Working experience in automobile sales (1)
First, learn the spirit of struggle.
Joe girard, the god of automobile sales, sold 1963 to 1978 * * a total of 1300 1 Chevrolet cars, and 12 sold an average of 6 cars a day. No one has broken this record for 50 years. This is the idol of our sales consultant. China's total car sales have become the first in the world. We need to work hard and struggle. We can surpass the 76 golden rules of devil's trade in joe girard, as long as you work hard!
Second, we must have strong loyalty.
Loyalty is the greatest wealth of a sales consultant. Loyalty means that your ability is effectively accumulated, and your personal growth is inseparable from the precipitation of work. The result today depends on your struggle five years ago, and the result five years later depends on your struggle today. If we stick to the model of Honda 4S store in 1998, it must be great now, because many automobile dealer groups started in 1998; If you miss it, it must be great that you can persist from 2008 to now, because many automobile dealer groups started in 2008; If you miss everything, do it well. Now, there is still a wave of market in China auto market waiting for us to harvest.
Third, we must have the spirit of going all out.
Do you work hard every day? Have you made full use of these eight hours? Is every customer taken seriously? Have all the parties who filed the case followed up by telephone in time? Is the customer of the order really comforted? Does the customer really care after the transaction? Do you still have contact with the defeated customers? How many basic customers have recommended you? How many arrangements are there? What is the increase? Going all out is not empty talk, it requires you to devote your life to the whole life cycle of customers, instead of saying that "the boat of friendship will turn over in a few words"
Fourth, we must have a persistent spirit.
How can you see a rainbow without experiencing wind and rain? There is a lot of practice behind success. What is product knowledge? What are the highlights of the automatic parameter configuration function? What do you know about competing products? What are the highlights of the competing product parameter configuration function? After work, did you seriously sum up and think about your day's work? The growth of sales consultants is the reward of "basic skills", and every transformation is based on a lot of practice at ordinary times, thus achieving a perfect turn from quantitative change to qualitative change.
Automobile Sales Experience (Ⅱ)
An excellent salesman must have a deep understanding of his products, accurately locate the target group, strictly implement the proposed sales plan and record perfect customer information.
Sales staff should first be familiar with the product positioning and market positioning of the models sold, and then aim at the customer groups according to the positioning, formulate the daily sales workload and strictly implement it. Only by ensuring quantitative change can qualitative change occur, and the effective information of customers must be recorded completely. Only by ensuring the precipitation of customers can sales be stable and feet can be lifted.
1. Accurate positioning of target customers and crowd mining.
The accurate positioning of customer groups directly affects the accuracy of developing customers. Existence makes sense. Every car has its own customer base. In addition to regular telephone calls, the collection of customer information also includes newspapers, television, business directories, network promotion, customer recommendation, introduction of peer dealers and distribution of information and business cards in crowded places.
Joe girard is the greatest cross-border car salesman. He was listed in the Guinness Book of World Records for selling 1452 new cars in 1976. Now that so many years have passed, no one in the world can break this record. The most important secret of success is that he is doing things related to his automobile major every day and always wants to realize professional automobile sales. Joe Gillard came to China to teach him sales skills for an hour. After taking office, joe girard briefly introduced himself, and then began to issue business cards. After 45 minutes, plus the translation time of the translator, it took 50 minutes. At this moment, joe girard said, my first sales class is over.
2. Develop customers in a planned way.
Planned development of customers can quickly improve sales performance. Usually, we think that the development of customers should start with familiar people and end with unfamiliar customers. There is a saying that you can meet the president by repeating five people, which means that these five people represent five groups respectively. Only by constantly expanding your social circle can you know more people and have more sales opportunities.
There is an Indian proverb: the first sentence is the easiest to say to a friend. In fact, every customer is our friend. On the contrary, every friend is our client. It is generally believed that the development of customers starts from the most familiar regions and counties, and ends in the surrounding cities and provinces. Only in familiar places can you show yourself better. Therefore, the development customers of geographical areas range from familiar places to strange cities, from friends to friends to strangers.
