Flattery before sales is not as good as after-sales service. This is the only way to create "permanent customers". The following are the car sales words and skills I collected for you, hoping to help you. Welcome to read the reference study!
Sixteen ways to find potential customers
1. From the people you know, your daily activities will not be carried out in isolation, which shows that you know a large number of people who may become potential customers of your vehicle or service. It is undeniable that even a person with little social activities has a group of friends, classmates, teachers, as well as his family and relatives. These are your resources. One with a circle, which is the quickest way for salespeople to make friends. One of your friends doesn't need your car, but are you sure you don't need your friend? Get to know them and you will meet many people. Tell people around you what you are doing, what your goal is, gain their understanding, and you will soon find your potential customers, because people around you will help you and are willing to help you. If you are sure that the car you are selling is what they need, why not contact them? And most of them have no time limit and can be done after work. When selling to friends or relatives, most people will not disagree and fail. Disagreement and failure are the fear of novices. They like you, trust you, hope you succeed, and they are always willing to help you. Try to recommend your superior vehicle to them, and they will respond positively and become your best customer. Contact them and tell them that you have started a new career or a new venture, and you hope they can enjoy your happiness with you. Unless you do this every day for six months, they will be happy for you and want to know more detailed information. You will use them to test your interpretation and presentation skills. If your relatives and friends won't be your customers, contact them. The first rule of looking for potential customers is not to assume that someone can't help you establish business relations. They may not be potential customers themselves, but they may know people who will be your customers. Don't be afraid to ask for recommendations. When you get their permission to share your new car, new service and new idea with you, the key sentence is: "Because I appreciate your judgment, I want to hear your opinion." This sentence will definitely make the other person feel important and willing to help you. After contacting the closest friends, turn to acquaintances. If the method is correct, most people will not only give you some, ask appropriate questions, but also talk to a big customer.
With the help of professionals, you have just entered a new industry and you can't do many things at all. You need people who can give you experience and get advice from them, which is of great value to you. We might as well call him a mentor. A tutor is such a person. He is more experienced than you, interested in what you do and willing to guide your actions. Mentors are willing to help people who are facing difficulties and help others gain knowledge from their own experiences. You can find mentors from industry associations, authoritative people, influential people or some local enterprises that are good at marketing. Most enterprises will form a group of novices and experienced veterans to work together and let the veterans train novices for a period of time. This enterprise tutor system works well all over the world. Through this system, the knowledge and experience of established enterprises are recognized, which is also helpful for the cultivation of novices. Of course, you can also entrust an advertising company or other enterprises to find customers for you, which requires the support of enterprises. There are many kinds of agents and they can provide many kinds of services. You should seek a suitable agent according to your own strength and needs.
3. List provided by the enterprise If you are serving a company, the company will get the best performance through the details of advertising and marketing. Many enterprises provide sales staff with performance lists. In order to be an excellent business master, you need to find your own potential customers from them. In this way, even if you get nothing from the list of enterprises, you are prepared. If you have been looking for potential customers, you will encounter the least setbacks and make great strides. Check the list of past customers, and you will not only get future business, but also get the business recommended by them.
4. Develop business contacts. Whether you are just starting to contact sales or not, you may be selling. Business contact is easier than social contact. With the help of contacts, you will make business contacts faster. Not only the people you know in the business world, but also the government functional management departments, associations, driver training schools, clubs and other industry organizations, which bring you a huge group of potential customers.
5. Meet a salesperson like you. You have met many people, including salespeople like you. Well-trained salespeople sent by other enterprises are familiar with the characteristics of customers. As long as they are not your competitors, they will generally make friends with you. Even if they are competitors, you can become friends and get along well with them, and you will gain a lot of experience. The other party will remember you when they visit customers. If you have a suitable customer for them, you will definitely remember him. Not to mention the extra achievements, you have a very effective business partner.
6. Looking for potential customers from automobile customers. When the old car is about to be eliminated, the salesperson who contacts the customer in time wins. Make plans early and you will achieve fruitful results. Remember to get involved as soon as possible.
