First, practice makes perfect. If you haven't been engaged in automobile maintenance, the first point is to recite the vehicle configuration table every day, because you don't know what many configurations are without repairing the car. So the first step is to memorize it.
Second, look for opportunities to understand what the main indicators and the contents in the configuration table do, such as what is ABS? What is the function? Why use it with EBD? It doesn't matter if you haven't seen it, but at least you should know the technical principle, which will be often used when selling cars to customers in the future. It is a weapon to fool customers.
Third, the brand car sold by car. For example, FAW-Volkswagen has six models: Jetta, Bora, Golf, Sagitar, Magotan and CC. When remembering, you should first remember the basic configuration of each model, and the other configurations are easy to remember, because both luxury and ultra-luxury models are added to the basic models, and you only need to remember what configuration is added to the basic models, that is, luxury or ultra-luxury models. Very convenient.
As for knowing your customers, you are eager to buy, which requires you to accumulate experience in your work, and you need to know the sales process of the brands you sell. The sales process is a necessary means to actively promote sales required by the main engine factory. You don't have to follow the sales process completely when you work at ordinary times, but you must fully understand every detail of the sales process. The main purpose is to improve the transaction rate of customers entering the store, which means that you must think that every customer who enters the store wants to buy a car! There is nothing else here. Only on this premise can sales be done well.
Most OEMs require customers to register information. Don't underestimate this work. In fact, information registration is used to help us screen customers. General OEMs will classify customers. For example, some OEMs classify customers as S\A\B\C, and some are D-class.
Class s means that customers will buy a car within a week.
A level means that the customer intends to buy a car within two weeks.
Category B refers to the customer's intention to buy a vehicle within one month.
Category C indicates that the customer has the intention to buy the vehicle within three months.
D-class customers refer to customers who have a car purchase plan within six months.
Among the three levels of S\A\B, S should follow up by phone every day, and A \ b should follow up once every three days. As for the C\D level, you can follow up once a week at first, and the follow-up time is until the customer buys a car, or you just look at the car and have no intention to buy it.
So how to judge the customer classification, we need to know the content of the customer reception part in the process of customer sales, start with asking the customer's words and observing the customer image, and get the customer information, including the customer's name, contact number, consulting model, purchase intention and so on. At least these can be used to judge customers.
These situations will be explained in detail in the training of the main engine factory, and the corresponding standard record sheet will be provided. In addition, most brand OEMs now have their own CRM system (customer management system). You can record the customer information you collected in the system, and then the system will remind you regularly according to your settings. It is convenient to follow up every customer today, otherwise.
Having said that, in fact, the most important thing is to see how you learn. The knowledge of selling cars has increased. Some people can earn tens of thousands a month, and some people can't sell cars in a month. You've just entered the garage and been exposed to car sales. I suggest you learn from the work experience of other old salesmen and start from the basics. These experiences are accumulated slowly, and there are no tricks. You will understand something by doing! It is not just selling cars here, but also including financial knowledge, car inspection and licensing process, insurance knowledge, traffic regulations and so on. The most important thing is that you should accumulate customer information yourself. Find a customer profile that you consult every day, and gradually you can judge for yourself what to do.
Write a work diary for yourself and record the contents of your work every day. If you are experienced, you can write less when you have less work, and write more when you have more work, and you will get familiar with it!
I suggest you look at relevant sales books, bookstores and many on the Internet, which may be helpful to you.
Rory's verbosity may not help you, and it's too general. Don't mind if you make a mistake.
Come on, good luck with your work! !