Chapter 202: Preparing to Make Money Routines (3)

The place where Fang Yuan chose the apprenticeship banquet was the Tianyu Hotel where he had dinner last time, the Audi A4allroad and Octavia station wagon had not yet entered the parking lot, and everyone in the car found that there were many people and cars at the entrance of the hotel, which was very lively.

Fang Yuan glanced at the time, it was just six o'clock when it was time to get off work, and many office workers who were tired of a day or business receptions would choose this time to party.

Even if there are many people far away, he is not afraid, he has booked a private room as early as yesterday, just to prevent the situation of too many people.

The two cars drove into the parking lot of the Tianyu Hotel one after the other, everyone got off the station and around the car, Song Guoyuan looked up at the splendid hotel building, and said to the other party with some embarrassment: "We don't have outsiders, just eat a little bit, why bother to spend so much?"

"Master, how can you be casual on such an important day today?" Fang Yuan was poor, but he was not a miser, he knew when he had to save, when he had to spend it, tens of thousands of wages would not be paid until the tenth day, Fang Yuan now had more than 10,000 yuan left in his pocket, this apprenticeship banquet was the highest standard he could.

"Brother, this is Fang Yuan's heart, you're welcome. Sun Yanming also advised Song Guoyuan to take it easy on today's good day.

Everyone comforted Song Guoyuan, and Song Guoyuan didn't want to sweep everyone's face, so he nodded and walked towards the hotel door with everyone.

When they arrived at the door of Tianyu Hotel, suddenly a group of men who were also wearing white half-sleeved shirts and black trousers walked to the door of the hotel at the same time from another direction.

Unlike Fang Yuan's group, which were mostly young people, there were about seven or eight people on the opposite side, all of whom were men in their thirties and forties, and one of them had a good physique and a full of leadership.

The crowd on the opposite side also found Sun Yanming, and waved at him from afar: "Old Sun......"

Sun Yanming also found the crowd on the opposite side early, and recognized that these seven or eight people were all store managers of the eighth district of Dadong District, which belonged to Zhao Gaojie's subordinates, and the thin and tall man who walked in the front was called Sun Shuhe, the store manager of the Audi 4S store.

Since they were all colleagues, Sun Yanming took two quick steps away from his team and greeted him with a smile.

The seven or eight people on the opposite side were standing opposite Sun Yanming, Fang Yuan and the others stopped more than a meter behind Sun Yanming and waited quietly, and no one walked over to make peace.

The tall Sun Shuhe looked very enthusiastic, took out his cigarette and scattered it for a while, glanced at Fang Yuan and the others, and asked curiously, "Old Sun, why did you come here?"

Sun Yanming glanced at the salesmen of Zhenghong Car Dealership behind him: "This is not the birthday of the employees, let's have fun together." ”

Sun Yanming casually found an excuse to prevaricate, he didn't give everyone a look, Fang Yuan and the others immediately understood that their leader didn't want to tell outsiders the truth, so Zhenghong and the others at the car dealer seemed even more silent.

Sun Yanming asked Sun Shuhe rhetorically: "Why are you so together?"

Sun Shuhe didn't say anything with a smile on his face, and a short and fat man next to him raised three fingers of his right hand at Sun Yanming, and said proudly: "The salesman under Lao Sun sold thirty-five cars in eight days, and Lao Sun is happy to invite everyone to dinner." ”

After the person next to him finished speaking, Sun Shuhe raised his old face and grinned at the back of his head, looking at Sun Yanming condescendingly, as if waiting for his admiration.

But Wang Hu and the others not far away were not very surprised, they felt that there were only four or five cars a day, and this number was nothing to envy, because Zhao Daming, who had the worst performance among them, also sold eight cars, not to mention Fang Yuan, whose sales were booming.

Especially after Liu Liang knew Fang Yuan's real sales in the first eight days, not to mention envy the Audi 4S store, and even a little contempt, there was no need to compare the sales of the entire Zhenghong car dealership, just Fang Yuan alone had already crushed Sun Shu and all the sales consultants in the store.

Liu Liang rolled his eyes and looked at Sun Shuhe, who was triumphant, thinking to himself, what are you better than?

Liu Liang quietly touched Fang Yuan, and when Fang Yuan turned his head slightly to look at him, he lowered his voice and said to him, "Do you want them to know about your performance?"

"Don't mess around. Sun Yanming deliberately concealed his sales, and Fang Yuan asked Liu Liang not to stab Lou Zi.

Since Fang Yuan was also reluctant to publicize it, Liu Liang felt very regretful, but he still obeyed his orders and stood silent.

