This is a "cliche" question. Self-confidence is crucial to any job. Yes, this is also the basic quality that a salesperson must have. And where does confidence come from? -Self-confidence is definitely not like "pyramid selling". You yell to yourself like a madman every day, "You are the best, you are the best". Confidence comes from your solid professional knowledge and communication skills. As an automobile salesman, professional knowledge of automobile and marketing is essential. For example, when a customer raises an objection to the car you recommend and gives an example of a car that your company doesn't sell or doesn't want to sell, you must prove to the customer with strong evidence how the car you recommend is superior to other models, and this strong evidence is based on your familiarity with the automobile industry. At the same time, customers ask you some technical terms from time to time, such as EBS and GDI. What do they mean? If you don't know, of course you can say sorry. However, according to industry experts, in a sales process, when a salesperson says that he can't answer the customer's questions for more than three times, or asks his colleagues for help for a long time, 80% of the sales results will be ng! On the other hand, what we call communication skills is also a guarantee of self-confidence. The "communication" here includes three aspects: communication with customers is the most important, communication with colleagues is indispensable, and communication with bosses is more necessary!

Communication skills come from the constant sharpening of daily work and the constant reflection and summary of previous work. This leads to a topic of "learning", which is also true. Now major companies are advocating to be a "learning individual" and build a "learning organization". We also know that almost no job is likely to remain unchanged for decades and follow the original knowledge structure to deal with it. Therefore, the importance of learning is self-evident, especially in such a rapidly changing and fiercely competitive society. At the same time, what I want to explain here is that there must be a learning method! Some people can become sales managers from car salesmen in one year, and some people are still salesmen in three or five years. Why? Maybe they are all learning, but one of them is better at thinking while learning, making a summary of every day in the past, and then drawing something useful. This is why some people only know 1+ 1=2 after learning it, while others know that 2- 1= 1 is the same.

2, car sales staff should have a sense of trust!

Anyone who has studied marketing knows that there is a long-standing "GEM Jim model", that is, "trust your company, trust the products you sell, and trust your ability". Its key word is "trust", which means trust here. When a salesman is worried about the safety performance of the car he sells at work, the strength of his company, and even doubts whether the company can pay wages on time, it is almost impossible for him to sell the car! Therefore, trust is particularly important. Here, I want to add a "trust": trust your colleagues! Some people say that among the factors that affect whether a job can be successfully completed, your professional skills may only account for 20%, while interpersonal communication and properly handling relationships may account for 80%. This is very important. People who have just left school should pay special attention to this sentence. We often say "everything goes well at home". You can maintain a healthy and good relationship with your colleagues, which is the only way for you to become a successful car salesman! I also want to add a "trust": trust your boss! This is not PMP (kiss up). When the boss treats you more than the average person's workload, if you don't trust you and think you are giving you little shoes to wear, then the quality of the task is not much better. There is a famous saying that is very practical: heart for heart! To gain the trust of others, try to trust others first!

3, car sales staff mentality!

There is a saying that mentality determines everything. This is true, what kind of mentality you have, what kind of action you will take, and the consequences of your actions will determine your success or failure! As a car salesman, mentality is very important. A good working attitude includes three aspects:

Honest, dedicated and calm.

Say "sincerity" first. In fact, everyone will tell a little lie more or less in life, but at work, it is recommended not to do so. Regarding the point of view of work, I suggest that you can make mistakes at work, but don't lie for your mistakes, let alone make the mistake of lying. Psychologists believe that people are born with the ability to tell whether others are lying. When communicating with customers, the cost of "honesty" is the smallest of all marketing costs. The return may also be the highest.

Then talk about "dedication". The word "dedication" may be the quality that we will emphasize when looking for any job! However, what is the heart of dedication? -there is no standard, but there are similarities, and they regard their work as their own business. Some people will say: Is it necessary to be "dedicated" for a meager salary? The salary given by the boss is the lowest in the same industry, but the labor intensity is great! Is it necessary to be dedicated? In fact, there is no standard answer to such a question. A friend of mine suggested this: Try your best to make the boss feel that you are a talent he can't give up, and then use your grades to find a more suitable position in the same industry, so as to enrich yourself and get back at the stingy boss. I personally don't judge this, but I totally agree with the point mentioned here-do a good job first. Yes, even if your goal is to change jobs, you should do your job well first! It doesn't matter if you think your "dedication" is fake-I think if you can "pretend" to go to work half an hour earlier than others every day, do more work and do more practical things, what can the boss say? I still remember what one of my predecessors said to me: the boss will always like hard-working people!

Finally, talk about the "calm" heart. Why put the "calm" heart at the end? It is not that "calmness" ranks third in mentality, but there are three topics to talk about. There must be a sequence. We are talking about work, not party ranking. Therefore, don't underestimate the importance of "calmness" in your work (if you are really misled in the end, I hereby declare that the ranking is in no particular order). The heart of "calmness" is to be calm and calm in doing things! As a car salesman, it can be said that most of the people you come into contact with are rich people. Through communication, you can generally find that he or she started from scratch, or inherited his or her father's career, or won the lottery, or she is the rich man's N-milk (n is greater than 2). At this time, it is obvious that he (she) is much richer than you, and some people are "furious" with money. You must "throw up" on the main road several times. At this time, your "peace of mind" is crucial. Remember this sentence: As an excellent car salesman, no matter who you stand in front of, you can only regard him as one kind of person: your respected customer! And your mentality, there is no distinction between high and low, don't show patriotism without pushing Japanese cars ... believe me, sales is such a reality: you are only the seller, he is the buyer! And you should know that the current automobile industry is not telecommunications, not China Petrochemical, but a buyer's market! This means you must follow them!

