How about the car dealership’s phone appointment service?

The phone invitations from car dealerships are pretty good. If you want to learn how to sell, go to WeChat or the platform sale51. The skills and content are relatively comprehensive.

I will briefly explain to you the skills of inviting a car, I hope it can help you.

If you were a customer, when you received a call from a salesperson to invite a store event, which of the following options would you think of?

A. Lower sales price

B. More additional gifts

C. More lottery opportunities

D , more free gifts

E. more experience activities

F. Another Hongmen Banquet

G. There are activities and car shows, the price There must be more

H, it’s body painting and beautiful girls dancing again

What is the reason why the customer is unwilling to attend the appointment?

1. I am busy now and have no time.

2. I am on a business trip.

3. The discounts are too few and unattractive.

4. You will have another event.

5. There are already arrangements for that day.

6. Inconvenient transportation.

7. My mother is unwell.

8. The weather is bad.

9. Let’s look at other models.

10. If the funds are not in place yet, it will be in vain.

11. Need to discuss with friends and relatives.

12. Your activities are not fun.

13. Too tired and a waste of time.

14. You are so insincere.

15. My son doesn’t like your car very much.

Look, the reasons why customers don’t come to the store are more than twice as many as the gimmicks you used when inviting them! In this case, it is extremely difficult for you to invite customers to your store. What should you do?

Since the customers don’t come, why don’t you go out and find them?

Go on a business date with a client!

Attention, this is a date, not a visit, nor a gathering. Visiting is a proactive way of meeting, which is a low-status way of meeting. You will be in the other party's home field advantage and easily fall into a passive position. A gathering is a way for a group of people to interact and communicate together, such as a store event, or a conference marketing in a hotel, etc. Assemblies are easily influenced by other people around, making it difficult to establish good personal relationships with customers. Without good personal relationships, you will have less control over your customers and will be easily penetrated and poached by competitors. It is also not conducive to promoting long-term repeat transactions between you and your customers.

What is a business date? A business date is not a simple meeting, nor a gathering, nor a visit. Business dating is a one-on-one meeting with customers. It is a kind of personal interpersonal communication. In a sales situation, it is a business activity that allows salespeople to cultivate a good personal relationship with customers.

1. Develop targeted interaction goals based on customer categories

We can divide customers into four categories: H, A, B, and C based on the degree of purchase desire they show. Customers, customers at different levels set different interaction goals.

H-level customers, generally those who purchase within 7 days, must interact once a day. This type of customer has the strongest desire to buy a car and may buy a car at any time. If you don’t catch him in time, he is very likely to have purchased a model from another brand when you call him for the second time. of users. For this type of customer, our interaction goal is to invite them to the store. In order to speed up the visit to the store, you can design a bigger discount to seduce him, wait until he comes to the store, and then sell other products to him. If you give up the discount conditionally, you will make profits from other places. This is also a way to save the country through curves. an effective strategy.

A-level customers, generally those who purchase within a month, need to interact once a week. Although the desire of this type of customer to buy a car is not as strong as that of H-class customers, they may be converted into H-class customers at any time and then make a purchase. Our interactive goal is also to invite people to the store, but this may not be achieved, so we must try to create opportunities to meet. When inviting people, we need to be prepared on both sides. One is to successfully invite people to the store, and the other is to create an opportunity to meet if the invitation is unsuccessful.

If you can successfully invite the customer to the store, that would be the best. If the customer has a reason to say that he cannot come, then meet the customer in another way, such as offering to go to a coffee shop or small teahouse near the customer and inviting the customer to have tea and relax, that is, to meet the customer Make a private business appointment. This method is rarely tried by sales consultants. In fact, customers like it very much. It seems to cost some money, but once a customer is won through this method, the transaction price will not be too low and the profit will be considerable. The sales consultant’s commission Not too low either. Moreover, it can establish better personal relationships with customers and lead to more referrals later on.

