How to establish an effective relationship between automobile sales and customers

In the process of sales, the establishment and healthy and rapid development of the relationship between sales staff and customers can effectively promote the transaction. Maintaining customer relationship after the transaction can continuously enhance customer loyalty, make customers become their lifelong customers, and introduce some new customers, which is also one of the marketing means. First, the customer relationship in the sales process and how to reflect the establishment of customer relationship in sales? In fact, it is the sales staff who provide customers with more and better services and a very caring service attitude. The main tendency of customer relationship mentioned here is how to effectively promote customer relationship for the purpose of sales, how to complete sales by controlling customer relationship, or how to effectively influence customers' purchase decisions through customer relationship. Understanding the customer relationship that promotes sales and strives to complete the sales process includes three levels. The first floor is the customers' relatives and friends. People who come to the garage to see cars are basically not alone, most of them are family members and accompanying friends. The accompanying friends are usually friends of car buyers or company colleagues. Our salespeople usually only pay attention to car buyers, ignoring other people who come with customers. Their opinions have a certain influence on car buyers, so we must pay attention to customers' relatives and friends. The second layer is the colleagues around the customer; The third level is the business partner of the customer, or the upstream or downstream business of the customer's business. For such a valuable and critical item as a car, no consumer will make the final decision alone. He usually asks his friends who think they know cars first, and then asks his family for advice. Sometimes, if he doesn't drive himself, he will ask the driver's opinion. In this case, if salespeople simply use all their sales skills on car buyers, they actually ignore the people around them who have an influence on customers' car buying behavior, and their suggestions are more easily adopted by customers than those of salespeople. Therefore, if you can successfully get people around the decision makers, especially when you are not present to negotiate with them privately, to help you speak for the products you sell, you will easily get the order successfully. Second, after the "customer relationship" car is sold, we usually call the customer within one week. You must express three meanings on the phone: the first meaning is to thank customers for their trust in their store and choose to buy a car here. This practice is actually to show customers that we are not just for a transaction, but have established a relationship from the beginning of the transaction; The second floor means how does the new car drive? If you need other help, if you need help getting a license, if you need a destination map for a long trip, we can help you. The purpose of this practice is to make customers feel that the relationship is not over after the transaction is completed, but should be the beginning of a brand-new relationship. Therefore, 70% of customers will choose us when they buy a second car in three years. Secondly, there is the problem of maintenance, and the extra value that a car can bring will come back. The third meaning of making a phone call, which is also a content that we need very much, is to ask customers how the new car looks, what they feel, what they have to say and what new experiences they have. After collecting the real feelings of customers, we screen out the best evaluation and experience of our car dealership products every week, and summarize about seven or eight articles, all with the real names of customers, copied on a large piece of paper and posted in a prominent position in the car dealership. The purpose of this is to attract other new customers to visit the garage and have the opportunity to see our old customers' comments on the car. This method really worked miracles. It often happens that customers don't believe that we are collecting real information when they see this paper, and usually ask us how often to change it. We said once a week, and then invited them to our office to show their past records. Customers sometimes look carefully and often find what people they know say. Whenever they find the names of people they know, this is the value of customer relationships around them. We can influence their trust in our dealers through people they know and are familiar with, so as to establish business relations.