Where can I find a better car industry's analysis model about customers

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Automobile sales skills sales skills catalog: Seven steps of sales staff's five steps to understand car consumer analysis of how the customer needs to find potential customers approaching customer skills to transform product interests into five conditions for customer interest professional sales staff ● Correct Attitude: · Self-confidence (I believe sales can bring benefits to others) · The enthusiasm of sales · Optical attitude · Open- · active and cared about your customers · hard work · can be accepted (popular) · sincerity ● Products and markets Knowledge: · Product knowledge that meets customer needs · Product knowledge and application of customer problems · Market status · Competitive product · Sales area understanding ● Good sales skills · Basic sales skills · Improve sales skills ● Self -drive policy · Customer wishes quickly handle · For the difficult customers, keep a kind attitude · Never relax any opportunities · Maintain and expand interpersonal relationships · Automatic spontaneous learning ● Performing the position · Understanding the company's policy, sales goals, doing a good job of sales reports, sales reports · Following business management The first step of seven steps for sales is called sales preparation. The second step is close to customers. Good closer skills can bring you a good beginning. In this step, master 😕 Reception and visiting customers. ? Visit customers' skills. ? Sales letter visits skills. The third step is to enter the theme of sales. Grasp the opportunity to enter the sales theme with the opening remarks that can attract customers' attention and interest, and seize the opportunity to enter the sales theme. The fourth step is to investigate and inquire. The survey skills can help you master the current situation of the customer, and a good question can guide you and customers to sell in the right direction. At the same time, you can persuade your customers by asking the information you can find. The fifth step is the product description. In this step, you must master:? Product characteristics, advantages, and special interests ;? Steps and techniques for product description will be converted to customer interests. The sixth step is the technique of display. Make full use of the trick of display skills, which can shorten the process of sales and achieve the goal of sales. In this step, you need to master:? How to write display words;? Display the main points of the exercise. The seventh step is to conclude. Signing with customers is the most important thing in the sales process. In addition to the final conclusion, you must also conclude at each sales process at each sales process. The conclusion of each sales process is guided to the final conclusion. In this step, the principles of conclusion; the timing of conclusion; the seven techniques concluded are the interest summary law, the "T" method method, the pre -question conditions, the cost value method, the inquiry method, "yes yes, yes "Yes", "Yes", "yes" method and seventh item's mourning strategy law. Close to customer skills: Before starting work, we must understand the market. We must know where there may be our potential customers? Understand potential customers, their work and hobbies, where they often go in and out, their character, their consumption tendency, and the way they communicate with others. Only when you take your business card into the exhibition hall to find you at least five customers, can you be eligible to officially start the sales career of the car. 1. When a client walks into the car exhibition hall in the first three minutes, most customers first want to be (note that it is yourself, no sales consultant intervention) can first look at the car in the exhibition hall. Seeing the timing When the customer's eyes are not focused, they are looking for a sales consultant that can provide help; Action: They drive the door, drive the front cover, or they want to drive the back cover. Signals need to be displaced by a sales consultant. Note: The above behavior reminds us that when the customer just entered the car is not close to them, you can say hello and greetings, and leave some time for them to take a look at them, or leave a letter of letters. You look at it first, I come over at any time. The main point of the first communication -initially reduced the customer's alertness, gradually shortened the distance between the two parties, and gradually changed to the mature sales staff to the subject of the car. This is a thing related to the car when the customer starts from strange communication. You can talk about the end of the auto show, and you can also talk about what makes customers feel comfortable. It is not so direct, not any topic of transaction -oriented. For example, it can be a child who comes with customers. It is really tall and bigger, which is much higher than my nephew; it can also be a license plate of the car or the license plate that the customer drives. Let's, wait. The purpose of all these topics is to initially reduce customer alert, gradually shorten the distance between the two parties, and gradually change to the subject of the car. The first three minutes is also a good time to submit a business card, and it is also a good time you remember the names of everyone who came with customers. 