Super Car Sales System

Chapter 1

Chapter 001: Big sale at a loss

"This Civic is a 2016 220TURBO CVT luxury version. It is a four-door, five-seater sedan with a mileage of 16 kilometers. It was licensed for the first time in October 10. It is a personal first-hand car with a top speed of 200 per hour and an acceleration of 8.7 to [-] in [-] seconds..."

"The new car landed at 15.19 yuan that year, and now our Zhenghong car dealership is listed at 12 yuan, and the transfer is guaranteed, and the customer buys the insurance by himself..."

In the showroom of Zhenghong Automobile Co., Ltd. in Tianhong Used Car Market in Haihai City, the salesman Fang Yuan pointed to the distance, and at the same time introduced the basic situation of this Civic to the customer.

The young customer looked in the direction Fang Yuan pointed out, and saw a white Honda Civic shining brightly under the lights in the hall.

The tangent of the front face of this Civic is sharp, the chrome plating is shiny, the slender LED headlights, and the low-slung front of the car are aggressive and lethal.

The customer's eyes widened and he was obviously taken aback for a moment, then hurriedly trotted over, stood not far from the main driver of the Civic, and looked carefully at it.

The side of the Civic is transitioned by a dome, and the line slowly extends from the B-pillar to the rear, and perfectly blends with the curve of the trunk at the back. This slip-back shape is full of sports cars, which makes young customers passionate.

The customer's reaction made Fang Yuan extremely proud.

The fastback shape of this Honda Civic is attractive and attractive, with the largest space among compact models, fuel-efficient and durable, and low maintenance costs.

The 1.5T Earth Dream engine can burst out 177 horsepower.

Such a model that combines sports, fashion and home use is simply tailor-made for the young customer in front of him. Fang Yuan does not believe that the customer has any reason to refuse.

Fang Yuan secretly observed the customer, and saw his trembling fingers caressing the roof of the Civic, and at the rear of the car, he lowered his head and stared at the upturned rear wing and boomerang taillights, without moving his eyes for a long time.

The customer's performance proved that he liked this Honda Civic very much. Knowing that the order could be won 100% smoothly, Fang Yuan finally heaved a long sigh of relief, and even secretly swore in his heart that if the order was lost again, he would give up the car. The basic parameter information issued by the company has been eaten.

No wonder Fang Yuan is so excited. He came to Zhenghong Motors for three months, but he didn't sell a single car. If he didn't make any sales in the remaining ten days, he would definitely be fired. Today, this Honda Civic gave him The opportunity to stand up is really lucky.

Reluctantly, the young customer withdrew his gaze, and walked towards Fang Yuan quickly: "12? What's the lowest price?"

"Sir, second-hand cars pay attention to the condition of each car, and the price for each condition. For such a high-quality car, 12 yuan is already very worthwhile." Fang Yuan patted Yue Xiong to ensure that the quotation of the car dealership is the lowest in the second-hand car market, and also It's a big sale at a loss.

"My friend also has a 16-model Civic. He said that this 1.5T Earth Dream engine is prone to carbon accumulation. Is it true?"

"It was reported on TV that the engine oil of this 1.5T engine increased and the oil was emulsified. What's going on?"

"What's the difference between the CVT version of the Civic and the manual transmission version?"

"What's the difference between a car's manual transmission, dual clutch, CVT, and AT transmission?"

The client's series of questions made Fang Yuan's eyes widen, and he was immediately stunned.

Fang Yuan has never been in contact with car sales before, and he has just joined the industry for less than three months.

When I first joined the company, the manager Sun Yanming gave me a book of basic information on all models of Zhenghong Motors, but there were only basic information on each car's price, mileage, first license date, and maintenance and repair time.

There is no such question raised by the customer at all, how to answer it?

Fang Yuan wanted to keep the client, but he was sweating profusely with anxiety, his mouth was open but he had nothing to say, his embarrassment blushed, and he froze in place.

"Hmph, why are you selling used cars if you don't know anything? You're wasting my time." The customer ignored Fang Yuan and walked away with a bored look on his face.

The duck in his mouth flew away. Fang Yuan couldn't figure out why the customer didn't buy the Honda Civic, even though he liked it. He also mocked himself.

What is the problem?

It's hard to sell used cars.

