersed in the topic, and the customer will feel more respected.
3. What is the most critical part of the transaction?
Smile and ask more questions. Smile, there is a famous saying, what attitude do you have towards others, others will give you the same attitude. Just like the echo stone. More questions, the so-called "SPIN" sales law, the specific Xiaobian really do not want to introduce, can not find the keyword entered on Baidu, it came out.
4. Don't negate any opinions of the customer.
This is not to let you completely be left to the customer, so you will only be in a passive position, so that you can not control the situation very well, and you can't control the situation, why can you sell it smoothly? The correct way is to affirm. If the customer says "xx is better than your xx, for example, which is more advanced, you can say: yes, yes...., but...", this will not make the customer have obvious conflicts. .
5, the end of sales, not the end of the service
There is a saying that laughs at Chinese products, that is to say, the Chinese marketing community is vigorously emphasizing "service marketing", such as "XX" after-sales service is doing the best. However, some people say that because China's production level is low, quality can't be supplemented by services. Whether right or wrong, service is really important in marketing. The completion of a customer's reception, or the completion of a transaction, is very the end of your sales. Instead, this is a new starting point. We say to emphasize after-sales service, and as a car sales person, what is your after-sales service? - Always keep in touch with customers, communicate, and visit, because a customer will pass your good service level to at least 24 friends. This way you have twenty-four potential customers.
6. Objection to price
When the customer asks that your car price is higher than other, too expensive, you should never come up with the words "a penny of goods" like a country hawker. This is not to say no, but rather, You don't have any persuasive power. You should ask a customer: Can you tell me that the car is a comparison to think that this car is expensive? This is equivalent to asking the customer a question. The customer will usually say at this time, such as ** car, then you should have the opportunity to use your professional level to "consider the customer."
7, work hard during the day, what to do at night
Objectively speaking, what else can you do besides sleeping? You can use it to join friends, call different old and new friends, and go to the major auto forums. As an experience of the old driver of car sales, I suggest you:
Every night before going to sleep, check out the customers and friends you have met on the same day or even in the near future. For new customer business cards, please make a record on the special notebook and recall the communication process between you. The benefits of doing this of course you know. You think about it, you went to a store to buy something. After three years, the waiter still recognized you, would you be very happy? In fact, what is said here is the so-called "CRM customer relationship management", car Sales companies are especially important, and the customer information you personally contact is of course valuable. To conduct effective customer relationship management, you must divide your information into several levels according to your criteria, such as one, two, three, etc. Let the customer know), but you have to have a plan, first-class customers, who are at least one phone call every other week, people who want to send a greeting card at the festival, second-class, is to send an e-mail and so on, so It will make your relationship network bigger and bigger. To put it bluntly, it is possible that more and more people will buy a car at your place.
Second, the car sales consultant sales speech articles
1, you are similar to a brand configuration, why is the price so high?
In the process of buying a car, customers often like to compare several brands, which are particularly sensitive to price. In fact, the customer does not care about the price difference, but whether the price difference has value, so that the customer feels expensive and willing to pay for it.
Sales people should be confident to tell customers that our cars are more expensive than competing brands, then list your reasons in detail and list at least five details. Showcase some unique features that make the car unique and unique.
Customer: You are similar to a brand configuration, why is it so expensive?
Sales Consultant: The question you asked is really good! Yes, our car is indeed more expensive than a certain brand! (The product must be full of confidence), of course, we have expensive and valuable, valuable value. In fact, there is still a difference in the configuration of our car and a certain brand. For example, their skylights are small sunroofs. Our car is equipped with a panoramic sunroof, which looks beautiful and is practical for travel. Our car is equipped with a reversing radar. When you reverse the car, you don’t have to look back to know the situation and improve the safety of the reversing. But their car does not have The most important point is that the car has a large space, no matter the wheelbase or the width, it is incomparable to a certain brand. The large space makes the trip more comfortable. In addition, the rear foot floor is flat in the middle, and a certain brand It is raised. When sitting behind three people, the middle passengers will feel very uncomfortable, and our not only the front row is the two-zone air conditioner, but also the rear row has the air outlet. In short, although the price is a little expensive, these configurations are all Real things, let's buy a car is not convenient, safe?