Make the phone meaningful
Any meaningless phone call is a kind of harassment to potential customers, so when you talk to them, you must make them gain something. Before contacting them, you must make corresponding preparations and try to collect the information of potential customers comprehensively. Including the name, interests, location, industry, industry trends, industry news and even family information of potential customers. Try to understand the needs of potential customers. Before contacting potential customers, you should overcome your fear of calling, take detailed notes before calling, and keep relevant information you may need at hand. Some salesmen also prepared some interesting news stories and humorous jokes to satisfy the interest of potential customers.
4. Preparation for appointment with customers
When quoting to customers, try to arrange customers to be in the same area when they are not on duty, and try to invite customers to the exhibition hall to negotiate in their familiar environment. If you want to go to the customer's office, you should make relevant preparations before going to the door: for example, gfd (uniform uniform), men should not wear accessories, women should wear light makeup, and prepare business cards and work cards. Prepare relevant vehicle information, quotations, contracts, receipts, calculators and pens, preferably not after lunch break.
Automobile sales experience (3)
In a blink of an eye, I have been in Roewe 4S shop for half a year. In the past six months, I have changed from a rookie who doesn't even know what at and MT are to a salesman who knows the performance of cars. Everything starts from scratch, while learning professional knowledge, while exploring the market. When I encounter difficulties and problems in sales and specialty, I always consult my experienced colleagues in time to find a solution to the problem. Thank you very much for your help! I also thank the leaders for giving me a platform to show myself. In the past six months, I not only learned the basic knowledge of cars, but also got a deeper understanding of my own brand, which made me deeply fall in love with my job and the cars I sold. In my opinion, only by loving my post can I do my job well.
In just half a year, I realized that my passion alone was not enough. I should learn how to negotiate with customers and analyze their situation. These are things that I have never experienced as a new salesman, and our old salesmen often learn from me as a newcomer during the negotiation process. I am very grateful to my colleagues for this. Therefore, until now, my clients who have difficulties in talking will learn from the negotiation skills of old salesmen to negotiate.
Nowadays, the competition in Jiaxing automobile sales market is becoming increasingly fierce. All salespeople are faced with the coexistence of stability and tempering, hope and opportunity, success and failure. Therefore, a positive attitude is very important. I should open my eyes every morning. Every morning, I will wake up from the cheerful and radical alarm, and then greet the day's work with a vibrant and happy attitude. If I don't have as much experience as others, then I am more honest than others; If I don't have as many lists as others, then I will serve better than others. These have always been my working attitude. I believe this is the only way to finish the work better.
Existing shortcomings
The understanding of the market is not deep enough, the professional knowledge is not sufficient, and the communication with customers is inexperienced.
In the sales work, there are also signs of being eager to clinch a deal, which not only affects the development of their sales business, but also hits their self-confidence. I think I will abandon these bad practices in my future work, actively learn and consult business knowledge from old salesmen, and improve my sales skills as soon as possible.
Automobile Sales Experience (4)
Before my induction training, I learned that after people have basically solved the basic needs of food, clothing, housing and transportation, the first development is to "live a good life." The so-called "walking" is not a simple way of walking, but has gradually developed into a car shop. This trend will be stronger and stronger in China.
Automobile sales consultant is undoubtedly a good career choice. Everyone knows that selling cars is not a simple matter. In the future, we will face completely different customers, who will have different needs and performances at different times and in different States. As a sales consultant, I should not only meet the needs of customers, but also achieve the purpose of sales. It is necessary to satisfy customers at different levels and win profits for the company. Therefore, selling is an art, and selling cars is a luxury art.
Because of this, from the day I entered the training of Guangbao Toyota, I wrote such a passage on my blog, "Try to be smart, capable, ahead of time, attractive and courageous, and don't let the company and relatives and friends down". Because of this, I will, as always, maintain my competitiveness, vitality and focus on my work. Because only in this way can I strive for good performance during my training and internship.