Because the new car salesperson in the 4S store is facing a single car brand, when introducing it to customers, they are not troubled by factors such as car condition, mileage, value preservation rate, whether production is discontinued, etc.

All they sell are new cars, and they only need to remember all the basic parameters of a brand's cars.

And second-hand car salesmen have to deal with German, Japanese, American, Korean and other imported cars, joint venture cars, and domestic cars.

It is necessary to remember the mileage of various models in the car dealership, the date of registration, the landing price of the year, the current selling price, specific parameters, whether to modify, optional equipment, vehicle condition identification, value retention rate, etc.

In particular, the advantages, common faults, and disadvantages of each model, without the master's hands-on teaching, without long-term learning knowledge and experience accumulation, it is impossible to master.

Fang Yuan's entry time is short, and he has been asked countless times by customers that he is blushing and has a thick neck and can't answer.

What's more terrible is the mind of second-hand car buyers is difficult to figure out.

Many customers look at second-hand cars as if they are afraid of shame.

Either keep a straight face and keep silent, or keep silent about your car purchase budget, etc., worrying that you will be caught out, and you will be fooled when bargaining, but you still ask the salesperson to introduce a satisfactory model.

Every time Fang Yuan encounters such a customer, Fang Yuan almost goes crazy. If he can pinch and count, he would have already moved to another job, and he is still working as a hard-working salesman in a car dealership?

He didn't understand the customers, the models, and the inside story of the industry. In addition, he didn't sell a single car during the three-month trial period, and was facing the situation of being fired. Fang Yuan was completely desperate for this industry.

The client ignored him, and Fang Yuan walked to the VIP room dejectedly, planning to stay up until he got off work.

"How is it? Can I make an order?" I ran into my colleague Liu Liang halfway and asked Fang Yuan curiously.

"Nothing." Fang Yuan looked downcast like a defeated soldier.

"Isn't the guy watching the car very sincere? I chatted with you for more than an hour."

"What sincerity?" Fang Yuan's eyes were red with grievance, "He asked me the advantages and disadvantages of manual gearbox, dual-clutch gearbox, CVT gearbox, and AT gearbox. The difference between plug-in hybrid and gasoline-electric hybrid... car There is no such content in the basic parameter information issued by the company, I know a hammer."

Customers who know cars have tricky and weird questions, and customers who don't know cars have weird and funny questions.

Liu Liang is also a newcomer who can understand Fang Yuan's difficulties. He looked at Fang Yuan in embarrassment, and finally told him with a deep sigh: "Manager Sun is looking for you."

"Manager Sun looking for me?" Fang Yuan's heart skipped a beat, and a bad premonition welled up in his heart.

Pushing open the door of the manager's office next door, a middle-aged man was sitting behind the desk, looking down at the report.

"Manager Sun, are you looking for me?"

The middle-aged man raised his head and signaled Fang Yuan to sit down: "Fang Yuan, you know the company's regulations. The internship period is three months, and newcomers who have not billed for three months must be persuaded to quit.

It is now August NO.20, and there are still ten days left, so hurry up. "

Manager Sun Yanming looked at Fang Yuan, his words were full of regret.

Fang Yuan didn't dare to move, and stood in front of the desk with his head bowed, feeling helpless.

He has been in Zhenghong used car dealership for almost three months. Although he has not sold a car, he has worked hard.

The one-centimeter-thick basic parameter information of the car model, he knows by heart, knows the model, mileage, license date, original landing price, current selling price, next insurance and maintenance date of each car in the dealership, and is told by the manager Sun Yanming Praise is living information.

Even if Wang Hu, the sales crown of the car dealership, had no time to check the information when receiving customers, he would call him in for inquiries.

When it was Fang Yuan's turn to receive customers, he simply treated the customer like his own father, served tea, poured water, handed cigarettes and spoke carefully, lest he offended the customer and walked away.

However, Liu Liang, who applied for the job with him and couldn't even recite the basic information, opened an order and successfully sold two cars, but he still shaved his head.

]】

I recommend two books. The "Rebirth of an International Auto Tycoon" I read in Dianniang City is also about used cars. If you read it with this "Super Automobile Sales System", you can better understand cars.

"Mercenaries start with cutting radishes", the book has been finished, please help me, bookmark it.

(End of this chapter)