Lu Heng walked to the door, Liao Fan stood straight inside, and when Lu Heng walked inside, he immediately stepped forward quickly, and stretched out his right hand to greet him.

"Welcome to Hengcheng Chery!"

Lu Heng nodded, didn't answer, and walked inside with his head stuffed.

Liao Fan was prepared for Lu Heng's non-speech, he was born in two automotive engineering majors, and he was very familiar with this set of simulation processes. In the past, those tutors often simulated tricky customers, Lu Heng was okay, and sometimes, when the tutor simulated, he would turn around and leave, leaving a group of students stunned behind.

Inside, Lu Heng took care of himself and circled around the Chery Tiggo in the middle, clasped his hands, and looked at the new car silently.

Liao Fan kept a safe distance of one meter from him, neither letting the customer rush to resist, nor not being able to hear the customer's voice.

"Sir, is this your first time in the store?"

Lu Heng nodded, still didn't speak, just walked around the car.

Obviously, Lu Heng plays a taciturn customer, and this kind of customer can be regarded as the most hated category of sales consultants.

If you don't speak, or if you don't talk much, you will naturally talk and communicate less, and it will be more difficult for sales consultants to understand the needs of customers, and it will be difficult to recommend the right model for the situation.

Wang Guoqiang had already left after work, and as for the others, except for Tian Xiaoice and Qi Baixiong, who lived here, Zhao Gen and Wang Xue stayed.

Seeing this scene at this time, Wang Xue subconsciously felt nervous, and it would be Lu Heng who would test her later. If that's the case, it's not going to be easy.

Although Lu Heng didn't say what would happen if he didn't pass the pre-opening assessment, he failed in front of so many people, just thinking about his face was hot.

Regarding Lu Heng's indifference, Liao Fan's way to deal with it was very simple.

"Sir. I am Xiao Liao, the sales consultant of our store, if you have anything to consult, you can ask me, I will stand aside to serve you. ”

Lu Heng glanced at him appreciatively, like this situation, if the dead skin and white face came up to speak. It's easy to get your customers offended.

The reason is very simple, as long as the customer enters the store and looks at the car, he must want to know the situation of the car. If you stand aside, he will definitely ask you when he doesn't understand.

Lu Heng was not hypocritical, and said, "How much is your car?"

Liao Fan pulled his face away and said with a smile: "It depends on what configuration Mr. wants, and the price of different models is also different." If you want to ask about this one, then I can give you a detailed description of the performance and configuration of the car, you are satisfied. Let's talk about the price, shall we?"

It is well handled, and cleverly avoids the customer's inquiry about the advantages of the car when they are not familiar with it, and also provides a closed question for further conversation.

Lu Heng added another point to Liao Fan in his heart, took two steps back and said, "Then you can introduce me to the configuration of this car!"

Liao Fan smiled more enthusiastically, came to the front of the car, pointed to the front of the car and said, "Sir, look." This Tiggo is Chery's latest model this year. The front end of the car is an abstract X-shape, with headlights and an integrated grille design. Make the vehicle shape appear more three-dimensional and fashionable. And our lights are also using LED light source, LED light source effect is a very good one on the market, strong penetration, fast response, convenient maintenance, is the mainstream light source choice"

45 degrees from the front of the car. On the side of the car, then the rear, then the rear seats, then the most important cab configuration, and finally the engine room, which is more important to customers.

That's right. Lu Heng's assessment of Hengcheng's sales consultant is a six-way introduction around the car.

As an old sales consultant, I have always scoffed at the rigid sales process of introducing the six-way Rao car, because no customer will obediently follow the sales consultant to see the car from every direction.

However, as the management of the company, the textbook sales process of Hexagonal Rao is the easiest way to assess employees' mastery of the car.

Six-way Rao car involves almost all the advantages of a car, and every place must be let the sales consultant find out the advantages.

Even for the most notoriously cast iron engine in the engine room, a qualified sales consultant must turn the bad into the best and boast about it.

As a professional class, and Liao Fan, who has been trained before the opening of Guangyuan and sold well after the opening, he coped very well with Lu Heng's assessment, even much better than Qi Baixiong, and is no weaker than Wang Guoqiang, an old sales consultant who has been immersed in the automobile market for two or three years.

Lu Heng gave him a ninety-nine points in his heart, and the reason for missing one point was that he was afraid of his pride.

After Liao Fan was assessed, it was the last assessment today, and it was time for Wang Xue.

Liao Fan gave Wang Xue a thumbs up and encouraged her, Wang Xue nodded and stood at the door with a natural face.

Lu Heng shook his head, and then said to Zhao Gen: "Brother Zhao, you go to test her, I'll just take a look on the side." ”

Zhao Gen didn't think much about it, playing the role of a mature boss's customer, with his hands in his pockets, he walked into the store.

