How to be an excellent sales consultant

When chatting, I always hear some new friends ask, "How can I be a good sales consultant?" This is a big problem, but it is not without law. When writing this article, a newcomer asked, "How to conduct customer analysis …". In the industry, car salesmen are called "sales consultants", and many people tend to focus on sales, ignoring the mentality and posture that "consultants" should have. In some people's eyes, maybe you are just an ordinary car salesman, with all the enthusiasm, compliments, compliments and so on. Just to sell new cars and related goods, so as to obtain relevant income; In other people's minds, you are an experienced auto professional who can really help them solve practical problems, such as: defining the demand, understanding the performance and functional commodity characteristics of brand models, and making comparative analysis for customers' cognition and analysis in combination with competing products. Moreover, there will naturally be follow-up services such as financial mortgage, licensing, tax purchase and maintenance for consultation, thus providing professional and objective opinions for customers to make appropriate car purchase decisions. In addition, some people may look at it with "hostile" eyes, and their hearts are even more resistant to the excessive enthusiasm of sales staff ... As an automobile sales consultant, the biggest obstacle is not others, but themselves. In the automobile industry, salespeople are called "consultants". The first is to realize the role of "consultant". With rich professional knowledge, they can give more objective professional advice. Through in-depth exchanges and communication with each other, we win the favor of customers, and gradually establish a relatively stable relationship with merchants or individuals, and strive to continuously promote business, not just to sell a new car. This is also the original intention of many brand manufacturers! Many automobile manufacturers pay more attention to product knowledge, introduction methods, store reception, standardized processes, brand standards, customer analysis, contact point management and so on in terminal sales training. However, the "consultant mentality" of sales is rarely strengthened concretely and gradually, so it is sometimes ignored by some salespeople. "Consultant" is a person who has certain professional knowledge and is ready to consult, but is limited by "sales". As the name implies, sales is the ultimate goal, and the role of "consultant" is to provide customers with consulting work such as contact, introduction, analysis, identification, judgment, promotion, negotiation and promotion, while the latter is an important role to ensure the former. Among them, having a brand (. When psychological counselors receive "patients" (clients), they will not make hasty judgments, but consciously ask each other for all kinds of information (observing phenomena), so as to identify psychological characteristics through existing psychological knowledge and experience (asking for information when necessary), judge the categories of patients, and finally determine specific symptoms after many active communication. Then, from its social environment, family life, personal growth, work and study, marriage and other aspects of in-depth exploration, trying to find out the process of the formation of the cause, seize the crux, with the help of corresponding solutions and psychological work, all-round efforts, and strive to completely relieve the psychological pain of patients. As a profession, psychological counselor is also a way to realize personal survival and development. For dedicated workers, it is their unshirkable mission and responsibility to solve psychological problems for patients. So I won the trust of more customers and established a stable cornerstone for my personal career. From this perspective, sales consultants, to a certain extent, are also the same. In addition to promoting the thrilling jump of "clinching a deal", we should focus on giving full play to the role of "consultant" with a peaceful mind. This makes it easier to win the trust of customers, which is a sufficient condition for business success, but in fact it is not necessarily a sufficient and necessary condition. In reality, we can also use the asymmetry of information to obtain it successfully through other means, but not in the future. Nowadays, for the success of sales, more and more people are disgusted with the "push" and "sell" that have been bombarded, and sometimes they have to stay away from it and even habitually refuse. As a commodity with high technical content, wide coverage and long consumption time, cars cannot be equated with "selling Chinese cabbage". Simply introduce quality and price, and you can quickly promote sales by bargaining. Therefore, having a high comprehensive quality is a necessary condition to become an excellent sales consultant. The sales consultant actively establishes a professional and honest personal image. According to the observed words and deeds and active inquiries, he understands the customer's car purchase purpose, personal preference, focus of attention, current occupation, family information, decision-making role and other related information, actively understands the consumption characteristics, judges the customer category and evaluates the transaction probability. At every reception, patiently take notes, draw a comprehensive view of customers in your mind, constantly balance the actual preferences of customers and company policies, and try your best to promote sales. It should be noted that no matter what type, people should be treated with courtesy and avoid short-sightedness. Otherwise, it is easy to miss the sales opportunity. Every customer we receive, even if there is no deal in the end, is also the propaganda carrier of the company or individual. If it is well maintained, it will win the reputation of the audience. Why not? Customers are the "gods" of sales consultants, but there is no need to worship top films. As long as you have a grateful heart, cherish it equally and carefully, get in touch with the existing brand standards and regulations in time, master the dynamic information, try your best to satisfy within the controllable resources, and don't blindly promise. Once you promise, you will cash it in time. In any case, try not to leave a bad impression of "lack of integrity" to the other party. Retain a successful customer, expand the basic customers of after-sales service and increase the company's income; Being private means creating recommendations, increasing the possibility of other sales and helping to increase personal income. On the contrary, it is not just a customer that will be lost. Therefore, in any case, the sales consultant can only try his best to serve the potential car owners well, win long-term trust, set good communication opportunities, keep them up, and tap the sales potential again through satisfied customers. At present, many sales consultants are often short-term effects, and from time to time there will be a phenomenon of "being cheated". They may have to or may not be found, and they will succeed temporarily, but they are not suitable for long-term use. Otherwise, it is tantamount to self-destruction. In the long run, this kind of behavior is really undesirable unless they don't limit themselves to the automobile sales industry.