B-level customers, generally those who have purchased within three months, need to interact every two weeks. This type of customer usually compares different brands and models back and forth, and their desire to buy a car is not too strong. They may not be in a hurry to buy a new car because they don't have enough funds, or they may still have an old car on hand. Sales consultants are not in a hurry, and they should not tell him the price discount too quickly. The goal of interaction is to maintain the relationship and understand the progress of his current car purchase decision. For example, you should know what cars he has seen and how he likes them, how well the financial problem has been solved, whether he has thought about how to deal with the old cars, some of his family members' opinions on buying new cars, etc. You can also invite customers to the store to participate in some experience activities in a timely manner, thereby creating opportunities to meet, thereby upgrading customers from B-level customers to A-level customers, and promoting sales transactions.

C-level customers, generally those who have purchased within half a year, need to interact once a month. The goal of interacting with this type of customer is to make the customer feel like you're still thinking about them. Because he is unlikely to buy a car in the near future, it is useless to push him. Pressing too hard will be counterproductive. It is better to provide him with some information, such as market information and product information. Increase the frequency of your appearance in front of him and let him feel familiar with you. The familiarity itself can bring a sense of trust. This is proved by the fact that many companies are willing to spend money on CCTV advertising. The more familiar the customer is with you, the more likely he is to put you into his consideration when making a choice, thereby obtaining his order. Accompanying you is more convincing than a promise. Therefore, you should appear in front of him for a long time to increase his familiarity with you. Just make him feel that you are still thinking about him.

2. How to date customers?

To successfully date customers, we need to consider 4 questions: Where to start? Where is the best place to go on a date? Where does the cost of the date come from? What should you do on a date? You should consider the answers to these 4 questions before starting a personal business appointment with your client.

(1) Start with the opinion leaders among old customers

The old customer already has a certain emotional foundation. If you take the initiative to invite him, he will be grateful that you still remember him and care about him. , thus being more willing to provide cooperation and support. As an opinion leader, he has extensive social relationship resources, and these resources may become resources that you can use. Because you are accepted by the customer, you gain confidence and increase your enthusiasm for subsequent work.

(2) Prepare several date locations that are readily available

When choosing a date location, you should consider three factors: First, it is convenient for customers. Such a location can reflect Your respect and sincerity for your customers. Second, the consumption cost is within an acceptable range. On the one hand, it reduces your financial pressure. On the other hand, you cannot let customers feel that you have made a lot of money from them, so that they will kill you when bargaining with you later. The third is to be attractive enough to customers to make them feel special. You can say that the place where you are dating has a special connection with the customer in terms of the design style, taste, history, and culture of the environment. Achieving these three points will make the customer feel that you are tailor-made for him. Such a date proposal is generally easier to accept.

(3) Convert part of the funds for store activities into dating funds for sales staff

Some time ago, I saw an article in WeChat Moments saying that an employee of an automobile group company Among the marketing costs, advertising expenses alone are one item, and the cost of a bicycle reaches more than 3,000 yuan. This is only the statistical data on the advertising expenses invested by the manufacturer. If you include the cost of store activities ranging from tens to hundreds of thousands at the sales terminal, it would be even more terrifying. This cost can actually be spent more effectively and more targeted.

For example, the cost of store activities is reduced, and a certain additional cost budget is given for each car sales. This part of the cost is allowed to be freely used by the sales staff, calculated into the personal sales commission, and written off after the transaction is completed. This can increase sales staff's motivation to go out during slow sales periods.

(4) Create an unforgettable encounter

In a book called "How to Make the One You Love Fall in Love with You" (written by Lil Lowndes) "There's a lot of evidence that if you take your crush to a place that stirs up strong emotions or gets him or her to open up, he or she will like you more." For example, you can accompany your client to watch a drama performance, watch a ball game he likes, or participate in a casual game activity that requires mutual help. This kind of personal interaction can greatly enhance the relationship between you and your customers, thereby cultivating a personal relationship that is difficult for competitors to penetrate.

