The "six-way car-watching method" mentioned here refers to that the car salesman looks at the car in six directions: front, left, rear, right, cab and hood in the process of introducing the car to customers.
The specific content of six directions
In front of the car: the car salesman should first guide the customer to stand in front of the car, turn his upper body slightly to the customer, with a distance of 30 cm, and guide the customer to see the car with his left hand.
The front of the car is the most interesting place for customers. When the car salesman and the customer stand side by side in front of the car, the customer will notice the logo, bumper, headlights, windshield, butterfly wiper equipment, as well as the height of the car and the approach angle of the off-road vehicle.
What car salesmen have to do at this time is to make customers like this car.
For example, if you introduce a jaguar XJ car model to a customer, you can invite the owner to stand side by side in front of the Jaguar and say, "Jaguar cars have always been elegant and classic, and they are full of noble blood, which is intriguing. You see, four arched hood lines, a large area of chrome-plated air intake grille, and four round headlights driven by headlights all continue the tradition of XJ cars, and the quality is naturally outstanding. Does the front of the car look exquisite and beautiful? " Take this opportunity to tell your customers a story about the Jaguar logo and emphasize that the car you sell is different.
We know that every car has its unique characteristics, such as smooth and bright hood lines, lively and playful headlights and powerful bumpers ... However, it is not good to tell customers too many technical parameters at this time, but to describe beautiful and spectacular pictures to customers in words, such as tall palm trees, pleasant evening breeze and crimson scenery.
The rosy clouds on the face, the romantic seaside, the warm world for two or the wild Gobi, the running antelope and the camel bell in the desert. ...
Next, the car salesman will lead the customer to stand on the left side of the car, so as to tap the deep-seated needs of the customer. No matter what kind of customers, the first sight of the car rarely hurts. Even if the customer seems to have hit it off with this car, the customer should further examine whether his long-cherished "dream lover" is as good as the legend, not to mention the "beautiful girl" or "handsome boy" who was moved at the first meeting. So the most important thing is the matching degree of temperament.
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Listen to the sound of thick or thin steel plates, have a look at the luxurious and comfortable automobile interior, touch the beautifully made instrument panel, feel the good entry characteristics and the wide vision provided by the side glass, and experience the spacious and bright interior space, so that customers can connect their own needs with the external characteristics of the automobile. Coupled with the introduction and praise of car sales staff, customers must be swaying.
Because men are mostly pursuing career success, relaxing life and happy family, therefore, when introducing the left side of the car to them, car salesmen should emphasize that the rear of these cars introduces the left side of the car, and they should stand right behind the car with customers, give a comprehensive introduction and answer seriously. Standing behind the car, the distance is about 60 cm. Starting from the trunk, the high-position brake light, rear windshield heating device, rear combined taillight, exhaust emission and fuel system are introduced in turn. Open the trunk lead-in, and open the cover lead-in of spare tire and toolbox. Don't think this step is unnecessary. Many picky customers either complain that the rear of the car is too short, or that the car is not atmospheric enough, and that the car has no trunk. Because customers pay too much attention to the experience when they just walked on the left side of the car, they may have overlooked some problems. At this time, the car sales staff should first solicit the opinions of customers, give them a comprehensive introduction, and then give them a detailed reply.
Although the rear of the car is a transitional position, many additional functions of the car can be introduced here, such as the easy disassembly of the rear seat, the convenience of opening the rear door, the size of storage, the rear wing of the car, the wiper of the rear window, the position design of the spare tire, and the unique shape of the taillight. After introducing the first three directions on the right side of the car, the car salesman should lead the customer from the rear to the right side of the car. What should I introduce to my customers at this time? At this time, it's time to involve the customer in the conversation. You should invite him to open the car door, touch the window, observe the tires, observe his reaction, and invite him to sit in the passenger seat. Pay attention to what he likes to touch, tell him the equipment and advantages of the car, and he will measure it carefully. Answer his questions seriously, don't let him feel left out, but keep silent properly, don't give customers a feeling of forced sales.
When introducing cars to customers on the right side of cars, car salesmen can tell them some informal information. However, remember not to mislead customers or confuse people. In Europe and America, car salesmen spend less than 10% of their time on informal communication. In China,
The number on the right side of the car in six directions is as high as 50% or more. At the beginning of the listing of Audi A4, many Audi car salesmen will have this experience. As long as they say "the first Audi is original in Germany", customers will soon make a purchase decision. If you like some anecdotes about cars, such as which brand of car the head of state or sports star likes to ride, then you can tell your guests. When customers still lack the corresponding brand loyalty, it is also a good way to tell customers some informal information to facilitate the transaction. The cab leads customers into the car and introduces the functions and operations of the car in detail. The customer has checked the appearance and interior of the car and got a general understanding of its performance. Then the next step is to tell him the fun of driving and how to operate it. At this time, the car salesman can encourage customers to enter the car. Open the door first and guide him to his seat. If the customer enters the passenger's position in the car, then you should tell him how excellent the handling performance of this car is and how comfortable it is to ride. If the customer is sitting in the driver's seat, then you should explain the operation method to the customer in detail, such as the use of wiper and how to shift gears. It is best to let the customer do the actual operation, and at the same time do the explanation and guidance. The introduction should include the multi-directional control of the seat, the control of the steering wheel, the vision when driving, the feeling of leg space, the performance of airbag, brake system, audio and air conditioning, and the hood of the door. Finally, guide customers to the range hood and introduce the engine and fuel consumption to them according to the actual situation. Car salesmen stand on the right side of the front edge of the car, open the hood and fix the hood bracket, and introduce the energy absorption, noise reduction, engine layout, protective floor, engine technical characteristics and engine signal control system of the hood to customers in turn. Close the hatch cover, guide customers to see the dignified shape of the front face, and attract customers' eyes to the brand logo.
All customers will pay attention to the engine. Therefore, car salesmen should introduce the basic parameters of the engine to customers in detail, including the number of cylinders, the arrangement of cylinders, valves, displacement, maximum output power and maximum torque.
Because the technical parameters of the engine need to be highly technical, when opening the front cover of the engine, it is best to ask the customer's opinion first and ask whether to introduce the engine.
If customers are friends who know cars, they will think they know more than you, so don't say too much. For guests who don't understand, too many technical problems will make them afraid, and it's no use talking too much. As a car salesman, as long as you can tell which car manufacturer the engine belongs to.
What is the dynamic performance of the hood? That's good. As for the problem of car fuel consumption, you can tell your customers how your car saves fuel. At the same time, you should also recommend some fuel-saving methods to them. As long as you are friendly and enthusiastic, they will be very satisfied.
When introducing cars to customers in six directions, we should be familiar with the benefits brought by the characteristics of cars corresponding to different positions, use some informal communication information flexibly, show the unique design and leading technology of cars, and combine the characteristics of cars with the needs of customers.
In short, the introduction method of automobile in six directions is from the front of the car to the engine, which is just around the whole car, and can let the automobile sales staff explain and explain the automobile configuration in detail. This kind of introduction can easily impress customers with the models.