What Does an Auto Sales Consultant Do?
Car sales consultants refer to car sales service personnel who provide consultative professional car consumption consulting and shopping guide services to customers. The scope of work is actually engaged in car sales. Its foothold is based on the needs and interests of customers to provide customers with product sales services that meet the needs and interests of customers.
Car sales consultant
- Chinese name
- Car sales consultant
- Work content
- Effectively execute various automotive marketing strategies
- Recommended books
- Recommended books
- Basic qualities
- Familiar with the composition of each model's offer
- Car sales consultants refer to car sales service personnel who provide consultative professional car consumption consulting and shopping guide services to customers. The scope of work is actually engaged in car sales. Its foothold is based on the needs and interests of customers to provide customers with product sales services that meet the needs and interests of customers.
- Its specific work includes: the basic process of customer development, customer tracking, sales guide, sales negotiation, sales transaction, etc., and may also involve the introduction, transaction or agency of auto insurance, listing, decoration, delivery, claims settlement, annual inspection and other services.
- In the 4S shop, its scope of work is generally positioned in the sales area, and other business areas can be connected with other corresponding business departments.
- The main practitioners engaged in automotive sales consultants include:
- 1.Effectively execute various automotive marketing strategies
- What car sales consultants should have
- "Basics of Automobiles", "Basics of Automobile Marketing", "Automotive Marketing Environment", "Basics of Automobile Culture", "Overview of Auto Market", "Automobile Market Research", "Automobile Sales Process", "Automotive Service Process", "Customer Development Technology", "Communication and Negotiation Skills" "Professional Literacy Training"
- Prospects for the development of automobile sales consultants in China in the future: The Chinese automobile market is the world s largest automobile consumer market with potential for development. By 2011, China s annual sales of new cars will exceed 18 million, and hundreds of millions of people in China are ready to enter the era of car-owned life. At the same time, the demand for talents in the automotive industry has soared, and the market's requirements for talents have become higher and higher. It is becoming increasingly difficult for auto companies to find qualified talents. Authorities predict that the talent gap for automotive marketing will reach 800,000 in the next three years. Automotive marketing talents have become the most critical and critical resource for maintaining the rapid and healthy development of the automotive industry. It is very common for companies to fiercely compete for excellent automotive marketing talents.
- For this reason, a wave of "automotive marketing division" research has set off in China! It aims to train qualified front-line sales and service talents for the automotive industry. For compliance
Quality of car sales consultants
- 1. Rich sales experience and familiar with the business process of the company;
2. Familiar with the quotation composition of each model;
3. Have automotive professional theory, 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.
Car sales consultant mindset
- (1) A sincere attitude is the basic requirement for determining the success of a person's work. As a salesperson, you must hold a sincere heart and treat customers and colleagues with sincerity. Only in this way, others will respect you and treat you. As friends. The business representative is the image of the enterprise and the embodiment of the company's quality. It is the hub that connects the company with society, with consumers, and dealers. Therefore, the attitude of the business representative directly affects the sales of the company's products.
(2) Self-confidence Confidence is a kind of strength. First of all, you must have confidence in yourself and encourage yourself at the beginning of each day.
In order to be able to see the advantages of the company and its own products, and to keep these in mind, to compete with opponents, we must have our own advantages, and we must face customers and consumers with a win-win belief.
As a sales representative, you are not only selling goods, you are selling yourself. Customers will accept your goods before they accept you.
Known as the king of car sales, Joe Gillard, the creator of the world's Guinness Book of Records, once sold more than 1,600 cars a year, averaging nearly five a day. When he went to apply for a car salesman, the boss asked him, have you ever sold a car? He said no, but I have sold daily necessities and electrical appliances, and I am able to sell them, indicating that I can sell myself, and of course I can sell cars.
Knowing that there is no power, I believe that there is power. Joe Gillard succeeds because he has a confidence that he can do it.
- (3) Be a caring person, "Keep learning everywhere", develop the habit of thinking hard and be good at summing up sales experience. Review your work every day to see what works well in those places. Why? Well done, why? Ask yourself why? We can find the shortcomings in the work and urge ourselves to continuously improve the working methods. Only by improving our ability can we seize the opportunity.
Opportunities are equal for everyone. As long as you are a caring person, you will definitely be the leader in the industry. When Taiwan entrepreneur Wang Yongqing first started his own rice shop, he recorded the time each customer bought rice, remembering how many people there were in the family. In this way, he calculated that the rice could be eaten for a few days, and when he was almost done, The customer sent it over. It is this kind of carefulness of Wang Yongqing that made his career grow stronger.
