What is the reception process of automobile sales consultants?

Reception process of automobile sales consultant

1. Reception: The most important thing in reception is initiative and courtesy. When a salesperson sees a customer visiting, he should immediately come forward and greet him with a smile. If accompanied by other customers, communicate with the accompanying customers with eyes. While making eye contact, the salesperson should briefly introduce himself and shake hands with the customer politely, and then ask the customer what help he needs. Try to be warm and sincere.

2. Product introduction: pertinence and professionalism are very important. Sales staff should have professional knowledge of the products they sell, and at the same time fully understand the competing models, so as to constantly compare their own products in the introduction process, highlight their selling points and advantages, and thus improve customers' recognition of their products.

3. Demand analysis: The purpose is to collect the information of customer demand. Salespeople need to collect all the information of customers as much as possible in order to fully explore and understand the accurate car purchase needs of customers. The salesperson's inquiry must be patient and friendly. Moderation and trust are very important at this stage. When answering customers' inquiries, salespeople should have a good grasp of the appropriateness of services, neither under-serving nor over-serving. At this stage, customers should be allowed to express their opinions at will and listen carefully to understand their needs and wishes, so as to sell more effectively in the subsequent stage. Moreover, at the beginning of the reception, the sales staff should take the corresponding promotional materials to the customers for inspection.

4. Test drive: During the test drive, customers should focus on the experience of the car, avoid too much conversation, and let customers focus on getting the first experience and feeling of the car.

6. Facilitate the transaction and contract signing: there should be no tendency to be eager for success in the closing stage, so that customers should have more time to consider and make decisions, but the sales staff should skillfully strengthen customers' confidence in the purchased products. When handling the relevant documents, the sales staff should strive to create a relaxed signing atmosphere.

8 delivery: In order to ensure that the vehicle is unscathed, the salesman should clean the vehicle and keep the body clean before delivery.

After-sales tracking: Once the car is sold, we should always pay a return visit to the customer to keep abreast of the customer's evaluation and use of our car and remind the customer to do a good job in maintenance.

Job content of automobile sales consultant

1. Effectively implement various automobile marketing strategies.

2. Develop potential target customers and achieve the automobile sales target on time;

3. Receive customers according to standard procedures, and provide customers with high-quality automobile sales consulting and supporting services. ;

4. Assist customers to handle the relevant procedures for vehicle sales;

5. Actively report and solve the problems in the process of automobile sales;

6. Be responsible for tracking the car use of customers who have already made a deal;

7, do a good job of communication with customers, improve customer satisfaction.

Quality and mentality of automobile sales consultants

quality

1, experienced in sales and familiar with the business process of this enterprise;

2. Be familiar with the quotation composition of each model;

3. Have professional theory of automobile and be familiar with automobile structure;

4. Familiar with one-stop service rules;

5, understand the corresponding policies, regulations and systems;

6. Understand the psychology of customers and be good at communicating with customers.

psychology

(1) Sincerity

Attitude is the basic requirement to determine whether a person can do things successfully. As a salesperson, you must treat customers and colleagues with a sincere heart. Only in this way can others respect you and treat you as a friend. Business representatives are the image of enterprises, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Therefore, the attitude of business representatives directly affects the product sales of enterprises.

(2) Confidence

Self-confidence is a strength. First of all, you should have confidence in yourself and encourage yourself at the beginning of every day.

To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning.

As a sales representative, you are not only selling goods, you are also selling yourself, and customers will only accept your goods if they accept you.

Joe girard, the creator of Guinness World Records, known as the king of car sales, once sold more than 65,438+0,600 cars in one year, with an average of nearly 5 cars a day. When he applied for a job as a car salesman, the boss asked him, have you ever promoted cars? He said, no, but I have sold daily necessities and electrical appliances. I can sell them, which means I can sell myself, and of course I can sell cars.

Knowing that there is no power, I also believe that there is power. Joe girard can succeed because he is confident that he can do it.

(3) Be a conscientious person.

Pay attention to everything and learn. We should cultivate the habit of thinking hard and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity.

Opportunities are equal for everyone. As long as you have the will, you will definitely become a leader in the industry. When Wang Yongqing, an entrepreneur in Taiwan Province, started his own rice shop, he recorded the time when customers bought rice every time, and remembered how many people were there in his family. In this way, he worked out how many days people can eat and distributed them to customers after eating. It is Wang Yongqing's carefulness that makes his career grow and develop.

