I am in the car sales business and have been selling domestically produced cars for half a year. I have a very troublesome question: how to improve my abilities?

Joe Girard was included in the Guinness Book of Records for selling more than 13,000 cars and setting a sales record. He has been the person who sold the most new cars in the world for 15 consecutive years, with an average of 1,300 cars sold in 6 of those years. Sales is a career that requires wisdom and strategy. Behind every salesman, there is his own unique secret to success. So, what is Joe’s secret to his brilliant sales performance?

1. The 250 Rule: Don’t offend a customer

Behind each customer, there are about 250 people standing. These are people who are relatively close to him: colleagues, neighbors, relatives, and friends.

If a salesman sees 50 people in a week at the beginning of the year, and only two of them are unhappy with his attitude, by the end of the year, 5,000 people may be unwilling to deal with him due to chain effects. Dealing with salesmen, they know one thing: don't do business with this salesman.

This is Joe Girard’s 250 Law. From this, Joe came to the conclusion: Do not offend even one customer under any circumstances.

In Joe’s sales career, he kept the 250 rule in mind every day, held a business-first attitude, controlled his emotions at all times, and did not make things difficult for customers, or did not like the other party, or It is because of one's own bad mood and other reasons that one neglects customers. Joe said it well: "As long as you drive away one customer, you are driving away 250 potential customers."

2. Business cards flying all over the sky: sell to everyone

Everyone Everyone uses business cards, but Joe’s approach is different: he delivers business cards everywhere. When paying the bill at a restaurant, he puts the business card in the bill; on the sports field, he throws the business card to people. In the air

Business cards are flying all over the sky, like snowflakes, scattered in every corner of the sports field. You may be surprised by this approach. But Joe believes that this approach has helped him make a lot of business.

Qiao believes that every salesman should try to let more people know what he does and what products he sells. This way, when they need his goods, they will think of him. Joe throwing away his business card was an extraordinary thing, one that people don't forget.

When people buy a car, they naturally think of the salesman who threw away his business card and the name on the card: Joe Girard. At the same time, the point is, there are people out there who have customers, and if you let them know where you are and what you're selling, you're likely to get more business.

3. Establish customer files: learn more about customers

Qiao said: "No matter what you are selling, the most effective way is to make customers believe - truly believe - —You like him and care about him.”

If the customer has a good impression of you, your hope of closing the deal will increase. To make a customer believe that you like him and care about him, you must understand the customer and collect all kinds of relevant information about the customer.

Jo pertinently points out: "If you want to sell something to someone, you should do your best to gather intelligence about him and your business...no matter what you are selling. If you are willing to spend a little time every day to understand your customers, make preparations, and pave the way, then you will not worry about not having your own customers.

When he first started working, Joe collected the customers. The information was written on paper and stuffed into a drawer. Later, he forgot to track a certain prospective customer several times due to lack of organization. He began to realize the importance of building a customer file by himself. He went to a stationery store and bought a diary and a notebook. A small card file folder records all the information originally written on the piece of paper, and establishes his customer file.

Qiao believes that a salesman should be like a machine, with a tape recorder and a tape recorder. The function of the computer is to record all the useful information said by the customer in the process of interacting with the customer, and to grasp some useful information from it.

When building your card profile, Joe says, “write down all the information about your customers and potential customers, their children, hobbies, education, job titles, achievements, places they’ve traveled, their age. , cultural background and anything else related to them, these are useful sales intelligence

All this information can help you get closer to customers, allowing you to effectively discuss problems with customers and talk about themselves. Interesting topics, with these materials, you will know what they like and what they don’t like, and you can make them talk, be happy, dance... As long as you have a way to make customers feel comfortable, they will not let you down. "

4. Hound Plan: Let customers help you find customers

Qiao believes that in the sales business, you need the help of others. Much of Joe's business was the result of help from "hounds" (customers who would get others to buy from him). One of Joe's famous sayings is "Customers who have bought my car will help me sell it."

After the business is concluded, Joe always hands a stack of business cards and the instructions for the hunting dog program to the customer. The instructions tell the customer that if he introduces others to buy cars, he will be paid $25 for each car after the transaction is completed.

