The sales force of a car dealer's salesman as seen by me as a former top sales person
Release date: 2021.04.25
Previously it was top sales
I was assigned to the sales department at a company that I joined as a new graduate, and I have been in sales for five and a half years until I retired. When I was a student,Business seems to be difficult. I don't want to do it because the quota seems to be tightI was thinking, but at the interview to decide the assignment destination, from the boss at that time,
You can't do the office work. There are too many clerical mistakes, and even stopping the paperwork with a stapler is too bad. Keep in mind that the only option you can assign to is sales.
I was told that I was reluctant to open a businessw
However, thanks to that, I was able to rank first in the results for three years, and after retirement and independence, I received a request from a publisher and published a sales know-how book based on my previous work experience. ..
Recently, I have been visiting domestic and imported car dealers to buy my second car in my life. I felt thereFeeling uncomfortable with dealer salesI would like to write about "today.
Discomfort with the response of dealer sales staff
The other day, I went to a domestic car dealer. After calling in advance to check if there was a test drive of the MT of the car I was looking for, I visited with the children and five family members.
I was taken to a seat and the sales person said, "Will your husband test drive today?I was asked, but my husband said, "No, I came to look for my wife's car today, so my wife will rideWhen saying, "e! Your wife has an MT car ... That's right!That person was very surprised (laughs)
Person in charge: "Are you buying your husband?"
Husband: "No, my wife insists,'I will buy my car myself!', So my wife seems to buy it herself."
Person in charge: "Oh! That's right! Is your wife working?"
Husband: "My wife is a car blogger ..."
Person in charge: "Oh! That's right! I've never met a customer who has such a job!"
After listening to various explanations, I left the dealer.
However, in the car on my way home, I couldn't say anything and felt frustrated. So to my husband
Somehow, in the conversation I just mentioned, from every wordHomes that are interested in carsI should have heard that, but why more "Do you like cars?"And"What kind of car have you been in?I don't think I'll ask you a lot.
I did everything through. For that reason, the story of discounts was amazing, but ... I didn't know if I was willing to sell it or not. If I were to do business, I would ask more questions to customers.
My husband said,
That's right. From my experienceThe more luxury car dealers you are, the more often you will be asked about "car life" and "lifestyle".I think. On the other hand, low-priced dealers said,The purpose of use of the car and who will ride itI feel like I'm mainly asking.
Well, it depends on the person in charge and the shop, so I can't say it unconditionally, but I think there is such a tendency.
Mr. H, who is in charge of the Porsche dealer at my house, seems to be unwilling to sell at first glance, but he seems to like cars, he knows to some extent, and he can talk about cars properly.
Also, I'm not good at over-service and customer service, so I think Mr. H's easy-going stance suits me. Ah, but sometimes I come to Guigui (laughs)
I was talking.
I see ... But surely, the more dealers that handle imported cars and cars with high hobbies, the more I wonder if there is such a tendency.
For sales that you think "I want to buy from this person"
So far, while visiting domestic and imported car dealers and talking with sales people, "I wonder if this person is not willing to sell the carThere were quite a few things that I felt.
Of course, I don't think that's the case for everyone, and maybe it happened to be the one who served our couple.
To put it simply, a sales job is to "sell your own products and services." That said, I don't think it's good to suddenly explain the product after coming to the store, but "I want to convey the splendor of my car"And"I want to know more about our customersI often didn't feel the spirit.
・ I don't ask many questions to customers
・ Even if you convey information, do not dig deep through
・ Do not tell the future that can be obtained by buying a car
・ There is a lot of silence
・ Do not actively try to get along with customers
And so on.
In the example of the other day, I came to the store with 5 family members in Cayenne(I wonder if I didn't know Cayenne), My wife is looking for an MT car,It turns out that I like cars more than ordinary householdsI think, but I didn't dig deep into that at all.
Also, during the test drive, "My husband also likes MT cars, so I think he likes this carI said, "Well, all the MT car enthusiasts who have purchased so far love it!" Or said, "I'm a car blogger." Sometimes it ends with "I've never met such a customer! It's amazing!" ...
If I were a salesman
"I wonder if I really like cars to buy an MT car even though I have a sports SUV for my family."
"What does your husband usually ride? Is it a sports car?"
"What kind of car have you been in so far?"
"What are the important points when buying a car?"
"What kind of car are you writing about when you are writing a car blog, I want to read it!"
I think there will be a lot of things I want to ask.
At current car dealersIt's not good to get too close to the customerIs it also a rule like ...? Or maybe the sales quota is too strict and people are more conscious of "talking about the price and selling" rather than building relationships with customers.
However, I think it is important for sales to build a relationship of trust with customers before selling, and they can talk with customers, get to know each other, and talk about various things.I want to buy from this personI think it's important to go through the process of getting people to think.
While talking about this, my husband
Many dealer salespeople may not be interested in carsNa. Most of the time, I know more about the car. Well, maybe I'm looking too much ... lol
But "Eh, don't you know that? I don't have enough study.I often think.
If I do it, I'll look into every corner of the cars I sell, not to mention the instruction manual, so that I can answer perfectly no matter what the customer asks. Also, I would say to my boss that I would drive the test drive after hours and experience it for myself.
Well, it may not be possible depending on the store system and policy, but moreI wish I could greedily try to know about the car ...I think.
After all, low-priced dealers and dealers of manufacturers competing for sales volumeMany people "rush to sell"I see. I think there is a considerable quota, but I can't build a human relationship with that at all.
Certainly, if the car is good, I will buy it regardless of human relationships, but if there are no attractive cars or discounts in the future, I think that if there is no human relationship, it will not sell at all.
Therefore,I'm in a vicious circle of struggling to do business every timeI think so.
At first glance, it seems like a detour to create relationships.investmentI think that the person who can do it will win in the end. I think this is what I see when I see top-notch salespeople in various industries around my job.
It was said. I see….
Also, cars (though not just cars) areThe result of the efforts that many people have been involved in, such as design, development, and design, desperately created.However, I think it is the job of sales to carry the feelings of those people and finally sell them to customers.I want you to sell with more passion and confidenceI personally think that.
I myself wasn't interested in cars at all before, but when my husband bought a Porsche, I learned about its appeal and the world changed. I went to various places by car, learned about the joy of driving a car, had more memories with my family, and had many new encounters through the car.Life with a car is niceI came to think.
Having such an experience may make me even more disappointed every time I come in contact with a dealer's sales position.
In the car on the way back, "I would do this! This way I can sell more! I wonder if I can sell it instead!Because it is something that enthusiastically speaks
If you have something to say so much, write it on your blog.
I was told by my husband that I wrote this article (laughs)
I wrote it in a big way, but I would like to not only say it to others, but also to continue to move forward with passion and confidence in my work.
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