How to do car sales skills

For sales representatives, sales knowledge is undoubtedly a must. Sales without knowledge as a foundation can only be regarded as speculation and cannot truly experience the fun of sales. The following is the relevant content I have compiled for you, I hope it will be helpful to readers.

：Car sales skills

During the car sales process, salespeople will always encounter various problems from customers. In many cases, the salesperson’s car sales skills have become The dominant factor in trading success. The skill of car sales speech can reflect a person's adaptability and sales ability. Therefore, people who do car sales must first practice their own car sales speech skills. From the seven questions frequently asked by customers, experts have summarized a set of car sales techniques to deal with customers skillfully.

The first question asked by customers: How much does this car cost?

This is a very direct question, but in car sales skills, salespeople must not Simply answer how much it costs. The salesperson's answer: "Hello, Mr./Ms., the price positioning of our car is more user-friendly. It is configured according to the actual situation of the customer, so the price will be different." Then give the salesperson a message based on the customer's situation. When quoting different configurations, be sure not to quote the lowest price to the customer from the beginning. Because after you quote a low price, no matter how good the configuration is, customers will not be willing to pay a higher price.

The customer’s second question: How much discount can I get?

This question must not reveal the low price the company gives you all at once. This is one of the car sales skills. Just grinding with customers. The salesperson can tell the customer: Our price is very favorable, and there are many discounts and free gifts at this price. The sales price is directly related to the commission income of the company and individuals. It is better to give gifts as a last resort than to lower the price to customers easily.

The customer’s third question: What else is there to give away?

Anyone who sells cars knows that the company has a lot of incidental products to give away to customers, but they are not given away casually. Try not to give other extra gifts to customers if you can convince them, because gifts also cost money, and giving gifts is equivalent to reducing your commission. In car sales skills, you can say to customers: We have already given you a lot of gifts. If we give you more gifts at this price, we will lose money and it will be difficult to explain to the company. When you meet a customer who insists on giving something, be sure to tell the customer that I will help you apply to your superiors to make the customer feel that the gift is indeed valuable and that you have helped him.

The fourth question from the customer: Why is it so much more expensive than the price online?

This question is a well-answered question in car sales parlance. When answering, the car salesperson First of all, we must affirm the customer. You can say: Well, our prices are indeed a little higher than online, but you also know that things on the Internet are relatively virtual, and you don’t dare to buy a car directly online, right? Besides, our configuration and services at this price are at the top of the list. It is not available online, so the configuration and after-sales service are not expensive for the price.

The fifth question from the customer: Come on, how much is the lowest price?

When the customer says this, it means that he really wants to buy this car. This is the car sales lingo. Can't have fun with customers. The advantages of this price should be explained to the customer. If the customer insists on buying at a certain price, the additional gifts and after-sales service can be reduced.

Customer’s sixth question: When will the price of the car be reduced?

At this time, the customer is in a wait-and-see stage, that is, he really wants this car but just feels that the price inappropriate. The salesperson must not respond to the customer's time casually or leave without knowing. Instead, he should seize the advantages of the car he wants to attack the customer again. In car sales terms, it can be said: This car is very popular in the market, and it is difficult to have room for price reduction in the near future. Moreover, on the basis of this price, the additional gifts we give are also reduced a lot.

The customer’s seventh question: Then, let me go back and think about it.

Smart car salesmen all understand that this is the customer hinting to the salesman that he wants this car. The salesman Never let your customers go like this.

Car sales skills can capture the customer's psychology: "Do you have any other concerns? I can help you answer any questions." Help the customer analyze from the customer's perspective and dispel all his concerns. .

Whether a transaction is successful is the most direct evidence of the quality of car sales skills. The car sales skills of excellent car salesmen always revolve around customers. Answer all questions for customers and maximize their needs in car sales. Sometimes success in car sales does not depend on how much talent you have, but on whether the salesperson's car sales skills cater to customers.

：Sales mentality

1. Positive mentality

First of all, we need to have a positive mentality. A positive attitude is to expand the good and correct aspects and invest in them as soon as possible. A country and an enterprise must have many good aspects, and there are also many shortcomings. We need to treat them with a positive attitude. There are still corruption offenders, but we should see that the country has vigorously rectified them; there are many unreasonable management practices in enterprises, but we should see changes in corporate management styles. Maybe you have encountered many difficulties in sales, but we should see a blue sky after overcoming these difficulties. At the same time, we should invest in the right and good things as soon as possible. Only by investing in the first time will arouse your enthusiasm. Only by investing in the first time can the difficulties become insignificant in front of you. The good things are shining brightly before your eyes.

A positive person is like the sun, it shines wherever he goes. Negative people are like the moon, which is different on the first and fifteenth day of the lunar month. Some kind of dark phenomenon,

When some kind of difficulty appears in front of you, if you pay attention to this darkness, this difficulty, then you will be depressed because of it, but if you pay more attention to this This kind of dark change, this kind of difficulty elimination, you will feel that your heart is full of sunshine and full of strength. At the same time, a positive attitude not only fills you with the sunshine of struggle, but also brings sunshine to the people around you.

2. Active mentality

What is initiative? Initiative means "no one tells you but you are doing the right thing." In an era of extremely fierce competition, if you are passive, you will be beaten, but if you are active, you can take advantage of it. Our careers and lives are not arranged by God, but are something we strive for on our own initiative. In an enterprise, there are many things that no one may arrange for you to do, and there are many job vacancies. If you take the initiative, you will not only train yourself, but also accumulate strength for yourself to fight for such a position. But if you need others to tell you everything, you are already very behind, and such positions are also crowded. For those who take the initiative.

Taking the initiative is to increase opportunities for yourself, increase opportunities to exercise yourself, and increase opportunities to realize your own value. Society and enterprises can only provide you with props, but the stage needs to be built by yourself, and the performance needs to be rehearsed by yourself. It is up to you to decide what wonderful programs you can perform and what kind of ratings you can get.

3. Empty cup mentality

No one is perfect. Everyone has his or her own flaws and areas of relative weakness. Maybe you are already experienced in a certain industry, maybe you already have a wealth of skills, but for a new enterprise, a new dealer, and a new customer, you are still you and there is nothing special about you. You need to reorganize your wisdom with an empty cup mentality and absorb the correct and excellent things from others now and from others. An enterprise has its own corporate culture, ideas for enterprise development, and its own management methods. As long as it is correct and reasonable, we must understand and feel it. Integrate yourself into the company and into the team, otherwise, you will always be an outsider in the company.

4. A win-win mentality

Someone does the decapitation, but no one does the loss-making business. This is a business rule.

You must handle the relationship between you and the enterprise, between the enterprise and the merchant, and between the enterprise and the consumer from a win-win mentality. You cannot damage the interests of the company for your own benefit. How can we have a small family without everyone? A company is first and foremost a profit center. If the company has no profit, you will definitely have no profit either. Similarly, we cannot destroy the win-win rules between enterprises and merchants. As long as one party loses its interests, it will definitely give up such cooperation.

Consumers meet their own needs, while companies realize the value of their products. This is also a win-win situation, and any party whose interests are damaged will pay a price.

5. Tolerant mentality

As a salesperson, you will come into contact with all kinds of dealers and all kinds of consumers. This dealer has such hobbies, and that consumer has such needs. We provide services to customers and meet their needs, which requires us to learn to be tolerant, tolerant of other people's different preferences, and tolerant of other people's pickiness. Your colleagues may have different preferences and work styles than you, and you should be tolerant of them.