The rule of 28 refers to 20% of customers, and 80% of the turnover or profit has been completed.

The law of 28, also known as Baledo's law, was invented by the Italian economist Baledo in the late 19th and early 20th centuries. He believes that in everything, the most important and decisive role accounts for only a small part of it, about 20 percent, and the remaining 80 percent, although it is the majority, is secondary and indecisive, hence the name of the 28 rule.

When you contact 100 people, there may only be 4 people to install, if it is 1,000 people, there will be 40 people, 10,000 people will have 400 people, Xi'an is also a city with a population of several millions.

The number of people who actually buy cars for high-end cars is too small, and the number of people who buy them is not as wide as these low-end models, and the larger the car purchase base, the more people will choose to buy in installments.

There are very few car buyers in the store who chose before, and there are even fewer who choose installments. This is a mistake in strategic choice......

Strengthened the number of visits to various low-end car dealerships, and soon met actual customers. And Xing Yu finally won the first business of mortgage vehicles.

The customer is in Dongfeng well-off shop, fancy a V27, this car was endorsed by Wang Baobao at that time, the purpose of the car is: to produce Chinese people to realize the dream of a well-off, affordable, affordable. The price is very cheap, as long as about 10,000 yuan, the main micro-surface market performance brand, is the first domestic four-wheel drive choice of van models.

The front face of the well-off is still in the imitation period, the U series is the front face of BMW, and the V series is designed to imitate the front face of the Hummer. The square body brings better storage space, and before the advent of Hongguang, it also belonged to the main choice of the micro-surface market.

"Boss, I took the customer to the company's downstairs to check the credit, the bank flow has been completed, I look okay, now it depends on the credit situation......" Wang Heng has been communicating with Xing Yu on the phone, Xing Yu is also from another store just rushed to the company, this first customer Xing Yu also didn't want to have any accidents.

Everyone wants a good start, and I hope that the future business will be smooth.

When he arrived at the company, Li Wei also came out to help receive customers, where are four or five people diligently lighting cigarettes and pouring tea for customers, the company's internal regulations on smoking have been completely ignored, looking at where people are around, Xing Yu is a little worried, will it scare people by surrounding customers like this?

"Brother, do your own calculations, you paid an extra few hundred yuan in interest a month, and the money is in your pocket, you put more goods on your sister-in-law's store, and you won't earn it back soon......" Wang Heng was still explaining something to the customer.

Xing Yu took the application form and looked at the details of the customer, the customer was attached to a furniture company to deliver goods, and the customer's wife opened a small store in her village.

Sitting on the side and listening to the customer exchange for a while, Xing Yu also probably figured out the needs of the customer, the customer is now driving a Jinbei box of goods, is a fleet, every day to send furniture or something just need to wait for the phone, he opened a small supermarket at home, watched by his daughter-in-law, usually replenish or something, are also solved by themselves, but Jinbei is a company, the vehicle is also a little big, it is inconvenient to drive to pull some small goods, and it is not economical, so there is an urge to buy your own car. After choosing to choose, he fell in love with Dongfeng Xiaokang, and he was going to buy a car in full, but he was persuaded by Wang Heng to have the urge to install.

Wang Heng and several people, including Xing Yu, are now staying in the car dealership every day, selling cars is more diligent than the sales of car dealers, and during this time, they have helped the store sell cars, which makes several car dealers want to dig into the wall.

The first contact with the customer, is always the sales of the car dealership, the first impression is very important, if you get the trust of the customer, what you say is easy to solve, which is also a major reason why the car dealership has not been able to implement the car mortgage, the sales of the car dealer is not serious about the mortgage study, no one will do things, often can not solve the problems raised by the customer, so it is difficult to get the trust of the customer.

Xing Yu has specially trained Wang Heng several people in car sales knowledge, the sales skills of this big brand 4S store, the training is much more advanced than these low-end car dealers, the customer's psychological grasp, car selling skills are also more standardized, many car dealers even specially invited Xing Yu to do sales training.

Seeing the customer sweating profusely and sitting there nervously, Xing Yu began to look at the people around him and asked them all to walk away, leaving Wang Heng and Xing Yu in the reception room.

"Hello, I am Xing Yu, the general manager of Yixin's car loan. Do you still have any doubts? Maybe I can give you a satisfactory answer. Seeing that there were fewer people around and customers relaxed a little, Xing Yu stepped forward to say hello.