A few days later, Joe will send the customer a thank-you card and a stack of business cards. From now on, at least once a year, he will receive a letter from Joe with the hound plan attached, reminding him that Joe's commitment is still valid. If Joe sees that the customer is a leader and that others will listen to him, then Joe will work harder to close the deal and try to make him a hound.

The key to implementing the Hound Plan is to keep your word - you must pay the customer $25. Joe's principle is: It is better to pay 50 people by mistake than to miss one person who should be paid. The Hound Project brought Joe great profits

In 1976, the Hound Project brought Joe 150 businesses, accounting for about one-third of the total transaction volume. Joe paid $1,400 for the hunting dog and received a commission of $75,000.

5. Promote the taste of products: Let the products attract customers

Every product has its own taste, and Joe Girard is particularly good at selling the taste of products. Different from the "don't touch" approach, Joe always tries to find ways to let customers "smell" the smell of the new car when contacting customers. He asked customers to sit in the cab, hold the steering wheel, and touch and operate it himself. If the customer lives nearby, Joe will also suggest that he drive the car home so that he can show it off in front of his wife, children and leaders. The customer will quickly be intoxicated by the "smell" of the new car. According to Joe's own experience, every customer who sits in the cab and drives the car for a certain distance will buy his car. Even if you don’t buy it now, you will buy it soon. The "smell" of a new car has been deeply imprinted in their minds, making it unforgettable.

Qiao believes that people like to try, contact and operate by themselves, and people are curious. No matter what you're selling, find ways to showcase your products, and remember to involve your customers. If you can appeal to their senses, you'll capture their emotions. lt; BRgt; lt; BRgt; lt; Bgt; 6. Honesty: The best strategy for sales Honesty is the best strategy for sales, and it is the only strategy. But absolute honesty is folly. Sales allow lies. This is the principle of "white lies" in sales, and Joe understands this deeply. Honesty is the best policy, it's the best strategy you can follow. But a strategy is not a law or a rule, it's just a tool you use to pursue your best interests at work. Therefore, there is a degree of honesty.

Sometimes you need to tell the truth in the sales process. One is one and two is two. Telling the truth often benefits a salesperson, especially if the salesperson says something that the customer can verify later.

Qiao said: "No sane person would sell a customer a six-cylinder car and tell the customer that the car he bought has eight cylinders. As long as the customer lifts the hood, Count the distribution wires and you're dead."

If a customer came to see the car with his wife and son, Joe would say to the customer, "You're such a cute kid.

"This kid may also be the ugliest kid ever, but if you want to make money, you must not say that.

Joe is good at grasping the relationship between honesty and flattery. Although the customer knows what Joe said Not entirely true, but they still like to hear flattery. A few words of praise can make the atmosphere more pleasant and less hostile, making it easier to close the sale.

Sometimes, Joe even flatters. A little lie. Joe has seen salesmen lose business because they refused to tell customers the truth. When the customer asked the salesman how much he could trade in his old car, some salesmen said rudely: "That's it." Plant broken cars. "Qiao would never do this. He would tell a little lie and tell customers that a car can drive 120,000 kilometers and that his driving skills are indeed superior to others. These words make customers happy and win their favor.

7. One card per month: real sales begin after the sale

Qiao has a famous saying: "I believe that the real start of sales activities is after the transaction is completed, not before. "Sales is a continuous process. Closing a sale is both the end of this promotion and the beginning of the next one. Salesmen who continue to care about customers after the sale will win both old customers and new customers, making the business more profitable. As the business grows, the number of customers increases.

This concept of "continuing to sell after closing a deal" makes Qiao regard the closing of the deal as the beginning of the sale. It's not about forgetting about them, but continuing to care about them and showing it appropriately.

Joe sends a greeting card to his more than 10,000 customers every month to wish them a happy new year. , commemorating Washington’s birthday in February, and congratulating St. Patrick’s Day in March... Everyone who bought a car from Joe received a greeting card from Joe, and they remembered Joe. It is precisely because Joe has not forgotten his customers. Don't forget Joe Girard.

No one can help you with a few words! But you can learn from other people's experiences! Maybe change your attitude! Years later, maybe a few months later, maybe a few days later, you will understand~~