As a sales representative, every change of the customer must understand, strive to grasp every detail, be a caring person, and constantly improve yourself to create a more exciting life.
(D) Resilience sales work is actually very hard, which requires business representatives to have the toughness and perseverance. "It s hard to eat and bitter, only to be superior." Half of the sales work is run out with your feet. You have to constantly visit customers, coordinate customers, and even follow consumers to provide services. The sales work is by no means smooth, and you will encounter many difficulties, but you must have the patience to solve them. Indomitable spirit.
Before the American star Stallone became famous, in order to be able to play a movie, he was recommended by each of the Hollywood film companies. After he touched the wall 1,500 times, a film company was finally willing to use him. Since then, he has stepped onto the film scene, relying on his tenacity and toughness, he has interpreted many tough guy images, becoming one of Hollywood's most famous movie stars.
Does the sales representative have more problems every day than Stallone? No.
(5) Good psychological qualities Only with good psychological qualities can we face setbacks and not be discouraged. Each client has a different background, and also has a different personality and approach to life. If he is hit, he must be able to maintain a calm mentality, analyze his customers more, continue to adjust his mentality, improve his working methods, and enable himself to face all blame. . Only in this way can we overcome difficulties. At the same time, we can't be complacent because of the momentary success. It is important to know that "the joy is extremely sad". Only in this way can we be proud and lose.
(VI) Communication skills Everyone has strengths, not necessarily requiring every sales representative to be exquisite and able to speak, but be sure to communicate with others, cultivate your own communication skills, and make as many friends as possible, so there are more opportunities You know, friends have to go before they can go. In addition, friends are also resources. You must know that owning resources will not succeed, and making good use of resources will succeed.
(7) Enthusiasm is an infectious emotion. He can drive people around to pay attention to certain things. When you are very enthusiastic about communicating with customers, your customers will "put it in the limelight and report it." Take peach ". When you walk on the road, you just meet your customer. You reach out and greet each other very enthusiastically. Maybe he hasn't met someone who values him so long. Maybe your enthusiasm has created a new one. Transaction.
(8) Be knowledgeable. Sales representatives have to deal with people of all levels and at all levels. The topics and content of different people are different. Only with extensive knowledge can they have common topics and talks with each other. Speculation. Therefore, it is necessary to get involved in all kinds of books, whether it is astronomy, geography, literature, art, journalism, sports, etc., as long as you have leisure, develop the habit of continuous learning.
(9) Responsible sales representatives' behaviors represent your company. If you have no sense of responsibility, your customers will learn from you, which will not only affect your sales volume but also the company's image. No doubt, this will hurt the market.
One family of three lived in a new house. When the wife saw that her husband and son were not very particular about hygiene, he wrote a slogan at home: Regarding hygiene, everyone had a responsibility. After his son went home from school, he saw the slogan and changed the slogan to "Pay attention to hygiene, adult is responsible" with a pen. The next day, when the husband saw it, he took out his pen and changed the slogan to read "Hygienic, wife is responsible".
Although this is a joke, it illustrates a problem. Responsibility cannot be shirk. Only by taking responsibility, like the family in the story, how can we make the home healthier? First of all, we must pay attention to hygiene by ourselves and cannot shirk responsibility. As a sales representative, your sense of responsibility is your reputation, and your sense of responsibility determines your performance.
(10) Negotiating Power Actually, business representatives are negotiating all the time. The process of negotiation is a process of persuasion, which is a process of finding the best interests of both parties. Before negotiating, it is necessary to find out the situation of the other party. The so-called knowledge of the other party, the more you know the other party, the better for yourself, and the more opportunities you have to take the initiative.
Sun Tzu said, knowing ourselves and knowing each other, we are not frightened by battle. The performance of negotiating power is not that you can talk endlessly, but that you can grasp the main points and first meet the needs of customers. When meeting your own needs, when both parties have objections, it depends on how much information you usually have about customers. Then, the more information you have, the better your initiative will likely be. The purpose of bargaining power is to achieve a win-win situation and achieve mutual benefit.
A business representative should develop the habit of diligent thinking and diligent summary. Different customers you face every day need to negotiate in different ways to reach the most satisfactory deal with customers. This is the purpose of your negotiations.
Former national football coach Milu said: Mindset is everything! I believe that the door of luck is always open to those who are diligent in the heavens. There is no humble job in the world, only a humble work attitude. As a sales representative, only with a humble attitude and a positive attitude to face each day of work, success must be waiting for you and me not far away.
In the process of 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 a business ability better than him. But unprepared sales representatives, why? Although in the sales process, it is affected by many related factors, the most important thing is that you have to understand what you want to do? There are no first-rate salespeople, only first-rate preparers.