Here, I would like to especially thank Manager Xiao of Guangbao Toyota, who gave me the motivation and confidence to stay in Guangbao Toyota. Before the training, the company informed me to attend the second interview. It was manager Xiao of the company who interviewed us at that time. She gave us a comprehensive evaluation from different aspects. What impressed me most about this second interview was Guangbaofeng Tian's sense of responsibility in employee selection and assessment. This is also the most formal interview in my interview process, which is really challenging. I am very happy to be recognized by the company.
On the first day of employment, like other students, I attended the morning meeting of sales consultants held every morning. For me who come to participate in the training, I want to seize this opportunity to exchange and learn together and integrate myself into the sales team. On the first morning meeting, driven by regular employees, I learned the polite expressions used by the company to receive customers and got a preliminary understanding of the specific functions of different cars. On the first day in Guangbao Toyota, I was confused about everything, but with the help of the trainer, I learned more about the company. At first, I was a receptionist. Later, I asked a regular employee how to get familiar with the environment here quickly. He told me to understand the basic principles of cars and our Guangbao culture. The most important thing is to read more materials, work with old employees and learn while listening. At the end of the day, I was familiar with the vehicle model and car purchase process of the exhibition hall.
At the morning meeting the next day, Sister Na asked the old employees about COVID-19's professional knowledge and asked them very detailed questions, such as asking an old employee to introduce COVID-19's VGRS (Variable Transmission Ratio Steering System) and electric sunroof. Listening to the old employees answer these questions, I secretly made up my mind to get familiar with them. For me, attending the morning meeting can let me know the information of vehicles and customers. I think through my second day's work, I saw that the customer didn't dare to get close as on the first day, but tried something. If not, I will tell the customer, and I will let an employee who knows the situation communicate with him. I have some impressions of VIOS, Corolla, Reiz, Crown, Previa and Prado. I hope I can understand them one by one in the future training.
My biggest confusion now is when I can know the calculation of the related expenses of each car. In the past two days, I got a preliminary understanding of Corolla, but the calculation of other vehicles, especially the premium and license fee, is still not clear.
My happiest thing these two days is to study with an old employee. Read carefully the customer reception, demand analysis, vehicle introduction, filling in the car purchase intention list, booking orders, seeing off passengers and other links from beginning to end. , and benefited a lot.
During the two-day training, I tried to use the available time to understand the corporate culture, sales model and specific professional data of Guangbao Toyota. Although I missed the previous theoretical training, I believe that with the help of the company's leaders and employees, I will adapt to the working environment and atmosphere of Guangbao as soon as possible, seize the opportunity and calmly cope with the challenges.
Automobile sales experience (5)
The hot summer days passed quickly, the weather became cold, and my heart became cold. To be exact, my heart is not too hot all summer. In the third year, I don't know when I began to feel anxious and confused. The master said that I entered the business too late. Six or seven years ago was the era when automobile sales consultants collected money everywhere. Now is not the best time, at least for car sales consultants.
Before I graduated, I went to the 4S shop as an intern and learned how to sell cars from my master. Until now. I have been wearing a suit and tie every day since my first day at work. In the eyes of others, I am a white-collar worker, and sometimes I feel this way, even though my monthly salary was 800. I cross the world of ice and fire every day. When the exhibition hall is cool, the maintenance workshop is hot; When the exhibition hall is warm, the maintenance workshop is cold.
What's more, in sharp contrast, the exhibition hall is spacious and bright. When I rented an apartment for ten people, a bed occupied half of the empty room. This society is like this. People who wear suits all day are likely to be diaosi, while people with high salaries are just ordinary or even humble. Just like the Baidu engineer who lives next door to me, he looks like a migrant worker from the outside, but his annual salary is more than 300 thousand.
Like most car sales consultants, I work six days a week and can't rest at weekends because of traffic jams. I go to work at 9: 00 every morning, but I arrive at 8: 30, because there will be a regular meeting before I officially go to work, and the whole company will attend. /kloc-Before the end of the 0/5-minute meeting, you should also high-five and shout slogans to boost morale.
