What is the sales process of selling cars?

Different companies have different processes, but the sales process basically consists of nine steps, including: customer development, reception, consultation, product introduction, trial operation, negotiation, transaction, delivery and tracking. \x0d\ 1。 Customer development. Customer development is mainly to tap potential customers, mainly through some online channels or the recommendation of others. In the step of developing potential customers in the sales process, the most important thing is to establish friendly relations with potential customers by understanding their purchasing needs. Sales staff can not invite potential customers until they confirm the relationship is established. \x0d\2。 Receive customers. There are two ways for the exhibition hall to receive customers. One is a complete stranger's customer visit, and the other is an appointed customer visit. For a strange customer visit, we pay attention to the first impression. Give customers a good first impression, because customers usually have negative ideas about the car buying experience in advance, so the reception of polite professionals will eliminate the negative emotions of customers and lay a happy and harmonious tone for the buying process. Second, for customers who have already made an appointment, just follow the process. Of course, we should also show the spirit of professionalism and courtesy in the reception process. \x0d\3。 Customer consultation. Face customers sincerely and confidently. The key point is to build customers' confidence in sales staff and dealers. Trust in salespeople will make customers feel relaxed and speak their needs freely, which is an important benefit that salespeople and dealers can gain by building customer trust in the consultation process. \x0d\4。 Product introduction. The key point is to launch products according to customers' personalized needs in order to gain customers' trust. Salespeople must convey the relevant product features related to their needs to customers and help them understand how the company's products meet their needs. Only in this way can customers realize the value of products. This step is not completed until the salesperson is recognized by the customer and chooses the desired car. \x0d\5。 Trial operation. This is the best opportunity for customers to get first-hand information about cars. During the test run, the salesperson should let the customer concentrate on the physical examination of the car and avoid too much conversation. Salespeople should explain customers' needs and purchase motives in order to build customers' trust. \x0d\6。 Negotiation. In order to avoid arousing customers' doubts in the negotiation stage, the salesperson must make customers feel that he has understood all the necessary information and controlled this important step. If the salesperson has understood the customer's requirements for price and other conditions, and then put forward sales suggestions, then the customer will feel that he is dealing with an honest and trustworthy salesperson and will fully consider his financial needs and concerns. \x0d\7。 Deal. It is important to let customers take the initiative, give them enough time to make decisions, and at the same time strengthen their confidence. Salespeople should be sensitive to customers' buying signal. A satisfactory agreement between both parties will pave the way for delivery. \x0d\8。 Delivery. The delivery step is an exciting moment for the customer. If the customer has a pleasant delivery experience, it will lay a positive foundation for a long-term relationship. In this step, our goal is to deliver a clean and defect-free car according to the agreed date and time, which will satisfy the customer and enhance his trust in the dealer. It is important to pay attention to the limited time for customers to deliver cars, and should take time to answer any questions. \x0d\9。 Track. The most important thing is to realize that for a customer who bought a new car, the first maintenance service is his first chance to experience the dealer service process. The focus of the tracking step is to continue to promote the relationship between the customer and the first maintenance service to ensure that the customer will return to the dealer for the first maintenance. Tracking the customer after the new car is sold is a bridge between the customer and the service department, so this tracking action is very important, which is the responsibility of the service department.