"Well, that manager, I bought this car in my name, and you just took these pieces of paper and gave me money to buy the car?" asked the customer nervously.

"You know what kind of large truck business, right? We are not a fleet guarantee business, we are a professional financial information consulting company, in terms of business nature, we are still very different. As far as your vehicle is concerned, I can guarantee that the vehicle is in the borrower's name, and if the borrower is you, it must be your name. We don't mean to give you the money, we are helping you pay the car in installments, and you still have to pay me back every month. Moreover, the purpose of our company is to benefit the public......" Xing Yu slowed down and began to explain to the customer.

A good attitude and professional explanation can also bring trust to customers. Xing Yu really wanted to directly say a bunch of professional terms to completely blind the customer, but considering that he was not too professional, in case there was a little problem, he couldn't justify himself, wouldn't it be a slap in the face?

Sales face customers, or they are very professional and can fool customers, or they are like Joe Girard abroad, caring for customers and treating customers as friends.

Domestic sales are still in the stage of flickering, boasting about their products in the sky is rare, but there is no on the ground. All kinds of professional terms, special rankings fool you for a while, and when you are at a loss, when you start to talk about your own products, you feel sorry for yourself if you don't buy it, and you will live in vain if you don't buy it.

Xing Yu used to sell cars like this, the premise is that he is too familiar with the automobile industry, if you want to talk about history, Xing Yu can start with Ford's internal combustion engine. What about now? Xing Yu is still a layman about finance, and he doesn't understand the origin history of finance, so how can he tell you?

You can only care about your future business, car use, car maintenance, and repair from the perspective of customer care. Even if you supply goods in the future, you can talk about business to some extent.

Getting closer to the customer is also an option for sales. Joe Girard famously said, "I believe that the real start of a sales pitch is after the deal, not before." "Merchandising is a continuous process, and closing is both the end of this merchandising campaign and the beginning of the next one. Salesmen who continue to care about customers after closing the deal will not only win old customers, but also attract new customers, so that the business will grow bigger and bigger, and there will be more and more customers.

The notion that "after the sale is made, you have to continue to sell" makes Joe see the sale as the beginning of the sales pitch. Joe, after closing deals with his customers, doesn't put them in the back burner, but continues to care about them and express them appropriately.

In the lack of information about the first installment of customers, households, and information, Xing Yu also wants to leave a good reputation, even if he does not install, he can still buy a car for customers in the future, and this resource cannot be lost. So the good and the bad have all exchanged some.

A installment exchange lasted more than three hours. At this time, the customer said: "I did it, I think you are a sincere person, you should not lie to me." ”

At this time, Xing Yu felt relaxed, this kind of actual combat drill is much more difficult than the previous simulation, and customers will always ask a lot of strange questions, which are not prepared in terms of speech, and the on-the-spot play at this time is particularly important. Sometimes selling goods is nothing more than selling yourself to customers, and when you can fully gain the trust of customers, all difficulties will not be difficult.

The real first customer mobilized almost all the resources of the branch, data collection, entry, communication with the headquarters, and contract signing with the customer......

Everyone is carefully checking every procedure, for fear that one of them will be careless, causing mistakes and delaying the process.

The results will be reviewed on the same day, and the car will be picked up the next day. In practice, the loan can only be picked up after three days.

When the customer drove away from the 4S store, everyone breathed a sigh of relief, but it was the first order in the store and the first order in the city. There are still rewards to be had, Wang Heng generously took out his rewards and directly gave them to the store sales that cooperated with him.

What's the real thing? money. No matter how big the pie is for you, no matter how good the future is, it is not as good as getting the thick red envelope in your hand. In the envious eyes of a group of people, Wang Heng handed a very thick red envelope to the salesman.

The first order was successfully completed, and two, three, four, five, and six followed. Zhang Fengyang successfully opened an order in the Wuling store, and Han Weichuan successfully opened an order in the BAIC prestige store......

I thought that this month's performance would be 0, but it advanced by leaps and bounds for a while, and directly rushed to the second place in the regional performance and the eighth place in the national performance.

This is really, the mountains and rivers are exhausted, and there is no way out, and the willows and flowers are bright and another village.

Tang San Chinese Network