Chapter 001: Loss-making Sale

"This Civic is a 2016 220TURBO CVT luxury version, a four-door five-seat sedan with a mileage of 50,000 kilometers, first licensed in October 16, a personal first-hand car, a top speed of 200 mph, and 000 acceleration in 8.7 seconds......"

"The new car landed 151,900 that year, and now we are listed for 120,000 yuan in Zhenghong Auto Dealership, including transfer, and customers are ...... insurance by themselves."

In the exhibition hall of Zhenghong Car Dealership in the Tianhong second-hand car market in Dahai City, the salesman Fang Yuan pointed into the distance, and at the same time introduced the basic situation of the Civic to the customer.

The young customer looked in the direction Fang Yuan pointed out, only to see a white Honda Civic shining in the hall lights.

The front face of this Civic has a sharp tangent, shiny chrome, slender LED headlights, and a low-lying front end, which is menacing and very lethal.

The customer's eyes widened and he was obviously stunned, and then hurriedly trotted over and stood not far from the main driver of the Civic to take a closer look.

The side of the Civic transitions with a dome, and the lines slowly extend from the B-pillar to the tail, and then perfectly blend with the curve of the trunk at the back.

The customer's reaction made Fang Yuan very proud.

This Honda Civic's fastback has a sleek and beautiful appearance, the largest space in the compact class, fuel economy and durability, and low maintenance costs.

The 1.5T Earth Dream engine can burst out with 177 horsepower, 8.7 seconds of 000 acceleration and even crush some B-class models, so that owners who bought compact models have the strength to sell whoever they want on the road for the first time.

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

Fang Yuan secretly observed the customer, only to see his trembling fingers caressing the roof of the Civic, and when he reached the rear of the car, he looked down at the upturned tail wing, boomerang tail lights, and did not move his gaze for a long time.

The customer's performance proved that he liked this Honda Civic very much, Fang Yuan knew that this list could be won 100% smoothly, and finally breathed a long sigh of relief, and even secretly swore in his heart that if this list was lost again, he would eat the basic parameter information issued by the car dealership.

No wonder Fang Yuan is so excited, he came to Zhenghong Car Dealership for three months, but he didn't sell a single car, if there is no performance in the remaining ten days, he will definitely be fired, and today this Honda Civic gave him a chance to turn over, he was so lucky.

The young customer reluctantly retracted his gaze and walked briskly towards Fang Yuan: "120,000 yuan, what is the lowest price?"

"Sir, second-hand cars pay attention to one car and one condition, and one condition and one price. With such a boutique car condition, 120,000 is already very valuable. Fang Yuan patted the moon to ensure that the price of the car dealer was the lowest in the second-hand car market, and it also included the transfer, which was a big loss.

"My friend also has a 16-model Civic, and I heard him say that this 1.5T Earth Dream engine is easy to deposit carbon, is it really fake?"

"It was reported on TV that the oil of this 1.5T engine increased and the oil emulsified, what happened?"

"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 transmission, CVT, and AT transmission?"

The customer's series of questions widened Fang Yuan's eyes, and he was directly confused.

Fang Yuan had never been exposed to car sales before, and had just entered the industry for less than three months.

When he first joined the company, the manager Sun Yanming gave a basic information of all the models of Zhenghong Auto Dealership, but there was only the basic information such as the price of each car, mileage, time of first licensing, maintenance and repair time.

There are no such questions from customers, how to answer them?

Fang Yuan wanted to keep the customer, but he was sweating profusely anxiously, his mouth opened but he had nothing to say, his embarrassed old face was red, and he was stunned in place.

"Hmph, what are you doing selling second-hand cars if you don't know anything? The customer no longer cares about Fang Yuan, and walks away with a look of boredom.

The duck flew to his beak, and Fang Yuan couldn't figure out why the customer obviously liked this Honda Civic, but didn't buy it, and mocked himself.

What's the problem?

It's too hard to sell used cars.

Because the new car salesman of the 4S store is faced with a single car brand, when introducing it to customers, there is no problem such as car condition, mileage, value retention rate, whether to stop production and other factors.

All they sell is new cars, and they just need to memorize all the basic parameters of a brand.

Second-hand car salesmen must deal with imported cars, joint venture cars, and domestic cars such as German, Chinese, American, and Korean cars.

It is necessary to remember the mileage of various models of the car dealership, the time of the license, the landing price of the year, the current selling price, the specific parameters, and whether it is modified, optional equipment, vehicle condition identification, value retention rate and so on.

In particular, the advantages and common problems and disadvantages of each model cannot be mastered without the master's hands-on teaching, without a long period of learning knowledge and experience accumulation.

Fang Yuan has been in the company for a short time, and he has been asked by customers countless times because he is blushing and his neck is thick, and he can't answer.

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

Many customers come to see used cars as if they are afraid of being embarrassed.

Either he didn't say a word with a wrenched face, or he didn't mention his car purchase budget and so on, for fear that he would be deceived and be deceived when bargaining, but he also asked the salesman to introduce a satisfactory model.

Every time he encounters such a customer, Fang Yuan is almost crazy, if he can pinch it, he will be able to calculate, he would have changed jobs and found another branch, and he is still working as a salesman in the car dealership?

I don't understand the customer, I can't figure out the model, I don't know the inside story of the industry, and I didn't sell a car for three months during the probationary period, and I was facing the situation of being fired, Fang Yuan has completely despaired of this industry.

The customer ignored himself, and Fang Yuan walked to the VIP room dejectedly, intending to stay up and wait for work.

"How is it?Can you make a bill?" I met my colleague Liu Liang halfway and asked Fang Yuan curiously.

"No play. Fang Yuan was dejected and like a defeated army.

"Isn't this guy looking at the car quite sincere? I talked to you for more than an hour. ”

"What sincerity?" Fang Yuan's aggrieved eyes turned red, "He asked me about the advantages and disadvantages of manual transmission, dual-clutch transmission, CVT transmission, and AT transmission. What is the difference between plug-in hybrid and diesel-electric hybrid...... There is no such content on the basic parameter information issued by the car dealership, I know a hammer. ”

The problems of customers who know cars are tricky and weird, and the problems of customers who don't know cars are strange and funny.

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

"Manager Sun looking for me?" Fang Yuan chuckled in his heart, and a bad premonition came to his heart.

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

"Manager Sun, are you looking for me?"

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

It's August 20th, and there are still ten days to go, so you have to hurry. ”

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

Fang Yuan didn't dare to move, standing in front of the desk with his head lowered, and he was also helpless.

He has been at Zhenghong used car dealership for almost three months, and although he has not sold a single car, he has worked hard.

The basic parameter information of the one-centimeter-thick model, he recited it backwards, knowing the model, mileage, license time, original landing price, current selling price, and the next insurance and maintenance date, which was praised by the manager Sun Yanming as living information.

Even if the sales champion of the car dealership, Hu, has no time to check the information when he receives customers, he will call him to inquire.

When it was Fang Yuan's turn to receive customers, he simply served the customers as his father, serving tea, pouring water and handing cigarettes to speak carefully, lest he offend the customer and leave.

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