As a sales representative, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.

(4) toughness

In fact, sales work is very hard, which requires the hard-working spirit and perseverance of business representatives. "once you take a fall, you learn." Half of the sales work is done by feet. Always visit customers, coordinate customers, and even follow consumers to provide services. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience and indomitable spirit to solve them.

Before becoming famous, American star Stallone recommended himself to Hollywood studios one by one in order to be able to appear in movies. After he hit the wall 1500 times, finally a film company was willing to use him. Since then, he has embarked on the film industry, and with his perseverance, he has performed many tough guy images and become one of the most famous movie stars in Hollywood.

Do sales representatives have bigger problems every day than Stallone? number

(5) Good psychological quality

Only with good psychological quality can we face setbacks and not be discouraged. Every customer has different backgrounds, different personalities and different ways of doing things. If you are hit, you should keep a calm mind, analyze customers more, constantly adjust your mind and improve your working methods, so that you can face all the blame. Only in this way can we overcome the difficulties. At the same time, we should not be carried away by temporary success. You know, "joy begets sorrow." Only in this way can we win without arrogance and lose with grace.

(6) communication skills

Everyone has strengths, and it is not necessary for every sales representative to be versatile and eloquent, but we must communicate with others more, cultivate our communication skills, and make as many friends as possible, so that there will be more opportunities. You know, more friends are the only way out. In addition, friends are also resources, you know, owning resources will not succeed, but making good use of resources will succeed.

(7) enthusiasm

Enthusiasm is an infectious emotion that can drive people around to pay attention to certain things. When you communicate with customers with enthusiasm, your customers will "reciprocate". You happened to meet your customers when you were walking on the road. You reach out and greet each other warmly. Perhaps he hasn't met anyone who values him so much for a long time. Perhaps, your enthusiasm will lead to new business.

(8) A wide range of knowledge.

Sales representatives have to deal with people at all levels. Different people pay attention to different topics and contents. Only extensive knowledge can make them have the same topic with each other and chat speculatively. Therefore, we should dabble in all kinds of books, regardless of astronomy and geography, literature and art, news, sports and so on. As long as we have leisure, we should form the habit of continuous learning.

(9) sense of responsibility

The words and deeds of the sales representative represent your company. If you have no sense of responsibility, your customers will learn from you, which will not only affect your sales, but also affect the image of the company. There is no doubt that this will hurt the market.

A family of three lives in a new house. Seeing that her husband and son don't pay much attention to hygiene, the wife wrote a slogan at home: Pay attention to hygiene, everyone is responsible. When my son came home from school, he saw the slogan and changed it to "Pay attention to hygiene, adults are responsible". The next day, my husband saw it and took out a pen to change the slogan to "Pay attention to hygiene, and my wife is responsible".

Although this is a joke, it illustrates a problem. The responsibility cannot be shirked. Only by taking responsibility, like the man in the story, can we make our home more sanitary? First of all, we should pay attention to hygiene ourselves and don't shirk our responsibilities. As a sales representative, your sense of responsibility is your credibility, and your sense of responsibility determines your performance.

(10) bargaining power

In fact, business representatives are always negotiating, and the process of negotiation is a process of persuasion, that is, a process of finding the best interests of both sides. Before the negotiation, we should know each other's situation. The more we know each other, the better for us, and the more opportunities we have to take the initiative.

Sun Tzu said, know yourself and know yourself, and you will win every battle. The performance of bargaining power is not that you can talk endlessly, but that you can grasp the main points and meet the needs of customers first. When both sides disagree, it depends on how much you usually know about your customers. Then, the more information you have, the better use your initiative may be. The purpose of bargaining power is win-win and mutual benefit.

A business representative should cultivate the habit of thinking and summarizing diligently. You have to negotiate with different customers in different ways every day to reach the most satisfactory transaction. This is the purpose of your negotiation.

Former national football coach Milu said: mentality determines everything! I believe that the door of luck will always be open to those who reward hard work. There is no humble job in the world, only a humble work attitude. As a sales representative, only with a modest attitude and a positive attitude to face every day's work, success must be waiting for you and me not far away.