2. Analyze that customer needs and customer needs may be many aspects. Many actual needs behind the transportation and the needs of identity may be the need for transportation; may From the perspective of car dealers, customers should have five important aspects: clarify the intention, buy models, buy roles, buy key points, customer types. Clarify the intention: First of all, what are they doing? By the way? If he starts to carefully look at a certain type of model, then it seems that there are some buying roles of buying: three or four people who come to the exhibition hall, only one is a real person who has a real decision -making power, then the other people are the other people are the other people are the others. What role? Is it a staff? expert? Is it a driver or a secretary or a friend? The focus of purchase: The focus of purchase is still an important factor that affects the customer's final purchase decision. If his purchase focus is only the price, then any leading technology of the car does not have any effect on him; if his purchase focus is on the status, then you will not have a temptation to him. How to find the English letters of potential customers using "Prospect" and "Finding Hope Customers" () to illustrate how to develop potential customers: P: ProVide "Provide" a customer list R: Record "Record" Every every New customer O: Organize "Organization" Customer Information S: SELECT "Choose" true quasi -customer P: Plan "plan" customer source to access countermeasures E: Exercise "imagination C: collect" transfer information T : Train "Training" the ability to pick customers by itself P: Personal "personal" observation R: Record "record" data o: "Professional" information S: spouse "spouse" assistance P: PUBLIC "public" display display Or explain E: Enchain "chain" development relationship C: Cold's "cold" visit T: Through "through" the assistance of people's assistance i: influence "influence N: name" list "information G: To develop new customers in the sales of group "groups", potential customers should be found first, and potential customers must find it in multiple parties. Increase the channels of potential customers to introduce various test drives and test drive activities, automobile clubs, automobile maintenance plants and other car potential customer concentration units or venues who participated in the auto show. Email direct mail (DM) direct mail (DM) is also a good way to help you contact customers in large quantities. Sales letter phone number can break the restrictions of time and space the most, and is the most economical and efficient tool for contacting customers. If you can stipulate yourself, find yourself at least five calls to new customers a day, and you can increase 1500 in one year. Opportunity to contact potential customers. The exhibition will expand your interpersonal relationship (especially groups or venues for target customers)? Participate in various community activities? Participate in a public welfare event? Participate in the classmates establish a customer file: Know the customer if the customer has a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you have a good opinion of you, you The hope of transaction increased. To make customers believe that you like him and care about him, then you must understand the customer and collect the relevant information of the customer. All these information can help you approach customers, so that you can effectively discuss issues with customers and talk about topics that they are interested in. With these materials, you will know what they like and what they don't like. You can let them talk about it. , Higher, dancing and dancing ... As long as you have a way to make customers feel comfortable, they will not make you disappoint. "Let customers help you find customers to attract customers. Second, increase sales effectiveness according to the product, region or according to the type of customer type? How to sort the priority of customers? Is the role of sales and services clear? Do the characters need to change according to the different customers? Does the current organizational structure have clear roles and responsibilities descriptions? Should different degrees of autonomy in different areas know? What is the required resources? What is the best sales area division plan? Each of the above problems can be the starting point for re -constructing the sales organization. Even if every question finds a reasonable answer, you can not look at every question in isolation. It is necessary to integrate them into a reasonable solution. It is not enough to provide a suitable incentive solution to the sales staff with a good strategy and effective organizational process. Enterprises also need to have an efficient sales team to achieve sales goals. Having an efficient efficiency The prerequisite for the team is to provide a suitable incentive solution. The complete incentive solution is far from only salary. In our sales effective model, it contains 8 elements. We have just completed this system work for the sales channel system of a well -known auto manufacturer in China. Usually, cars are not as a technical product but first sold as a consumer product, especially before 2003. Domestic domestic, domestic domestic, domestic in China, domestic in China, domestic in China. The automotive industry is hot, and dealers generally increase the price increase. Therefore, dealers do not have high requirements for car sales staff. As the market competition is becoming increasingly fierce, consumers' purchase behavior is becoming rational, and manufacturers and dealers have realized that the salesperson's sales staff Value, because only first -class sales staff can accurately and effectively pass the brand's value, advanced technology, first -class quality services, value -added that manufacturers can provide to consumers. And, as the requirements for sales staff are getting higher and higher, the requirements of the sales staff are getting higher and higher The investment in its training is also increasing, and an excellent car sales personnel have grown from growth to maturity to more than 2 years. At this time, manufacturers and dealers suddenly realized some of the problems that had been ignored before. : 1. The question of personnel selection: What kind of sales staff do we need existing sales staff is qualified? Can we meet the requirements of the development of the enterprise? What kind of sales staff do we need? What advantages should they have with the competitors 'sales staff? 