2, I really want to buy, have come over several times, and then I will buy the discount!
Customers have entered the store three times and five times, indicating that they are very interested in our products. The customers think that there are more important points. These customers are handled properly when they are received, and the chances of making a deal are very large.
Thanks to the customer's trust, to give the customer a face, in the case of respecting the customer, explain the willingness to lower the price, and constantly strengthen the customer's interests, customers who strongly demand price reduction should try to make less concessions, or give the boutique as a concession chip.
Customer: I have come several times, you can offer more, I will buy it right away.
Sales Consultant A: I am really embarrassed to let you run a few times. I also know that you really like this car. In fact, I also want to do your business very much, but the price is already the lowest. Please understand, actually buy a car. The most important thing is to suit yourself. This car is suitable for you in terms of appearance, space, power, fuel consumption and configuration. In the future, after-sales maintenance, accessories, etc. are cheap, it is very affordable for you, you say yes. ?
Consultant B: I am embarrassed, let you run several times, I also know that you like this car very much, I also want to do your business, you also know that this car is currently doing promotions, than the previous sales discount 5000 Yuan, has reached the lowest price, the price has never been bought before, if I still cut the price, I am really embarrassed, but I really want to teach you this friend, or else, you really want, I apply to the manager to send some feet Pads, cushions, is this enough?
3, the customer proposes that the body steel plate is thin and unsafe
Safety performance is of concern to every customer, and the thinness and safety of automotive steel sheets have always been misunderstood by customers. Sales consultants must first affirm customers and understand customer concerns when answering customer questions.
First of all, we must understand the customer's concerns, draw close relationships to avoid confrontation, and secondly collect enough steel plate thickness and safety relationship to convince customers.
Customer: I heard that your car is thin and unsafe!
Sales Consultant A: I understand your concerns. There is such a misunderstanding in the market. It should not be safe in terms of steel plate thickness. It should be based on the actual crash test results of the authority, such as the crash test results of the C-NCAP China New Car Evaluation Procedure. The result is the standard for measuring the safety of cars.
Sales Consultant B: I understand your mood, but your worry is completely redundant. The collision strength of the car mainly depends on the strength of the steel plate and the structure of the chassis. It has nothing to do with the thin steel plate. These cars are new materials, although not thick, but not thick, but The strength is very high. For example, in high-rise buildings, the decisive factor is definitely not the appearance of the glass, but the reinforcing beam and the load-bearing wall. The same is true for the car. When the collision is to help the kinetic energy to be converted into other energy, it is the structure of the car itself that can absorb the function. Not the body steel plate.
4. I don't want to talk about it. How much do you say the minimum offer?
Price is the most important factor affecting consumers' purchasing behavior. Many customers like to bargain for benefits, but bargaining without having to play will make both parties tired. Therefore, customers must lower customer expectations and reduce customer expectations and transaction prices when they talk about prices. Expectation
Set the conditions for negotiation, can you decide today, can you pay the deposit, can you make a decision? The second step is to control the customer's expectations, such as price cuts into gift boutiques. The concession stage must make customers feel that price cuts are becoming more and more difficult, the range is getting smaller and smaller, and the benefits are getting less and less.
Customer: Don't say so much, I will set a discount of 1000.
Sales Consultant A: I understand your feelings very well. I also know that you are sincere in buying this car. I also want to do this business very much, but I don't have this permission. The price has been reduced to a minimum.
Customer: Then you can ask your manager to apply.
Sales Consultant: If you really want to buy it today, and if you have enough money, can I go to the manager?
Customer: Of course, buy it today, as long as you promise a discount of 1,000 yuan, I will sign the contract and book the car.
Sales Consultant: Well, I drafted a contract, the price will be discounted 1000, you sign first, I will apply for the manager again, if he agrees, it will become, you say?