●The Right Attitude:
Self-confidence (the belief that selling brings benefits to others) Enthusiasm when selling Optimism Open-Mindedness Positivity Caring about your customers Hard work Acceptability (people skills) Sincerity Product and market knowledge Product knowledge to meet customer needs Product knowledge and application to solve customer problems Market conditions Competitive products The right attitude. p>● Product and Market Knowledge:
Knowledge of products that meet customer needs Knowledge and application of products that solve customer problems Market conditions Competitive products Knowledge of sales territories● Good Selling Skills
Basic Selling Skills Enhanced Selling Skills● Self-Driven
Customer Willingness to Quickly Handling Being kind to difficult customers Never letting go of an opportunity Maintaining and expanding relationships Being self-motivated Continuously learning● Performing your duties
Understanding the company's policies and sales goals Making a good sales plan Keeping a sales report Following business rulesThe Seven Steps to Selling
Sales Seven Steps
The first step is called sales preparation.
The second step is approaching the customer. Good techniques for approaching the customer can give you a good start. In this step, master:
Techniques for receiving and visiting customers. Techniques for visiting customers on the phone. Techniques for sales letter visits.The third step is to get to the subject of the sale.
Get the timing right: use an opening statement that gets the customer's attention and interest to enter the sales topic, and seize the moment to enter the sales topic.
The fourth step is to investigate and inquire.
Surveying techniques help you understand the current situation of the customer, and good questioning can lead you and the customer in the right direction.
At the same time, you can find more information through inquiry to support your efforts to persuade your customers.
The fifth step is the product description. In this step, you need to know:
product features, benefits, and special interests; techniques for converting features into customer benefits; steps and techniques for explaining the product.The sixth step is the skill of presentation. Fully utilize the know-how of presentation skills to shorten the sales process and achieve sales goals. In this step, you need to master:
how to write the words of the show; show the main points of the exercise.The seventh step is the conclusion. The conclusion of the contract with the customer is the most important part of the sales process, and in addition to the final conclusion, you must also specialize in the conclusion of each sales process during the sale. The conclusion of each sales process leads to the final conclusion. In this step, you need to master:
Principles of closing; Timing of closing; Seven techniques of closing: summary of benefits, the "T" method, the pre-conditions method, the cost-value method, the questioning method, and the "yes" method, "yes", "yes" method and the seventh method of woe-is-me strategy.Professional Selling Skills
Selling is unlike any other job. To succeed in sales and become a professional sales guru, you must have the following key qualities.
1) Positive attitude
2) Self-confidence
3) Self-motivation, patience
4) Diligence, clear tasks and set goals
5) Believe in the importance of role-playing
6) Establish a good first impression
With the above basic qualities of the sales staff if you can skillfully use some of the sales techniques, coupled with the appropriate products and services, is likely to ensure a successful sale.
Approach to customer skills
Before starting work, it is important to understand the market, must know where there may be our potential customers? Get to know the prospects, their jobs, their hobbies, the places they frequent, their personalities, their spending tendencies, and the way they communicate with people.
Only when at least five customers, with your business card in hand, walk into the showroom looking for you, are you qualified to officially begin a career in automobile sales.
1, the first three minutes
When a customer walks into a car showroom, the vast majority of customers first hope that they (note, is their own, without the intervention of the sales consultant) can first look at the car in the showroom.
Seize the moment: when the customer's eyes are focused on something other than the car, they are looking for a sales consultant who can help;
Movement: they pull open the door, they want to open the front cover, or they want to open the back cover, etc., which are signals that a sales consultant needs to be out there.
Attention to the problem: these behaviors above prompt us, in the customer just walked into the car dealership in the first three minutes is not yet close to them, you can say hello, greetings, and leave some time for them to take a casual look at their own first, or to leave a message, you first look at the first, there is a problem I come over at any time.
The main points of the initial communication - initially lower the customer's guard, gradually shorten the distance between the two sides, and gradually switch to the car topic.