In the process of doing sales, I found a strange problem. For a newly developed market, a sales representative with weak business ability, but as long as he is fully prepared, his performance must be higher than that of a business representative with strong business ability but not prepared. Why? Although there are many related factors in the sales process, the most important thing is that you understand what you want to do. There are no first-class salespeople, only first-class staff.

Classic speech by automobile sales consultant

1. If you have relatives and friends who take out insurance, don't buy insurance in our company.

In fact, it is cheaper for you to buy insurance from friends or relatives, but they are not as professional as our company. You see, buying insurance in our company is a one-stop service. You don't have to claim it yourself to save a lot of trouble, but you can also enjoy our membership services, such as free oil change four times a year, free car wash 48 times a year, free trailer in Guangzhou and so on. These services can help you save more than 2000 yuan in maintenance costs for your car a year. This series of services is not provided by your friends or relatives. And we want to help you when you serve. You have troubled your friends. Do you want to thank others? You may pay more, far exceeding the hundreds of dollars you originally planned to save.

I don't buy insurance in your company because I have relatives and friends to do insurance?

Hello, sir/madam, do you have relatives or friends who are engaged in insurance? I can understand that you want to help them buy it, but you may not know some insurance terms, right? There are many people doing insurance outside, but how to really ensure the safety of your vehicle requires a very professional team to serve you. If you buy insurance in our company, on behalf of the company, I guarantee that the parts 100% you repair in our company are original parts, which can provide you with a 24-hour insurance service hotline, and the vehicles you repair can enjoy a longer shelf life. Plus your friend or relative is engaged in insurance, he can only provide you with insurance, and should know nothing about maintenance.

How to apply for a mortgage? The interest rate of the bank you are looking for is too high. I'll find it myself.

Hello, sir/madam, first of all, the interest rate of each bank is the same as that of the central bank. Depending on the customer's qualification, it will go up or down 10%, which is the same for all banks. The reason why we want to designate a bank is because our company has taken great risks in mortgaging vehicles, because the mortgage process is to issue a loan agreement notice after the bank's application is passed. After receiving the notice, you only need to pay 30% of the car price, and our company must go through the licensing procedures. Legally speaking, the car will be yours after you get the card. The loan agreement will state that if the information is found to be untrue before lending, the bank will refuse to issue the loan. When the bank does not lend money, the car will be re-licensed, which will bring unnecessary trouble to customers and our company! Of course, I'm not saying that your information will be untrue, but in order to avoid risks, all customers will be treated equally.

How to apply for a mortgage? The interest rate of the bank you are looking for is too high. I'll find it myself.

You are very careful, sir. In our company, the mortgage is handled through an intermediary company. Now banks don't deal directly with customers, and interest rates are unified throughout the country. It won't be higher, because the bank we are looking for. Don't worry, you can ask at any bank. You can find your own mortgage company, but the mortgage process is very complicated and will waste you a lot of time. You see, you are in business. You have no idea how busy you are in a day. Let these trivial things bother you again, won't it affect your business? Moreover, the handling fee charged by our company is 1500 yuan, which already includes the principal and handling fee of the mortgage. If the charge is not high, we can help you with everything. Let you worry and save effort.

5. Is this car the original model of the manufacturer?

The so-called prototype is the prototype developed by the manufacturer. What you see now is that the manufacturer has improved according to local conditions.

6. What should we say when the customer says he wants to think about it?

Sir, are you considering the price or performance of the car? If it is performance, we have compared several other models before, and this one is the best for you. If it is the price, today is our discount day, and the opportunity is rare.

7. What will you do when the customer (decision-maker) is prepared to postpone the transaction or lower the price on the pretext of insufficient company budget?

This situation mostly happens in private companies, trying to advise customers to make mortgages, and saying that the car source is tight or there is a possibility of price increases.

8. "Never mind whether I have seen it or not, just quote a reserve price. I will buy it immediately if it is cheaper than others."

Oh, it seems that you are a very frank person. At the same time, I believe you should know something about this car in other places. Otherwise, you wouldn't have said you could buy it right away today. Now that you have seen it, the price is similar. What other stores can do, our store can also do. What's more, our storefront area is relatively remote, so the price is relatively cheap, and our operating cost is lower than other stores in Guangzhou. So I believe that as long as you look at the car model, moreover, when buying a car, I believe that you pay attention not only to the price, but also to other aspects, such as after-sales service, insurance claims and so on. I believe you will be satisfied after I introduce some special services of our company.