Car sales consultant will look

People often say that cars are changing the world machine. In today's world, in people's production and life can leave the activities of the car is not too much, and more and more human activities are the vehicles for change. People in the basic solve the food, clothing, housing problem after the first development is line. The so-called line, have long is not a simple walk, themselves, has also gradually to development. The development trend in China will more and more strong.

Congratulations on you scholars has an opportunity to participate in a change of the pattern of China's industrial activities, to participate in a writing the history of China's automobile industry. We by no means simply car sales, we are living in sales, sales, a human constantly seeking a better life, comfortable life, convenient life, with dignity, has the value of life. Also, we can't ignore cars bring business social change, change in human life at the same time, the car has changed people's work efficiency, change the working way, change people's business habits. For commercial society for, for the automobile demand also don't simply is speed, efficiency, luxurious, we strive to sales is the commercial personage of the temperament, identity and professional. Therefore, the sales personnel is the first point of contact with customers, our job is not selling this two word can cover, and we are the customer travel consultant; Are they change life, change business opportunities transportation consultant; We are their first thought consultant, the first time to talks; We are not pure sales personnel, we are customers buy the consultant.

Are you ready?

The sales process is a very complicated process, any product sales are no exception, even like cakes, soya-bean milk sales can be a kind of into the size of the sales pattern, especially complex is sales technology content of very high product, if the car. Many of the world's outstanding sales master the first product sales are cars, such as America's top sales master ziegler, Japan's national sales ace Honda village wood; European insurance sales experts DE lamesa, RON. Their success is a national honor, if a country has no sales personnel, it is not the commercialization of state of modern society. These experts almost unanimously that, if a sales personnel can sell the car, so in the world without what thing is he will not sell.

Visible, selling cars and is not a simple things. We are faced with a completely different customers, these customers in different time, at different state will have different needs and performance. As sales masters, not only to satisfy the needs of customers, and to achieve the purpose of sales; Should let different levels of customer satisfaction, and for a company to gain profit; So, sales is an art, and sales car is an luxurious art.

Any product can have the insufficient place, any product good place will have competitors to emulate, sometimes the imitation innovation than the original to advanced and close to the needs of customers, this phenomenon is inevitable, but that doesn't mean we can't sell our products. Sales is the meaning of art is here. Dealing with customers to produce a variety of doubt, all kinds of misunderstandings, all kinds of prejudice is a sales of ace basic skills.

Every day we will face all kinds of customers, some of which are really to the principle of customers, there are some but is literally see, good sales personnel can through certain skill to discover the true customers, and closely tracking such customer, thus completing their sales work. Still, sales personnel need the door visit customers, so it is necessary to identify the most potential customers of the skills and capabilities, and in recognition based on the application of professional sales skills to finished the sales task.

The financial talks is one of the more sales of the content of the key is unable to avoid. For a sales person for, what is the proper business talks, business, what is the main demand of communication, how to guarantee the profits of the company, if the deal with bargaining, even want to know how to deal with joint shopping group.

Professional car sales personnel should not only master mentioned above understand customers, identify needs, this paper expounds, display products, processing exceptions and business communication, business negotiation skills, but also have the customer psychology, purchasing behavior, knowledge, or even to develop their own personal sales style, the unique sales methods, according to the customer's different to adjust his sales methods.

The first chapter pre-sale preparation

A brand new car sales personnel, in the first year of work garage sales should be much car?

Major cities around the country have had similar to the supermarket as auto sales market, in these markets were active in the manner of sales personnel, they can sell out a year how many vehicles?

The auto industry is in the west of the developed countries, such as the United States, Canada, Germany, Britain, France, and even the geographical position belong to Asian countries such as Australia, a just to move into the car sales a year and should be much car sales?

If you will choose to as you improve your car sales of their earnings a job and then maybe you need to take a long time to have may achieve your ideal, but, if you choose to car sales as a for your personality, and not only because of its economic income and are interested in them, what you get is not only in the work will have fun, but with more economic returns.

At present, the auto industry in China is still a very young field, this makes many employees are so caught the first opportunity, won the return, others the rewards are very large. But, as the market gradually mature, the clients for the cars in the consumption of the knowledge increases, the only rely on simple eloquent, flowed, no way to sell cars will be far not as early as quickly get customer trust, of course, for the car this product, and lost the trust of the customers, sales nature also can not complete.

A qualified car sales personnel should possess skills and what what qualities? Any whether a person could be the best car sales personnel? Let's look at an example:

This is a common city Central America in a common area is a famous auto. The garage is there were six cars of various types of exhibition hall of the rover. This afternoon, sunny, a breeze, let the exhibition hall seem very bright, seven of the store sales staff in all their busy their own thing.

