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汽车销售案例(Car sales case)
汽车销售案例(Car sales case)
This is the central United States -- an ordinary city in a common area of a relatively well-known car. There are six different types of off-road vehicles in the garage. That afternoon, the sun was shining and the breeze was blowing, so that the exhibition hall looked very bright, and the 7 salesmen in the shop were busy with their own affairs.
It was an ordinary working day, when a couple came into the garage with two children. With 10 years of intuitive car sales, George thought the couple were real buyers.
George enthusiastically greeted the first step forward -- car sales -- and with eyes of two children included all people, eye contact at the same time, he introduced himself, and the couple were shaking hands. Later, he seemed to complain about the gradual accumulation of clouds in the sky and the possible rain and snow over the weekend. It seemed as if he was talking to himself, maybe the weekend outing is going to be ruined.. It was obviously natural to turn to the subject he needed to guide: he asked honestly, what do two people need? - the ability to eliminate strangeness and distance between strangers.
The couple said they are now driving Ford Taurus, considering buying a new car that they are interested in. George started the second step in the car sales process -- gathering information about customer needs. He began patiently and kindly asking, when should I use the car? Whos driving the new car? What difficulties does it mainly use to solve? After communicating with each other, George began the third step in car sales to meet customer demand, thereby ensuring that customers will be able to return to their car business in the future. They began to explain that they had to visit a relative in the provinces on the weekend, hoping to have a spacious four wheel drive that would make it safer and more secure to reach their destination.
In the conversation, George discovered the couples hobbies, and they enjoyed fishing. Such information
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