7. The most effective tool to find potential customers by reading newspapers may be the newspaper you put there every day. When reading, underline all the opportunities you find. Unless you do international trade, you may like to watch the local news, business and statement pages. The part that is beneficial to most people is the part that describes the life of ordinary people. It only takes a few days to learn to read newspapers. Once you start, you will be surprised to see a lot of valuable information. Pay attention to marking and recording. Take today's newspaper, read every front page news, and tick off the statements that are of certain commercial value to you. Just like an excellent salesperson tries to contact the relevant people, keep a copy for himself, and then send a short message: "I saw you on the news, I am doing business locally, and I hope to know you." I think you may need to have a copy of the news to share with friends and family. "And attach a business card. People like to appear in the news themselves, and they like to send copies of articles to relatives and friends who are not local. By providing this small service, you can get a lot of big business.
8. Understand vehicle services and technicians. Other people in the enterprise will think of you when they hear valuable information. For example, someone in the finance department knows that the bank may buy a car, which is valuable information in sales. You can arrange a visit. Develop the habit of regularly checking the service and maintenance records of enterprises. Ask the customer service department how many consultation calls your customer has made. If it is repeated, you need to pay a return visit to them. Maybe they are in the growth stage, and you can help them win new services. Try to provide services beyond those provided by ordinary salespeople, which will help you establish long-term relationships, establish credibility and get recommended business.
9, direct visit direct visit can quickly grasp the customer's situation, high efficiency, but also hone the sales skills of sales staff, cultivate the ability to choose potential customers.
10, chain introduction Joe Giard is the super car salesman who sells most cars in the world. He sells an average of five cars a day. How did he do it? Chain introduction is one of his methods. Anyone who introduces a customer to buy a car from him will pay each introducer $25 after the transaction is completed. Although $25 was not a huge sum at that time, it was enough to attract some people, and he could earn $25 without blowing off dust. Who can be an introducer? Of course, everyone can be an introducer, but some people's positions are easier to introduce a large number of customers. Geogherard pointed out that bank loan officers, car factory repairmen, and employees of insurance companies who handle car claims can contact customers who are interested in buying new cars almost every day. Everyone can use the import method, but how can you succeed? Gerrard said: "First of all, I must strictly stipulate that I must keep my promise and pay quickly." . For example, if a car buyer forgets to mention an introducer, as long as someone says,' I introduced John to buy you a new car, why don't you confiscate the introduction fee?' I had to tell him,' Sorry, John didn't tell me. I'll send you the money right away. Do you still have my business card? Please remember to write your name on my business card when introducing customers, so that I can send you the money immediately. Some referees, who have no intention of earning $25, resolutely refuse to accept the money because they think they will feel uncomfortable after receiving it. At this time, I will give them a gift or arrange a free meal in a good restaurant. "Receiving customer information from former salespeople You can receive useful customer information from former salespeople and master the details of each piece of information in detail. 1 1. The sales letter is like a car salesman, listing nearly 300 potential customers sent by the sales letter. These potential customers know a lot about cars. For various reasons, they haven't bought it yet, but he believes that they may actually buy a car in a year or two. It is impossible for him to personally follow these 300 potential customers every month. Therefore, he sends an ingenious card to these 300 potential customers every month. There is no mention of buying a car on the card, but congratulations on representative festivals every month, such as New Year's Day in January and Happy Spring Festival in February ... The color of the card is different every month. When potential customers receive the fourth and fifth cards, they will be grateful for his enthusiasm. Even if they don't buy a car right away, when a friend mentions buying a car, he will take the initiative to introduce the car salesman.
12. Telephone is the most economical and effective tool to contact customers. If you can make a decision for yourself, take time to call new customers at least five times a day, and you can increase 1500 chances of contacting potential customers a year.
13. Exhibition is one of the important ways to get potential customers. You need to prepare a special person to collect customer information, customer interests and answer customer questions on the spot. Even if your company doesn't hold exhibitions, exhibitions held by your customer groups are equally important. Of course, you must have a way to get their information.