2. Training: How should we improve their ability to improve efficiency manufacturers and dealers' training, including product technology, sales skills, and Standard sales processes, etc., but the huge investment in training does not seem to bring a corresponding return. The problem is that the lack of systematic training system: good planning for training courses and establishing a follow -up system to improve the efficiency of training. Our resolution The scheme is to start with the capability model of the sales staff. Through the behavioral events of outstanding employees, high -performance and low -performance team members Differential analysis, ability survey questionnaires, etc., define its ability models, and establish a career plan for sales staff according to this model, define the requirements of each level of career in detail, and training courses that need to participate. Such a career plan has become the personal development path of the sales staff. The training has changed from a management requirement to a spontaneous behavior, thereby driving sales staff to improve personal quality, thereby improving sales performance. 3. How to motivate them and linked the incentives and assessment scientifically in the age of car increased in price, young people who have just graduated from school have not paid particularly hard efforts, and they can have a good return. After entering 2004, it seems that the car sales seem to enter the winter overnight. Every car sells a car is very difficult, and even more than ten times more effort than before. The income has shrunk to less than 1/2 or even 1/3 of the previous. At this time, employees, including managers, are confused. Why do they have more efforts to increase, but their income will decline? Some people will further consider whether the employee will bear the income loss caused by market changes. Is it fair and reasonable? We first analyze the driving factors that affect the performance of car sales. The results show that the brand, product technology, service quality, cost -effectiveness, market environment, and marketing strategies of competitors have a huge impact on the final result of car sales. Nowadays, car consumers have become quite rational. They often do not simply believe in the introduction and publicity of sales staff, but more believe in their judgments. They often have a clear concept for the car in their minds. Therefore, for car sales staff, its incentive schemes will have three significant changes in the past. First of all, the incentive part changes from a single commission to a mixed way of bonus plus commission. Since the sales staff is not a decisive factor in car sales, the proportion of their bonuses is appropriately increased and the proportion of commission is reduced. Second, the concept of target management is introduced. In the original incentive model, when the market is good, a salesperson can sell 20 cars a month. If each car is 300 yuan, it can earn 6,000 yuan; but when the market is not good, the worst situation is the worst situation. Only 2 to 3 cars can be sold in a month, and the income may be reduced to 600 yuan. In fact, corporate managers should reasonably adjust the sales target of sales staff based on market changes, and then manage them according to the goals. Through flexible and reasonable setting goals, it can accurately pass the company's operating goals to the sales staff, but also maintain the sales pressure of employees with the business goals of the enterprise, and maximize the motivation of employees. Finally, set a scientific and reasonable key performance indicator to accurately measure the performance of sales staff. For sales staff, it is not the only measuring indicator. Customer satisfaction, car delivery satisfaction, sales profit contribution, sales transaction rate, team sales performance, etc., will jointly constitute the assessment index system for sales staff. ■ Three, 16 ways to find potential customers 2007-03-2507: 00 Source: China Automobile Consultation Network 1. Discover your daily activities from the people you know will not be isolated, which means that you have already known you A large number of people, these people may be potential customers of your vehicle or service. It is undeniable that even a person with very little social activities has a group of friends, classmates and teachers, and his family and relatives. These are your resources. One circle, this is the fastest law for sales staff to make people. One of your friends does not need your vehicle, but can you definitely not need your friend's friends? To meet them, you will meet many people. Tell you what you are doing, what your goal is, and getting their understanding, you will soon find your potential customers, because people around you will help you and be willing to help you. If you are convinced that the vehicle you sell is that they need, why don't you contact them? And most of them have no time limit, and they can be carried out at non -working hours. Selling to friends or relatives, most of them do not objection and failure, and objection and failure are the fear of novices. They like you, believe you, and hope you succeed, they are always willing to help you. Try to recommend the superior vehicles that you are convinced, they will actively respond and become your best customer. Contact them and tell them that you have started a new career or created a new enterprise, you want them to share your joy with you. Unless you do it every day for 6 months, they will be happy for you and want to know more detailed information. You will use them to test your explanation and demonstration skills. If your relatives and friends will not be your customer, contact them. The first law of finding potential customers is not to assume that someone cannot help you establish a business relationship. They may not be potential customers, but they may know people who will become your customer. Don't be afraid to ask others to recommend it. Get their consent and share your new vehicles, new services and new ideas with you: "Because I appreciate your judgment, I hope to listen to your point." This sentence will definitely make the other party the other party. I feel that I am important and willing to help you. After contacting the closest friends, turn to acquaintances. If the method is correct, most people will not only give you some, ask the right questions, they may also talk about a big customer. 