"Thirty-five cars sold in eight days? Sun Yanming's eyes widened instantly, showing that he was frightened by Sun Shuhe's proud performance.

There are brilliant achievements created by Fangyuan leading the salesmen, in fact, Sun Yanming doesn't look down on Sun Shuhe's sales at all, but the surprised expression on his face is not pretended, because on the way to Tianyu Hotel, he also looked at the sales ranking in the 'Zhenghong Group Store Manager Group', which recorded that Sun Shuhe's performance was not so much.

Sun Yanming showed that he had dealt with Sun Shuhe and others, and he knew that the sales ranking in the 'Zhenghong Group Store Manager Group' was not official data, but only everyone's private ranking.

It seems that he was careless, and Sun Yanming, who was cautious by nature, felt the crisis, and thought about discussing it with Fang Yuan later.

was able to pretend to be in front of Sun Yanming, and a sense of superiority arose, and Sun Shuhe was even more proud when he smiled.

"Hahaha. Sun Shuhe patted Sun Yanming's shoulder and said beautifully, "Old Sun, it's not your fault that your performance is not good, even if you have great ability, no one can clean up your mess." ”

Facing the arrogant Sun Shuhe, Sun Yanming's reaction was very calm, not angry at all, let alone justifying anything.

Sun Yanming was so low-key, Fang Yuan and the others felt that it was normal, and they didn't say anything either.

Or is it this tepid temper? Sun Shuhe has a feeling that he has punched the cotton, and he has nowhere to vent his strength.

Since Sun Yanming didn't take advantage of it, Sun Shuhe would not be so bored that he would show off in front of him again, and the two sides chatted a few more words and immediately parted ways.

Looking at the disappearing backs of the group of store managers in front of him, Sun Yanming, who was walking in front of the crowd, deliberately looked back at Fang Yuan, and then slowed down.

Seeing Sun Yanming giving him a look, Fang Yuan understood that he would immediately ask Liu Liang to take everyone to the private room first, and he himself walked to Sun Yanming's side silently.

"Uncle Sun, what's the matter?"

Sun Yanming didn't answer in a hurry, but showed Fang Yuan the WeChat interface that had been called up: "The sales volume that Sun Shuhe just said is significantly higher than the performance announced in the group. ”

Fang Yuan took Sun Yanming's mobile phone, stared down at the screen for a while, and immediately retrieved the data stored in the primary sales skills of second-hand cars, and after thinking about it for a while, he quickly saw the key problem.

The sales ranking in the 'Zhenghong Group Store Manager Group' is calculated according to the amount of naked cars in each 4S store, but who only buys naked cars among the customers who go to buy Audi?

So the final price of Audi is complicated, because Audi has many optional configurations like Porsche, Ferrari, and Rolls-Royce.

For example, the same Audi A6L2019 45 TFSI quattro exclusive dynamic type, the manufacturer's guide price is 506,800, except for discounts, the price of different car owners will be very different, because the option scheme is different, there is no HUD, 360 panoramic view, electric tailgate, front and rear seat heating and other configurations The price is absolutely different.

Even if all that Sun Shuhe just said is the lowest allocation sold, the total price of 35 cars is much higher than the sales volume shown in the 'Zhenghong Group Store Manager Group', and Fang Yuan compared the two data, and estimated that the real performance should be 1.5 times that of the group.

All this evidence shows that Sun Shuhe's performance announced to the group is boring, and it is inferred that the performance of other 4S stores may also be fake.

"Everyone kept an eye on it and didn't tell the truth. Fang Yuan knew whether Sun Yanming could be promoted smoothly this time, and immediately said to him, "We should immediately warn the salesmen that no one is allowed to tell the real performance of the car dealership, and then seize the time to improve the performance......

In order to be safe during the period, Fang Yuan suggested that when Sun Yanming refers to the performance of other store managers in the future, he should multiply the data by 1.5 or 2, so that even if the real data cannot be estimated, it is better than being kept in the dark.

Fang Yuan said his thoughts unhurriedly, Sun Yanming listened silently and nodded from time to time, and agreed with his suggestion very much, because Fang Yuan was not guessing out of thin air, but relying on various data to make an analysis in an instant.

Sun Yanming looked at Fang Yuan and felt that he had a lively brain, bold assumptions and rigorous verification, and his analysis was not leaky, and the suggestions he gave were very in line with Sun Yanming's character of seeking stability.

"Okay, just do as you say. Sun Yanming let out a long breath, not only happy that Fang Yuan had pointed out the direction for him, but also secretly glad that he didn't let the old bottom out, because if those store managers worked hard with him, he really didn't have the confidence to win.