14. Expand your interpersonal relationship. A car salesman must have several important factors, such as vehicle knowledge, sales skills, willingness, endurance, sales customer base and so on. Among them, the sales customer base is the so-called interpersonal relationship. Enterprise management can also be said to be interpersonal management, and interpersonal relationship is another important industry of enterprises. The wider the interpersonal relationship of salespeople, the more opportunities you have to meet potential customers. How to expand your interpersonal relationship? You can plan to start by preparing an attractive card: Do you want the people you contact to know who you are? What kind of service can you provide? Business cards can make people you contact remember you. Participate in various community activities, participate in a public welfare activity, and attend class reunion.
15, meet strangers around you. It is suggested to practice the "five-step principle". Have you ever tried talking to people around you in an elevator, on a bus or in a restaurant? No matter what business you do, you will find it very interesting to talk to people close to you. How to know strangers around you is a skill that professional salespeople must train. How to consciously deal with the encounter with others? First of all, we admit that not every opportunity will bring sales performance. Even so, why don't we try and let this opportunity slip away? When you meet someone who walks into your five-step range, you should introduce yourself in a friendly and enthusiastic way and ask them about their work and why they are here. Good-natured dialogue makes the other side respond positively. When they ask about your job, your task is to hand them your business card. Few people will object to your enthusiasm and business card, and then you will find that the other party has started asking a series of questions about your work and your car. Isn't that what you need? You smile and tell each other, "I guess I may have the opportunity to serve you or your friends one day, so thank you in advance." Match these words accurately with your atmosphere at that time. "I guess" sounds like everything is natural "Thank you in advance" means that you are very polite. "Possibility" shows a humble attitude. "One day" will prevent your vehicle or service from being blocked in the distant future. "Serving you" puts potential customers first. They feel that they are important to you and are likely to take action to help you. There are usually three situations, which action is good for you: they agree to call you to discuss it further. I agree to let you call them for further discussion. They are not interested, but they will recommend you to people who are interested. What do you have now? Get to know someone you hardly know, get a potential customer and be recommended to other potential customers.
16, wider range If the vehicle you are selling is aimed at enterprises, you should start with the local yellow pages phone book. The willingness to list the enterprises they invest in in the telephone book shows that they take enterprises seriously. If your transportation or service brings them more business or makes them more efficient, you should contact them. If you want to expand the range of potential customers, you should look for at least 800 directories with names and addresses. If you are familiar with computers, you may find potential customers online. Many classified goods on the Internet can help you find groups that may become your customers in a short time. If you are unfamiliar with the Internet, you need to get in touch with it now, because its development will bring us many new business ideas and future development directions.
Telephone etiquette
First, the opening remarks of the phone directly affect the attitude and views of customers on you. Pay attention to using polite expressions on the phone, such as "hello", "please", "thank you" and "thank you". When you make a phone call, you should have a correct posture, speak kindly and clearly, that is, don't put on airs or be charming. Even a simple greeting will leave a good impression on the other party. As long as you have a smile on your face, you will naturally convey this beautiful and clear expression to each other. Especially when you call for the first time in the morning, the friendly and pleasant greetings from both sides will make people feel happy and leave a polite impression. After the phone is connected, take the initiative to say hello, and ask the other party's unit or name, and report your unit and name after you get a positive answer. Don't let the other party guess who you are (especially friends and colleagues who haven't seen for a long time) to avoid embarrassing the other party.
Answer the phone after two rings. Don't delay. Pick up the receiver and ask "hello". If the phone rings four times, pick up the receiver and say, "I'm sorry to have kept you waiting", which is a polite expression and can eliminate the unhappiness of waiting. If the phone content is important, make a phone record, including company name, caller's name, conversation content, date, period, other party's phone number, etc.
Third, the politeness before hanging up can't be ignored. Before hanging up, saying "please give me more advice" and "excuse me in your busy schedule" will leave a good impression on the other party.
4. Don't laugh or talk to others, and don't put your hands behind the receiver if the other party doesn't leave when you make a phone call or answer the phone. If necessary, apologize to the other person and ask him to wait, or talk to him later.
5. When making a phone call, politely ask, "Is it convenient to talk now?" ? Consider each other's time. Generally speaking, it is better to call home after dinner or in the afternoon on rest days, and it is better to call the office around 10 in the morning or after work in the afternoon, because these hours are more free and suitable for business talks.
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