BMW標准销售流程.pptVIP

BMW销售流程;;BMW Heritage. ;BMW品牌行为诉求源自核心品牌定位;The BMW Group Competency ProfileBMW Model of Sales Excellence;; Present the product. 演示/介绍产品. Invalidate the objections. 清除客户异议. Establish needs and buying motives. 建立购买需求和动机. Welcome/ establish contact. relationship 欢迎/建立联系/关系. Conduct demo drive. 进行试驾. Negotiate the sales.销售谈判. ;BMW Sales Process Training BMW 销售流程培训 ;寻找潜在客户。Prospecting. ;如何寻找潜在客户 （分析）How can you find prospects? (Analyzing) 举例 Examples: ;如何寻找潜在客户 （分析）How can you find prospects? (Analyzing) 举例 Examples: ;BMW Sales Process Training BMW 销售流程培训 ;Overview of the Sales Process.Moments of Truth.与客户接触的重要时刻;建立联系的流程;BMW Sales Process Training BMW 销售流程培训 ;对BMW感兴趣?;BMW Sales Process Training BMW 销售流程培训 ;The presentation of the exterior.;销售产品卖点的重点Core Elements of Selling Point Technique.;BMW Sales Process Training BMW 销售流程培训 ;Test drive Training.试乘试驾培训.;BMW Sales Process Training BMW 销售流程培训 ;Attitude in handling objections: 面对客户异议的态度: Your first reaction should agree on the customer and then give your arguments. 首先要表示理解客户的说法, 之后再进行解释. Appreciate the customers objection. 感谢客户提出的异议. Be polite towards : other Brands, customers opinion, other dealers etc, etc. 要尊重其他品牌, 客户的见解,以及其他经销商等等. ;BMW Sales Process Training BMW 销售流程培训 ;0;BMW Sales Process Training BMW 销售流程培训 ; 每台新车交车后一周内，销售顾问应向客户致电。 电话结果应有书面纪录 这是一个非常重要的建立客户关系电话（客户花了很多钱），并且在此时致电，你将获得非常“热”的客户信息（他/她的朋友，生意伙伴，亲戚，等的联系电话和地址）。 交车四周内由服务顾问联络 交车100天内进行第三次回访。除此之外： 生日、节日保持每年2次的沟通，由销售顾问完成； 试乘试驾活动、市场活动、宝马杂志每年保证至少3次 在系统上创建跟踪活动 ;