This is a common working day, a couple with two children walked into the garage. With do for 10 years of automobile sales intuition, George thinks that the couple is real buyer.

George to come forward to say "hello" passion-car sales of the first step-and eyes and include two children, all people exchanges, eye contact, at the same time he introduced himself, and husband and wife to shake hands with respectively. Later, he seems to be inadvertently complain that the sky is getting the accumulated clouds, and weekend may to rain and snow, seems to be said to himself, perhaps the weekend outing plan to fall through. This is clearly a very naturally turned to him need guidance to the topic of conversation: he sincerely ask, "two need any help?" The commissioner, eliminate, close the distance between strangers the ability.

The couple said they now open is the ford Taurus, consider to buy a new car, they are very interested in sport utility vehicle. George began the process of car sales--the second step to collect customer demand information. He began to patience, friendly to ask: when will the car? Who open this new car? The main use it to solve what difficulties? In each other after communication, George began car sales the third step-meet the customers' demand, so as to ensure that future back to their customers the possibility of garage was improved. They started to explain said, weekend should go provincial visit a relative, they would have a capacious and four wheel drive car, safety and more reliably can reach its destination.

In the conversation, George found the couple hobby, they like fishing. Such information for a sales person is very important. This kind of customer information to sales staff leave a way of the next call. Sales is not a easy to learn and master the process of the work, it does not like sports, sports is in accordance with the provisions in advance as long as executive, executive in place to be able to obtain better than the average person good grades, and work in sales is the nature of the process of content, but very flexible rely on some of the content of the nature of the rules. For example, master and understand customers hobby ability, is most sales staff ignored, or even simply will not to consider. In good sales personnel, they always think the nature of the "chameleon" most useful skills sales process. Customers from this perceived will is a sales personnel from the absolute sincerity, personalized input and concerns, in this sense, the customer will be very safely and sales personnel exchanges. Thus, in the above case, George show that you are interested in fishing, can at least get a and customers have common interests topic which established and customers in the car purchase outside of the gossip.

George was very carefully listen to all the information from the customer, to confirm their customers to understand exactly accurate demand suv, after his careful and slowly, and said, "now does have a few car car can recommend them, because this is a few car meet their expectations.-sales process flow in the third? Steps: products show. He freely ask, how much plan month models. This time, the customer express first don't worry with talk of payment, they first have to know the what kind of car, exactly the place to meet their needs, then to talk about the problem of the price. (the level of customers more and more is also high)

George first recommended "explorer", and try to talk about the different function of selected parts. He invited two children to car seat to feel the way, because the two children as if nothing dry, began to naughty, and thus, the parents of the arrangement of George praised.

The couple seems to be very adept car. He recommended many new technology, the new control, customers are very familiar with, and thus, the couple to certain collected before in various kinds of car aspects of the information. At present, this kind of customers in order to purchase of as much as possible before collecting information phenomenon is more and more common. 40% of consumers in purchasing automobile car before the Internet search through the enough information about information about cars. These customers most are high income, highly educated, and most tend to buy high class car (such as sport utility vehicle), which will also bring higher profits for the garage. In fact, the more customers to understand the car, the car sales staff is more help, but now there are many sales personnel all think that such a bad deal with customers, too adept, also have no sales of profit. George was think, the more understanding of car customer, the more those who know nothing about the customer not the careful, cautious, and doubt.

The couple seems to be "explorer" very interested, but, George also shows "the expedition," a larger suvs, because, the latter's profits will be more. The couple looked at the exhibition hall is marked with price signs, said with a sigh, more than their budget. At this time, George made a joke: "well, I'll put this car to stay, and you budget enough to come." Customer laughed.

George now suggest the couple to his office to a detailed talk. This is the fourth in a car sales process steps-consultation. Negotiations are usually price negotiation. On the way to the office, he conveniently from promotion advertising picked two balloons down, to look idle two children play, the customer can concentrate on negotiation created better conditions.