Second, some practical skills in sales (work).

The following sales skills are based on the knowledge of customer relationship management in FMCG industry and industrial products, as well as some examples in work. I believe it will be helpful to your work. You are also welcome to post your experiences or skills after reading them for your appreciation!

1, colleague relationship.

Don't offend any of your colleagues. Yes, it doesn't mean that you are afraid of offending people at work. If a colleague doesn't do well, many colleagues hate him, or everyone sees that he is an incompetent "guy", just make fun of him. Don't "go with the flow" at this time. Such a person actually knows better whether he is incompetent or unsociable, but he is a company, and there will be a company to deal with his principles and departments. You don't need to "get ahead"! If you can maintain good and healthy communication among colleagues, it will help you establish absolute prestige among colleagues, help you build confidence and gain an advantage in sales! Here is a colleague's skill in getting along: an excellent colleague, make friends with him, learn his skills, keep a distance from a colleague with ulterior motives, but don't offend him.

2. Do you want PMP to be your boss?

This problem should be clear to everyone, because everyone should have done it? Ha. My opinion and "experience" are: shoot, but also "PMPMP"-try your best to kiss up. But there is a premise: do you know what kind of people the boss likes to "flatter"? -he only likes to "shoot" him who performs well. Therefore, it is suggested that PMP should start with its own performance. This is also the fact that some people "get shot" and "backfire" in real work may not have this premise.

3. The most important thing at the beginning of the transaction.

The most important thing at the beginning of the transaction is that everyone may have different opinions. But one thing is crucial, don't go straight to the point with the customer at the beginning. In other words, don't reveal your purpose to the customer at the beginning. Everything you do, of course, is to sell cars, but you can't expose your goals too clearly, which will make customers feel that your ambitions are too great, so your resistance will be more obvious! The key to the initial transaction is to establish a preliminary relationship of mutual trust with customers, while gradually eliminating customers' resistance. The first plan of the "36 plan" is "crossing the sea from the sky", which is the best interpretation. You can use it first.

Other topics, such as where did Mr. (Ms.) come from? Then naturally lead to many topics. A friend of mine asked if it would be useful to start with "It's a beautiful day today, hehe"-I don't know, I haven't tried it, but I won't use such a formula.

One of the most critical things at the beginning of the transaction.

There is also a key thing at the beginning of the transaction, that is, full judgment! You should judge the identity of the customer in the shortest time: did you come to see the car on purpose? Have a clear purpose? Or just walk around and leave with the air conditioner on? At the same time, you have to distinguish which customer is the decision maker and who is most influenced by him. Then you will know who your words will be directed at! If you exchange business cards at the beginning of the transaction, you must remember the important elements on the business card in the shortest time: surname, address, industry, and even whether the phone number is mobile or Unicom, and what is the mantissa? If you can naturally insert the elements on the customer's business card into the topic in the subsequent communication, the customer will feel respected.

5. What is the most important thing in the whole transaction?

Smile and ask more questions. Smile, there is a famous saying, whatever attitude you have towards others, others will give you the same attitude. Smart as an echo stone. Ask more questions, that is, the so-called "revolving" sales method. I really don't want to introduce it, because as long as you read more sales and marketing magazines, I don't have to say it. If you can't find it, enter the keyword on Google and it will come out.

6. Don't deny any views of customers.

This doesn't mean that you are completely at the mercy of customers, so you will only be in a passive position, so you can't control the situation well. You can't control the situation, so how can you sell smoothly? The correct way is to affirm first and then deny. For example, if the customer says "B-gram is better than your P-Sat, for example, which one is more advanced", you can say "Yes, as a B-gram car * * *, but PST……", and the customer will not have obvious resistance.

7. The end of sales is not the end of service.

There is a saying that China products are ridiculed, that is to say, the marketing circles in China are strongly emphasizing "service marketing". For example, the after-sales service of "Hai R" is the best. However, some people say that it is because the domestic production level is low, and the poor quality can only be supplemented by services. Right or wrong, service is really very important in marketing. A customer reception is completed, or a transaction is completed, which is largely the end of your sales. On the contrary, it is a new starting point. We said we should emphasize after-sales service, but as a car salesman, what is your after-sales service? -Always keep in touch, communicate and visit with customers, because a customer will pass on your good service level to at least 24 friends. So you have 24 potential customers.

8. Objection about price.

When customers suggest that your car is more expensive than others, it is too expensive. Never say "a penny is worth a penny" like a rural hawker. This is not to say that you are wrong, but that you are not convincing. You should ask the customer: Can you tell me which car you think is more expensive? In this way, it is equivalent to asking another question to the customer. At this time, customers will generally say, for example, * * car, then you should have the opportunity to "convince people by reasoning" with your professional level.

9. Work hard during the day and do what at night?

Sleeping, of course, but I mean, what can I do besides sleeping? You can use it to attend friends' parties, make phone calls with different old and new friends, and visit the car forum on the webpage. As an experience, I suggest you.

Before going to bed every night, review the customers and friends you met that day or even recently, and get to know the new customer business cards.

Please make notes in a special notebook and recall the communication process between you. Of course you know the benefits of doing so. Think about it, once you went to a store to buy something, three years later, the waiter at that time still recognized you. Will you be happy? In fact, the so-called "CRM customer relationship management" mentioned here is particularly important for automobile sales companies, and the customer information you personally contact is of course very valuable. I call it "Yorself CRM". You should divide this information into several levels according to your standards, such as level 1, level 2 and level 3 (of course, don't let customers know), but you should have a plan. First class customers are every other week. People who must send greeting cards on holidays, the second category, that is, people who often send emails, will make your network bigger and bigger. To put it bluntly, more and more people may buy a car from you.