"I am the first-line on-the-job sales of Changan Automobile. Our store has a car with a price of only 50,000 to 60,000, but the bicycle commission is 200 higher than selling a GLE in the Mercedes-Benz store next door. This is Changan."
In addition to the bicycle commission, we can get another 300 yuan for every Yidong we sell in stock. Why is this happening? Because our store has too much stock, it’s a little indigestion. So what’s the inventory factor? It might scare you to death. Last month, our store sold a total of 10 Yidong, but in the warehouse, there are 25 of this car, which does not include those coming to the store. So in this way, the inventory coefficient of our store manager is as high as 2.5, which means that this inventory is enough to sell for two and a half months.
But fortunately, the price of Yidong is relatively low, which does not take up much capital. Most people who buy Yidong are young people in their early twenties, and their budgets are generally tight. They often compare some new energy mini-cars or used cars with fuel.
Before, a customer surnamed Zhang said on the Internet that Changan Yidong could get a discount of 24,000 yuan on this car, so he was attracted. Come to the store to see the car, and after the test drive, tell me clearly that I will book the car today. But his budget card is very tight, saying that our store must offer thousands of dollars more discount than online. The online discount is 24,000 yuan, but our store can only offer 27,000 yuan at most. But obviously, the 3,000 yuan we have more than online can’t satisfy Mr. Zhang’s appetite at all.
Therefore, if the "bullet" of 3,000 yuan is punched out at one time, it will not have any effect, but will increase Mr. Zhang’s appetite and expand his expectations, which will make him think that the discount on this car is a bottomless pit. Therefore, this 3,000 yuan has to be taken out bit by bit and hard.
For example, at that time, I had to tell him that the online discount was 24,000 yuan, which was already outrageous, but it was really fate that you came to see my car today, and we didn’t want to miss this business, so the plan was to give him an extra discount of 1,200 yuan first, and then pretend to go to the leadership office to apply. When the leader came out, he told him to give him another 1,000 yuan and then send something more. If he is still uncertain at this time, let him go, walk to the door or walk halfway, then pull him back, and give him a few hundred dollars more discount, giving him the feeling that our sales staff is begging for mercy, as long as he can bite the hook, then this order will be completed.
But this Mr. Zhang didn’t buy it. The two of us fought a tug-of-war for several hours, which made us both tired. I didn’t expect him to be indifferent after I shot all the bullets. In a word, if the discount rate can’t reach his psychological price, he won’t pay. I have no choice but to let Mr. Zhang go back first.
But when I called him later, I found that the deal was completely cold. He said that when he went home directly from the last search, he found that there were many short video bloggers on the Internet who said that the chassis of Changan Yidong car was easy to rust, and all of them had real videos, and some videos had the truth. Geely’s sales are even more ruthless. Tell him directly that even if you don’t buy it, don’t buy Yidong, otherwise there will be no place to buy regret medicine if it rusts.
At the beginning of this year, the discount of Changan Yidong was only 20,000 yuan, which has gradually increased to around 27,000 in recent months. If you meet a store with more inventory, the discount will be even greater. The fundamental reason for the increase in the preferential margin is that the manufacturers have been constantly pressing our dealers, and the task for our store is to buy two cars from the manufacturers for every car sold. Therefore, with the increase of inventory, the preferential margin is constantly expanding.
But these things are usually concerned by the leaders in the store. Our first-line sales are that scorpions fall into their butts-whatever they like.
Finally, let’s talk about the shortcomings that the owners of Changan Yidong have feedback. First, the wheels of this car are very difficult to remove. If you drive this car and need to change the spare tire on the side of the road, you may not be able to remove it by yourself. Second, the car owner’s response to the runaway car is relatively stuck, but what kind of bicycle is needed for the car at this price? If the car is stuck, just restore the factory settings directly.
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