Mature sales staff know very well that this is the time when customers start communicating from strangers, generally do not first say things related to the car. You can talk about the car show that just ended, but also about any topic that makes the customer feel comfortable, less direct, and not transaction-oriented. For example, it can be with the customer came with the child, long really tall, how old, than my nephew can be much taller; can also be the customer drove the car, or the customer drove the car's license plate, your license plate number is specially selected it, and so on. The purpose of all these topics is to initially lower the customer's guard, gradually shorten the distance between the two sides, and gradually to the car topic conversion.
The first three minutes is also a good time to hand in your business card, and a good time for you to remember the names of all the people who came with the customer.
2, analyze customer demand
Customer demand may be multi-faceted, many practical needs behind the transportation, identity needs; may be the need for transportation; may be the car instead of driving; more likely to be a dream.
Analyzing a potential customer's motivation from a dealership's point of view, there should be five important aspects: figure out the intention, purchase model, purchase role, purchase focus, customer type.
Figure out the intent:
First, what are they really doing here? Passing by on a side trip? If he starts to look closely at a specific model, then there seems to be some sincerity in the purchase
Buying Roles:
Of the three or four people who come to the showroom together, only one is the one who really has the power to make the decision, so what are the roles of the other people? Is it a counselor? A connoisseur? A driver, a secretary, a friend?
Buying priorities:
Buying priorities are still an important factor in this customer's final purchasing decision. If his purchasing focus is only on price, then any leading technology of the car has little effect on him; if his purchasing focus is on status, then you talk about any favorable price and other factors do not constitute a temptation to him.
How to Find Prospective Customers
Using the letters PROSPECT, PROSPECTING, to illustrate how to develop potential customers:< /p>
P: PROVIDE "Provide" yourself with a list of clients
R: RECORD "Record" the daily addition of new clients
O: ORGANIZE "ORGANIZE" customer information
S: SELECT "SELECT" real prospective customers
P: PLAN "PLAN" the source of the customer to visit the response
E: EXERCISE "Use" imagination
C: COLLECT "Collect" referrals
T: TRAIN "Train "P: PERSONAL "personal" observation
R: RECORD "recording" information
O: OCCUPATION "professional" information
S "SPOUSE "spousal" assistance
P "PUBLIC" public P: PUBLIC "public" display or explanation
E: ENCHAIN "chain" development of a relationship
C: COLD "cold" visit
T: THROUGH "T: THROUGH the assistance of others
I: INFLUENCE referral
N: NAME "directory" reference
G: GROUP sales
To develop new customers, you need to identify potential customers first, and potential customers must be sought out.
Increase the number of potential customers channels:
Friends Participate in the auto show Organized a variety of test drive activities Driving school, automobile clubs, automobile repair shops and other automotive potential customers concentrated in the unit or place Old customer referrals After-sales service personnel introduced E-commerce, automobile-related websites and forums Email Direct Mail (DM): Direct Mail (DM) is also a great way to help you reach a large number of customers. Sales letters Telephone: The telephone is the most cost-effective and efficient way to reach out to customers by breaking through the constraints of time and space. If you can find the time to make at least five phone calls a day to new customers, you will have 1500 more opportunities to reach out to potential customers in a year. Showcase: expand your interpersonal relationships (especially the target customer focused groups or places) participate in various community activities participate in a public service activities participate in the reunion3, the establishment of customer profiles: a better understanding of the customer
If the customer has a good impression of you, the hope of your transaction will increase. To make customers believe that you like him, care about him, then you must understand the customer, collect a variety of information about the customer. All of this information can help you approach the customer, so that you can effectively discuss the problem with the customer, talk about their own interest in the topic, with this material, you will know what they like, what they do not like, you can make them high, giddy, hand-waving ...... As long as you have a way to make the customer in a good mood. They won't let you down big time."
Let your customers help you find them
Make the product appealing to them