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            汽车销售技巧和话术 4S店汽车销售技巧和话术

            来源:www.buymbtshoesnow.com 时间: 2018-12-18 所属栏目: 汽车话术 人气: 378

              汽车销售技巧和话术 4S店汽车销售技巧和话术

              对于意向度不高的客户,能有什么成交策略来说服顾客,促进成交吗?

              一、对可买不可买的客户

              对于已经进入4S店的客户,既然到了店里,就意味着客户很有可能有购买意向。销售顾问要做的就是找客户的需求特点并加以引导。

              这样的客户常常挂在嘴边的一句话是:“我只是来看看,还没决定。”

              这表明你的接待没有激发他的购买欲,你必须从接待时开始回顾,找到在什么问题上没有说服他。

              通过提问的方式向客户提出其为何不能做决定的原因,探寻其真正的需求,为其排除障碍。

              二、对车子不满意的客户汽车销售技巧和话术:

              当客户对车子表达出异议的时候,可以推断客户在心理中已经明确了自己的某种需求,但还未明确我们的车型能否完全满足其需求,如果这种不满意正当的,但现在没办法解决的,大部分情况下我们应该强调优势去补偿;如果这种异议是无理,应间接的否定客户的异议。

              如果客户强调排量太小,担心动力不足,你可以强调排量适当才是最好的,既满足了出行需求,燃油经济性也是最优的,鱼与熊掌通常不可兼得,必选其一!

              三、对价格不满的客户的汽车销售技巧和话术:

              1、解决方法之一----比喻法

              “请您看一看我这支签字笔多少钱,那另外一只呢您可以仔细看一看,为了给我一个准确的答案,您可以先研究一下它的结构,单从表面上看,您很难判断出它值1元还是5元,一只小小的签字笔尚且如此,我们的车子就更是这样了……

              我们不会牺牲车主长久利益来降低车辆的品质,您想在开过2-3年后,车子依然如新车,还是到处有异响?

              2、分解方法之二----利益法

              突出4S店的服务能给客户带来的利益,多少年的质保,公开透明的维修服务,以后用车成本大大降低,而且省心,种种利益向客户阐述清楚,成本有时并不决定售价,汽车是一个消耗品,车价只占到用车成本的20%,80%的用车成本在于养车修车。

              3、解决方法之六----提问法

              “您为什么认为这价格高了?”“您觉得应当是什么价格?”“我很想知道您说这车价钱高时是跟谁做的比较?”通??突Ф蓟岚涯谛南敕ń渤隼?,您随时可加以针对性地予以解决了。

              4、销售对于价格障碍的排除原则

              客户总是希望以最低的价格买到最好的车。因此,你必须学会判断客户承受能力,永远不要给人感到您是多么迫不及待地要把车销售给他,最重要的是掌握坚定和灵活的尺度,如果表现出丝毫软弱,客户对价格的欲望可是没有底线的哦。

              四、不想马上购买的客户的汽车销售技巧和话术:

              不想马上购买的客户常见的拖延用语有:“我得先跟我老婆商量”、“我得再考虑一下”、“我想再到别的店看看”等。

              有时候,客户拖延并不是主观的,往往也有客观原因的,有时施加过大的压力往往会把客户推向对手。

              无法妥善处理拖延问题的销售往往不会取得很好的业绩,因为这样的客户随时都有可能转向你的竞争对手,也许他跨出了这个门就走向了竞争对手的谈判桌。

              记住,如果他想买,现在是做好的成交机会。

              1、设置套路,促使成交

              你可以和同事领导打配合,证明这辆车很抢手,有客户也看中了,甚至已经交了定金,通过你的语气和神情,让客户感到机会错过就不再有。

              2、等下去会有什么好处

              你可以把客户等下去的好处和坏处分别当着客户的面,在一张A4的纸上分两列下下来,客户列出好处,你列出坏处,两者加以比较,结果自然明了。由于你精通销售的利弊,肯定会列的条数比客户多。

              3、施加一定的压力

              通过强调活动优惠的特殊性(车展、厂家促销、年底冲量)。向客户说明:“对不起,我不能保证下次还能向您提供跟这次一样的优惠!”

              4、利用即将发生的改变

              如果国家政策将变化,地方上牌政策可能会变化,都可以被销售员利用来避免客户的拖延举动,你可以在推销中不慌不忙地提到这些事实,引导客户在确信需要你的车子后立刻掏钱购买。

              5、把握成交细节,利用技巧促其成交

              当客户表现出以下状况时,你可以抓住机会临门一脚

              1、客户不再问问题,陷入思考中;

              2、当客户突然靠向椅背,甚至有伸懒腰的动作,双眼直视你时,这可能表示在经过艰苦卓绝的谈判后,犹豫不决的客户终于下定了决心。

              3、一直沉默的客户,开始询问付款和售后的细节问题时,这表明客户购买开始缴械投降,进入成交阶段。

              4、客户开始不断的点头认同销售顾问的时候。

              5、客户开始咨询朋友是否能下订单的时候。

              当客户表现出以上细节后,如何抓住机会:

              1、不要再介绍其它车型,让客户把注意力全部集中到意向车型上,让其关注到付款的问题上来。

              2、强调客户现在购买能享受的优惠、售后礼包等。

              3、强调现在的时机多么合适,后期很可能政策调整。

              4、进一步强调买车后能对客户生活带来的方便和好处。

              5、强调车型资源的竞争,配置颜色物流等方面的紧张程度。

              6、强调在今后用车售后问题上,自己的专业性,能帮助到客户。

              7、赞美客户做出了非常明智的选择和决定。

              以上就是话术一生网整理的关于汽车销售技巧和话术的文章,切忌不要强迫客户,对其犹豫不决表示不耐烦;不过一定要大胆主动的提出成交要求,注意把握成交的细节;抓住机会,划卡进账,签合同,快刀斩乱麻!

            "小编整理不易,小礼物走一走,万分感谢!"
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