Car sales personnel do the desk of the general are two different shifts of sales personnel to use, but, even so, George or on the table and photographs of his family, and it is another and customers may talk about common topic. He first write down the name of the husband and wife, and contact information, usually purchase car of potential customers are not be the first time to decide to buy, leave your contact details for future have the opportunity to customers to other auto are investigated later sex will contact the customer success high many. Once again he tried to ask the customer's budget is how much, but the customer really very sophisticated, but asked, "what's your quotation?" George decided that they must have been through a variety of channels know the price of the car, therefore, George gave a than market price to a low usually the price, but, the customer seems to be more prudent, facing their offer, George actual can earn only about $65, because of the price than the purchase price, also only 1% higher. George show can't accept, so, George said, if in their offer, I'm afraid some configuration is not. So, George and to give a 6% higher than the purchase price of the offer. After negotiations again, George eventually reached more than 4% of the purchase price, the high price. For George for, the price is very thin profit, but still can be, after all, customer first to can reach the steps has been good, and the price is also means to make $1000, George get commission is $250.

George is very efficient to make the related documents, because of the need to sign the manager, had to let the customer wait for a moment. Usually, the garage sales manager for it, then check the sales staff confirmed contract is a very good guidance lack of experience of sales staff opportunity. George back to the manager signed contract, but at this time, the customer said they still have to think again. At this time, George can use another sales skills in, and that is signing pressure, he can apply pressure forcing the client now I signed, but he did not do so, he would rather let them free to leave. It is also the garage of self-discipline rules, the rules say, if you expect customers come back again, so should not use pressure, should let customers in the relaxed atmosphere free to choose. (a higher education customer absolute don't like the way the pressure sales) George is confident the customer must come back, he gave them the business card, welcome they at any time to reach him.

Two days later, the customer finally called and said they went to see the other car, but don't like them, ready to buy them like George car, although the price is a little high, but can accept. They ask when can raise car? Happily, the garage has now cars, so George invites they come in the afternoon.

Afternoon to the customer, accepted the extension of the guarantee period George recommended advice, and arranged for the next maintenance time, and introduces the after-sales service specialized personnel-car sales process of the last step, the arrangement of the after-sales service. And by special maintenance researchers identified 90 days of date back replacement engine filter. The introduction is actually want to make sure the customer the car of the future maintenance, maintenance will go back to auto and not go to the roadside cheap little repair shops.

This is a true example, is also very typical and representative. From this example, we can see a car sales personnel not only need to have a process of sales skills performance, and still need many sales personnel individual quality skills, such as the details of the communication problem, help close the distance method, found the customer individual interest ability, and the ability to negotiate. Although, car sales process will give car sales personnel a clear steps can comply with, but, specific soft sales quality also need to rely on flexible, tactful, intelligent personal strength. Although a lot of sales basic strength not to be obtained easily quantified, but, according to our car sales personnel to the long-term research, we from seven must sales basic strength, the seven basic strength is respectively: industry knowledge, the customer, advisor, industry authority, praised the customer, customer relationship, and the pressure to promote sales.

Ready to work before at least includes three aspects, the product knowledge, consumer behavior and self attitude.

At present no matter which brand of car dealer, even China domestic auto dealers, that is the request car sales personnel have a strong car professional knowledge. So to start selling cars in the first days, sales people usually get training, that is knowledge about car training. Sales workers after brief product knowledge training after, can start preliminary car sales work. But, after more than 500 car sales personnel investigation and research, we find that in fact, many car sales are expected to provide more products technology enterprise knowledge training. They think that if they can master as well as repair car, you must can sell more cars. This view makes sense? To explore this, let us to learn about this view is how to form?

All over the world car consumers should is different, such as they care about the content will have the difference, they purchase the views of the brand has a difference, after all, China's auto industry is not leading the world, and the car itself as a mass consumer products, for China most of the consumer, it still needs to have a dream stage. Many purchase car consumers not because real need auto and purchase, but hold a because the other colleagues unit with a car oneself also should have a car mentality and purchase, so in China, happen a car consumer is buying the car after two years, just opened less than 2000 kilometers situation is not surprising. Therefore, that a lot of cheap domestic cars up to a certain number of market share. Then, we ask dream stage after? Is there have entered the mature of the consumer spending process? They consume what characteristics? All of these will be our need to further understand China automobile customer of consumer behavior.

Understand the want to sell products, familiar with potential customers consumption behavior, and then must ask yourself, why want to engage in car sales this industry? Maybe, you but is to temporarily mouths, do you have the other lofty ambition; Perhaps, you car is really feeling to have home alone, but not learn automotive professional, so the car garage sales, at least they can every day and their favorite things together; And maybe, in your area, car sales is a very decent work, especially some of the international brand of car auto and have the bright hall, comfortable environment, and do not need excessive physical labor, very accord with the requirement to work, and so on why. No matter you become a car sales personnel's motivation is what, in the beginning of the overall car sales skills before the study, you will have to face the future of the industry to rethink their career choice, you will see your choice of this behind working out exactly is a what kind of work.