2. With the help of professional help, you have just entered a new industry. Many things you can't start at all. You need to give you experience. From their suggestion, it is very valuable to you. Let's ask him to be a mentor. The mentor is such a kind of person. He has more experience than you, interested in you, and willing to guide your actions. The mentor is willing to help those who face difficulties and help others gain knowledge from their own experience. The mentor can find from industry associations, authoritative people, influential people, or some local marketing companies. Most companies form a group of novices and experienced veterans to work together to allow veteran to train novice for a period of time. This corporate mentor system is operating well around the world. Through this system, the knowledge and experience of the veteran of the enterprise can be recognized, and at the same time, it helps to train novice. Of course, you can also entrust advertising agency companies or other companies to find customers for you, which requires the support of the company. There are a variety of agents, and they can provide many services. You have to seek appropriate agents according to your strength and needs. 3. The list provided by the company If you are serving a company, the company will get the best performance through the details of advertising and marketing. Many companies provide performance lists to sales staff. In order to become excellent business masters, you also need to find their own potential customers. In this way, you are prepared even if you find nothing from the list of enterprises. If you have been looking for potential customers, you will encounter the smallest setbacks and strode forward. Check the list of customers in the past. You can not only get future business, but also get the business they recommend. 4. Commercial connection, whether you just start contacting sales, you may be in sales. Commercial connection is easier than social connection. With the help of private communication, you will have a business connection faster. Not only do you consider people who know in business, but also to consider government function management departments, associations, driver training schools, clubs and other industry organizations. These organizations bring you a huge potential customer group behind them. 5. You have met a lot of people like you, of course, including sales staff like you. Other enterprises have a well -known sales personnel who are familiar with the characteristics of customers. As long as they are not your competitors, they generally make friends with you. Even if they are competitors, you can become friends and have a good relationship with them. You will gain a lot of experience. When the other party visits the customer, he will remember you. You have the right customer, you will remember him, how good, not to mention additional performance, you have a very powerful business partner. 6. Finding potential customers from the car customers who are about to eliminate when the old vehicles are about to eliminate, and the sales staff who touch the customer at the right time will win. Planning early, you will achieve fruitful results. Remember, get involved as soon as possible. 7. Reading newspapers to find the most effective tool for potential customers may be the newspapers where you vote for you every day. At the same time, all the opportunities to be found at the same time. Unless you do international trade, you may like to watch local news, commercial versions and statement versions. The beneficial part of most people is the part of the life of ordinary people. It only takes a few days to learn to read newspapers. Once you start, you will be surprised to see a lot of valuable information. Pay attention to check and record it. Bring today's newspaper, read each front news, and hook down a narrative that you have a certain business value. Just like an excellent salesperson to contact the relevant person, leave a corresponding copy for himself, and then send a brief short letter: "I see you in the news, I am doing business locally, I hope to have you with you, I hope to have you with you. Meet. I think you may need a copy of the news to share with friends and family members. "And attached a business card. People like to appear in the news, and they like to post a copy of the article to relatives and friends who are not in the local area. By providing this small service, you can get many big businesses. 8. Understand other people in vehicle services and technical personnel companies when they hear valuable information. For example, someone from the Ministry of Finance knows the news that the bank may buy a car, which is a valuable information in sales. You can arrange access. Form the habit of regular inspection of corporate services and maintenance records. Ask the customer service department to call several consultations. If you many times, you need to visit them. Maybe they are in the growth stage and you can help them win new services. Efforts to provide services provided by ordinary sales staff will help you establish long -term relationships, establish reputation, and obtain recommendation business. 9. Direct visits and direct visits can quickly grasp the situation of customers, which is extremely efficient. At the same time, it can also hone the sales skills of sales staff and cultivate the ability to choose potential customers. 10. Chain Introduction Joegiard (Joegiard) is the world's most car sales super -car salesman in the world. He sells five cars average per day. How did he do it? The chain introduction method is a method he uses. As long as anyone introduces the customer to buy a car from him, after the transaction, he will pay for each introducer $ 25. Although the $ 25 was not a huge amount at the time, it was enough to attract enough to attract enough Some people can earn $ 25 when they raise their hands. Who can be a introduced person? Of course, each of them can be a introduced person, but some people's positions are easier to introduce a large number of customers. Joe? Gera pointed out that the bank's lender, the repair staff of the automobile factory, and the insurance company staff who handled the car loss of the car. These People can contact customers who are interested in buying new cars every day. Everyone can use the introduction method, but how can you do it successfully? "First of all, I must strictly stipulate that I must be trustworthy '," You must pay quickly ". For example, when the guest who buys a car is forgotten, as long as someone mentioned' I introduced John to you a new car, why did you not receive the introduction fee? 