3. What should I do if the customer may be unwilling to accept the appointment?

If you want to ask your boss to take a day off, how can you make the application easier to get approved? There are two ways:

One is to tell your boss directly and ask him to grant you one day of vacation.

Another method is to first ask for a 3-day vacation. He may not agree to it, and then you make a concession and change it to a 2-day vacation request. If he still doesn't agree, you can ask for another day and a half of vacation. If he still doesn't agree, ask for another day's leave. In this way, he must have agreed.

The process of applying for vacation to your leader is itself a negotiation process. In the same way, when we invite clients, it is also a negotiation process. Since it is a negotiation, we must use negotiation thinking to achieve our goals. How to do it specifically?

We need to do two things:

(1) Try not to let the conversation go cold, so that the call can continue, and don’t end up hastily because we can’t find the words.

(2) Be prepared in many ways to make the customer feel that you are really standing in his position and thinking about him, are willing to make concessions for him, and sincerely serve him, and he will be embarrassed. , and thus feel guilty, thus becoming your cup of tea.

Therefore, you must prepare more than 5 requests or questions in advance before inviting a client. Make a more difficult request first. If the client does not agree, then put forward the second request, and the third request. Requirements, changing invitations to customers, this can effectively achieve the above two points, and successfully invite customers.

This is how Mercedes-Benz sales consultants invite customers

Li Helin said: "Mr. Liu, we are holding a family gathering for new and old Mercedes-Benz customers this Saturday morning. Come on. All of them are prominent figures in our city of Guilin. We hope that you will come with your wife, children, and parents. As long as you come, we will prepare a beautiful gift for each of your family members. These gifts are all It is provided by Mercedes-Benz brand experts and cannot be purchased anywhere outside. "It is difficult to invite the whole family to participate in activities, and it is estimated that customers will not agree.

The customer said: "Saturday morning? I'm afraid not. I will take my old lady to the hospital for a physical examination on Saturday morning. I have already made an appointment with the doctor." As expected, the customer could not agree to come to the store to participate in the event.

Li Helin said: "Oh, what a coincidence. I hope my aunt is in good health. So, can you think of it in the afternoon? There will be an economic situation and investment sharing forum in the afternoon. We specially invited the Bank of China Guilin The president of the city branch gave an in-depth sharing to the Mercedes-Benz owners in Guilin. 46 customers have confirmed to participate, and we also hope that you can participate. "The sales consultant has changed the invitation conditions and has made concessions to reduce the customer cost. The difficulty of keeping the appointment allowed the conversation to continue.

The customer said: "Xiao Li, I'm not sure about answering you now. I don't know if I can help the old lady complete the examination in one morning." The customer has not promised to come, and the sales consultant Not getting a single promise, it seems she needs to make one more concession or even more concessions.

Li Helin continued: "Mr. Liu, let's do this. In order to let you experience our Mercedes-Benz 4S store's philosophy of putting customers first and providing customers with the most considerate services wholeheartedly, I fully understand your decision. , but since I have told you the event information, and I don’t want you to suffer any losses due to time conflicts, we will arrange a special photographer to record the entire lecture and then make it into a CD. On Wednesday next week, I will send the CD to the Long Wenxuan Teahouse near your company to wait for you. I heard you say last time that you often go there for tea. Is it okay for me to treat you to afternoon tea? "

Xiao Li once again made a concession and invited the customer to have afternoon tea at the teahouse he often went to, and the call continued again.

The client said: "Xiao Li, you are too polite to bother you for coming all the way here. I will try my best to come to your event on Saturday afternoon. If I really can't come, I will Come here next Wednesday and I’ll treat you to lunch.”

After Xiao Li made two concessions, the customer felt her sincerity and enthusiasm, and she felt guilty and made a promise to her. Finally, I got my wish and invited the customer.