Sun Yanming was very happy to find a solution to the problem here with Fang Yuan, and while whispering to Fang Yuan to perfect the details, he slowly walked towards the crowd waiting for him in the distance.

walked to Liu Liang and the others who were standing next to the bar, and they were discussing something.

Seeing Fang Yuan, Liu Liang asked curiously: "How much money can the sales consultant of the 4S store make by selling a car?

Hearing Liu Liang's words, the other people gathered around all looked at Fang Yuan curiously, and they were also very interested.

Fang Yuan had never been in contact with 4S store sales, and he didn't know how much money the sales consultants of 4S stores could make, but he was also very curious about this topic, and he was stunned while searching for answers in the primary sales skills of second-hand cars.

After some information surfaced in his mind, Fang Yuan was happy, hey, there was really information about this.

Fang Yuan motioned for everyone to go upstairs, and at the same time said to everyone with a smile: "You know that I haven't worked in a 4S store, and I've only heard about some situations, so it's better to let Manager Sun introduce it to us." ”

"That's fine. Liu Liang and others happily said that they didn't care if it was true or not, just say it.

"Let's talk about it. Sun Yanming knew a lot of 4S store managers and knew the situation very well, but he also coaxed Fang Yuan to explain to everyone.

"I mean, there's no comparison. ”

"Why can't you compare?" Hearing Fang Yuan's words, everyone was speechless, regardless of whether they were selling new or used cars, weren't they all selling cars?

"The sales consultants of the 4S store are different from us, our Zhenghong car dealership is a simple basic salary plus commission, and the sales consultants of those 4S stores in addition to the basic salary and commission, there are boutique commissions, installment commissions, insurance commissions and so on. ”

Fang Yuan said that when those customers who go to 4S stores to buy cars are still naked cars in full, the sales consultants of those 4S stores do not have much commission, and some 4S stores will even fine the sales consultants, so the sales consultants have no choice but to suggest that customers pay in installments, ask to buy insurance in their stores, and so on.

Although Zhenghong Auto Company also has financial services, the car dealer has not paid attention to this aspect, and there is no regulation that compels customers to do so.

Generally, Fang Yuan and others default to the customer to pay the full amount, and the customer will not buy insurance in their store, nor will they install a large central control screen, reversing radar, reversing image and the like.

Therefore, the salesman of the used car will not have any other additional income.

Fang Yuan explained very clearly, Sun Yanming and Song Guoyuan looked at him in surprise, feeling that although Fang Yuan was not comprehensive, it was rare to know so much, and he had a wide range of knowledge.

Liu Liang and the others nodded suddenly, but they felt that it was okay to buy a car in installments, and where to buy insurance instead of buying? It would be convenient to do all this in a 4S store.

Fang Yuan also felt that it was very difficult for these sales consultants: "Taking the car as an example, there is still a difference between installment payment and full payment. ”

The difference between the two is that the owner of the car who buys the car in full can choose commercial insurance at will, if it is not a luxury car, buy a car without deductible, three and car damage insurance, and the installment model must buy full insurance in the first year, even if you buy a Fit, you must add what scratch insurance, glass insurance, theft insurance, natural insurance and a lot of other types of insurance that are not available.

Secondly, there is also a handling fee for installment payment, GPS installation cost, and loan interest.

In short, Fang Yuan felt that whether to choose full payment or installment payment needed to be determined according to his actual situation.

After saying this, Fang Yuan's eyes suddenly lit up, and he thought of a good way to increase his performance, stood at the elevator door and stopped and couldn't help but say to Sun Yanming: "We are making second-hand cars, and there is no way to sell boutiques or decorations, but we can also do installments and sell insurance......"

Fang Yuan's suggestion is very simple, Zhenghong Auto Dealers originally had a second-hand car installment business, but Sun Yanming has not paid attention to it, and the salesmen below have not taken the initiative to recommend it to customers.

Sun Yanming pondered that in addition to the troublesome procedures, the second-hand car installment did not increase much cost at all, and it could become a good way to increase performance.

As for selling insurance, Sun Yanming also thinks that this method is very reliable, and it is a big deal to let the people from the insurance company enter the Zhenghong car dealership, find them a place to work, and collect some fees by themselves.

Fang Yuan's suggestion made Liu Liang and these salesmen even more happy.

First, other second-hand car dealers can't do second-hand car installments, and their own car dealers can have financial services, which properly increases their competitiveness, and their performance can be much better.

As for selling insurance when selling a car, it's purely a matter of picking up grass and beating rabbits, and there is an extra extra money, who wouldn't want to?

"It's a good idea. Fang Yuan found a good way to increase sales, and let everyone have two more ways to make extra money, everyone's eyes were focused on Fang Yuan, and they were about to die of happiness.