'I must tell him' Sorry, John did not tell me, I will give you the money immediately, do you still have my business card? Trouble you Remember to write your name on my business card when introducing customers so that I can send you the money immediately. 'Some introduced people have no intention to earn $ 25, and I will not collect this money because they do not collect this money because they do I think I will feel uncomfortable after receiving the money. At this time, I will give them a gift or arrange a free meal for a meal at a good restaurant. "You can receive the customer information of the former sales staff. Useful customer information, in detail the details of various materials. 11. Sales letter, such as a car salesman, lists the potential customers sent nearly 300 sales letters. These potential customers have a considerable understanding of the vehicles. Based on various reasons, they have not purchased it yet, but he believes that they are one, but he believes one. It may be possible to buy a car in two years. He cannot track these 300 potential customers every month. Therefore, he sends a ingenious card for these 300 potential customers every month. When it comes to buying cars, we only congratulate the monthly celebrations of each month. He will be grateful to his enthusiasm. Even if he does not buy a car immediately, when someone mentioned a car to buy a car, he will actively introduce the car salesman. 12. The restrictions on the time and space of the phone best by phone are the most economical and efficient tools for contacting customers. If you can stipulate yourself, find yourself at least five calls to new customers a day, and you can increase 1500 in one year. The opportunity to contact potential customers. 13. The exhibition will be one of the important ways to get a potential customer. You need to prepare special persons to collect customer information, customers 'interest points, and on -site answering customers' questions. Even if your company does not organize a display, the exhibition of your customer group organization is equally important. Of course, you have to get the information. 14. Several important factors that you must have your interpersonal car salesperson such as vehicle knowledge, sales skills, willingness, endurance, sales customer base, etc. Among them, the sales customer base is the so -called interpersonal relationship. The operation of an enterprise can also be said to be interpersonal operation. Interpersonal relationships are another important industry of the enterprise. The wider the interpersonal relationships of sales staff, the more you have the opportunity to contact customers. How to expand your interpersonal relationship? You can plan to start: prepare a attractive card: those you want to contact you know who you are in your contact you? What kind of services do you can provide, business cards can make people contact you remember you. Participate in various community activities to participate in a public welfare event to participate in the classmates 15. Learn to meet the strangers around you to practice the "five -step principles" in the elevator, in the bus, in the restaurant, have you tried it with you around you People have talked? No matter what business is, you will find that talking to people who approach you are very interesting. How to meet the strangers around you is a skill that professional sales staff must train. How to deal with the encounters with others consciously? First of all, we admit that it is not every chance to bring sales performance. Even so, what reason does we have to try this opportunity to slip away? When you meet a person, he enters your five -step range, you should introduce yourself friendly and enthusiastic, and ask their work, and why it appears in this place. The goodwill dialogue made the other party actively respond. When they ask your work, your task is to hand the business card to them. Few people will obtain your enthusiasm and business cards. Next, you will find that the other party starts to ask your work and your vehicle and other questions. Isn't you need these problems with the other party? You smiled and told the other party: "I guess that there may be opportunities to serve you or your friends one day, thank you in advance." Expert these words with your atmosphere at the time. "I guess" sounds spontaneous and natural. "Thanks in advance" shows that you are polite. "Possible" shows a humble attitude. "One day" makes your vehicle or service from being confused to a distant future. "Serving you" puts potential customers important. They feel that they are important to you and are likely to take action to help you. The following three cases are usually good for you: they agree to call to discuss further. Agree to let you call them and discuss further. They are not interested, but they will help you recommend to those who are interested. What do you get now? Know a person you can hardly know, get a potential customer and be recommended to other potential customers. 16. A wider range if the vehicles you sell are targeted at enterprises, you should start with the local yellow pages phone book. Willing to invest in their companies in the phone book, indicating that they treat business more seriously. If your vehicle or service brings business or makes them more effective, you should get in touch with them. If you want to expand the scope of potential customers, you should find a directory with at least 800 names with names. If you are familiar with your computer, you may find potential customers on the Internet. Many classification projects on the Internet allow you to find a group that may become your customers in a short time. If you are not familiar with the Internet, then you need to start from now, because

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