According to company regulations, after the regular meeting, the sales consultant should clean the exhibition car. This kind of cleaning is not as simple as wiping the table and mopping the floor. In addition to physical strength, it is still a technical job. For example, the Logo of each hub of each exhibition car should be parallel to the ground, which means that if the car can't move when adjusting the position of a tire, it will take time and effort to put the roof in place.
Then the day's work officially began. Usually not many people come to see the car in the morning. At this time, I am not free. I want to sort out the report of the previous day and call back to ask the customer to pick up the car. In addition to these, more is to answer the phone. Some people call to ask about the car price, and even bargain with you without looking at the car. At this time, you must also tell them patiently; Someone called to ask about the function of the car. You just bought a new car and don't know many functions. You have to tell them patiently. Someone called for maintenance, but I don't know the technology. At this time, I will consult the maintenance master ... there are many similar things.
When I first entered the business, the leader told me that sales not only need talent, but also need adaptability, so I am honing and demonstrating this quality and ability every day. When receiving customers, be enthusiastic, generous, serious and professional. We should not only introduce our cars to them, but also introduce our services. I can sit in these beautiful cars every day, but none of them belong to me.
When introducing cars to customers, they will also talk about other topics unrelated to cars, such as children, the elderly, and even pet dogs at home. Sometimes their interests are really wild, even so, they should cooperate. I have to try to make them think that I treat them as friends, even if sometimes I don't like them myself. This is the most true portrayal of "people can't help themselves in the rivers and lakes."
Actually, this is not bad for me. Once a female friend was a sales consultant and eulogized a car. In order to sell a car to a boss, she accompanied his wife to do her hair and go shopping. Who knows that half a month later, the boss bought a BMW in the exhibition hall next door. What a painful understanding.
Because it takes a strong heart to be a sales consultant, I have witnessed the joy of many family members buying new cars, as well as countless chagrin, sadness and even tragedies. All these make me understand the importance of happiness and freedom, as well as the importance of family, friends and lovers.
After a busy day, I should get off work at seven o'clock in the afternoon, but it is almost impossible to get off work on time. At this time, leaders often give notice of meetings, ranging from half an hour to two or three hours. I don't know where there are so many meetings every day, and even ask us to attend the training of maintenance personnel, which makes me doze off.
If a new car comes on the market, there will be a small meeting every day. The sales manager or training lecturer will give us training, from appearance to interior, from configuration to technology. From time to time, you should call the roll and ask, "What was the maximum torque that the gearbox could bear just now?" I heard that there will be an answer test for the new model tomorrow, and everyone's faces are slightly sad.
Maybe this is not the most terrible. The most terrible thing is the mysterious customer, that is, the unannounced visit of the manufacturer. This is a sad reminder for every dealer. It is said that there will be unannounced visits by mysterious customers every quarter. Once caught in an irregular place, you will be punished. Therefore, it is better to say that everyone is miserable than that everyone is in high spirits.
The automobile industry is very depressed this year, and the monthly sales of our store are much worse than last year. The parking lot is full of neat stock cars, and it is dark from a distance. I stood in the parking lot and looked at these stock cars, just like a farmer squatting beside a vegetable garden, looking at those cabbages that are going to rot in the ground because they can't be sold. That smell really stinks. The car couldn't be sold, and the income plummeted.
I heard from my colleagues that the car dealership is an industry with a large flow of people, and it is common for people to come and go. Actually, it is. I have been here for three years, and I can't remember how many people left and how many people came. I left a colleague last week and only stayed here for more than four months.
A new colleague came the other day, looking very young and just graduated. Chatting with him, he asked, "Why do you want to sell cars now that the automobile industry is in recession?" He smiled and replied, "I have no experience." I heard that sales can cultivate people, so I came. "Yes, it is said that I have trained as a sales trainer for three years. Why am I so anxious and confused now? I'm not sure how long this new colleague can work here, but I still said to him, "Work hard and have a bright future. "I am not confident when I say this.
Million car purchase subsidy