Lu Heng watched from the sidelines, carefully observing Wang Xue's every reaction, judging from facial expressions, speaking styles, gestures and postures, and the content of the conversation.

When Wang Xue and Zhao Gen sat at the negotiation table and were about to bargain, Lu Heng shouted to stop.

"Probably that's it, you don't have to go to negotiate and keep the price, Brother Zhao knows the market very well, Sister Xue, you can't talk about it. Okay, I'll make a judgment on your assessment!"

Zhao Gen stood up and pulled a chair for Lu Heng, and the three of them sat at the negotiation table. Wang Xue was a little nervous, she was not from a professional class like Liao Fan, nor did she have Wang Guoqiang's many years of experience, and even because she was older, the speed of absorbing knowledge was not as fast as that of a young man like Qi Baixiong, even if she studied with her heart, she still felt a little unsatisfactory.

Lu Heng thought for a moment, and then said slowly: "Sister Xue, you are not proficient in the product configuration of QQ3, I listened to it just now." You got the boot volume, the tire size, the maximum power rev wrong. Of the three, the trunk volume and maximum power are not to be mentioned, but the tire specifications can be found by customers who look down. It's a problem that you don't have a comprehensive knowledge of the product, as well as the way you express it.

For example, when it comes to the fuel consumption that customers are most concerned about, you only say a 100 kilometers of fuel consumption, but do you think someone gives you a 100 kilometers of fuel consumption, can you reflect whether it is fuel or fuel saving?"

Wang Xue twisted her fingers, the problem that Lu Heng said did exist, and she also found out. When Zhao Gen simulated a customer just now, she frowned several times, indicating that there was something wrong with her narration.

She asked softly, "So what should I say?"

Lu Heng smiled: "Actually, it's very simple, you know the current gasoline price, and you also know the fuel consumption of QQ3 per 100 kilometers, you can convert it! Convert it to one kilometer of fuel consumption, and then multiply it by the price of gasoline, which doesn't mean that our QQ3 only needs less than three cents of fuel money per kilometer." If you think about it, for those big-spending office workers, it's only three cents a kilometer, and that's how fuel-efficient it is. Even those who are old drivers have to admit that our cars are fuel-efficient. ”

Wang Xue suddenly realized that it could be like this, and after reacting, she also felt that this way was much better than her previous one.

Next, Lu Heng raised several questions one after another, and Wang Xue was so red that he couldn't raise his head.

When Lu Heng stopped, Wang Xue's eyes were a little red, and she said weakly, "I'm sorry, Mr. Lu, I disappointed you." ”

Lu Heng waved his hand unmindfully and asked, "Do you know the reason why your problems appeared?"

Wang Xue hesitated for a moment, and then said tentatively: "I think it's because I'm not familiar with cars, and then I have too little actual combat experience, which leads to mistakes!"

"Yes, that's true, so you don't have to blame yourself too much, and I'm not too harsh. You can appropriately speed up the pace of familiarizing yourself with the model, cooperate with the next work, and become a sales consultant who can take charge of the situation as quickly as possible. ”

"And what will I do with my opening ceremony tomorrow?"

Lu Heng paused for a moment, "You still have to attend the opening ceremony! Although you are not very familiar with it, don't you still have Brother Zhao in the company, he will help you when the time comes." And as a woman, it's easy for you to get closer to your customers. I suggest that you start tomorrow from the aspect of family work with customers, and as for the car configuration, you can pick up what you are good at. When it comes to specific prices and gifts, Brother Zhao will help you check, I have only one request, you will give me a hard pick up customers tomorrow, no matter whether the negotiation is successful or not, I will ask for the phone number. ”

Wang Xue nodded solemnly, "Mr. Lu, don't worry, I will definitely get twenty valid phone numbers tomorrow." ”

Lu Heng shook his head, "It's best to be able to sell a car, in view of your situation, the task I will give you tomorrow is a car." You may not know yet, Wang Guoqiang and Liao Fan, their tasks tomorrow are all three cars up, and Qi Baixiong is also at least two. If I don't do it, I'll deduct my salary. Okay, you get off work, I still have something to talk to Brother Zhao. ”

When Wang Xue left, she had mixed feelings, including a sense of relief that she had barely passed the assessment, and an urgency that she had to sell her car tomorrow.

She is very short of money now, and her children will enter high school as soon as the next semester is over, when it will no longer be a nine-year compulsory teaching system, and the tuition fee will be much more expensive than it is now. It is precisely because of this that she resolutely resigned from Guangyuan, and the three-month internship period is a time she cannot delay.

In the past, when I was in Guangyuan, Su Lun's tasks were all to the entire sales department, and all he said was how much you had to sell me. But there are a lot of people in the sales department, and there are always people who think, "I can't sell, others can always sell, it doesn't matter." ”

But Lu Heng is different, he is a task under everyone's ability, avoiding the so-called principle of responsibility sharing, lest someone be an ostrich. (To be continued.) )