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            汽车4S店如何提高邀约进店率 常见问题应对话术

            来源:www.buymbtshoesnow.com 时间: 2018-12-18 所属栏目: 汽车话术 人气: 503

              汽车4S店如何提高邀约进店率 常见问题应对话术

              邀约4原则

              1、打电话目的是邀约客户进店,而不是谈价格,介绍配置

              2、电话中绝不报低价

              3、电话中是为客户制造问题,而不是解决问题,否则客户没必要来店

              4、要主动掌握话题,不被客户牵着鼻子走

              4S店如何提高邀约进店率?

              电话邀约的完整流程

              1、工具准备

              硬件:固定电话、客户名单、工具表单(登记电话拨打情况)、笔、水和润喉糖。

              软件:话术培训、拨打时间

              拨打时段:一般在上午9点半至12点半,下午2点半至晚上8点之间选择,便于安排工作量。

              2、价值塑造

              在短时间内把我们的产品、促销活动中最核心、最高值的部分以简洁的语言和逻辑陈述给客户。例如:“预存500就有礼,下单直抵500元,满额就送千足金条、八天七夜泰国游等豪礼......通过价值层层递进营造高价值,并且突出“抵现”“满送”“抽奖”字眼,给顾客实在的优惠感觉。

              3、集中拨打

              电话营销的执行人通常分为导购和临促,但无论是谁来做,电话营销的一个原则就是要“集中”。好处:

              其一,一个人一天的电话拨打数通常在200至250个,一份电话名单2000个的话,安排4名人员专职打2天即可打完;

              其二,集中工作能够分摊被拒绝的压力。被客户拒绝甚至被恶语相向情况常有,如果看到别人也碰到这种情况,自己心里会感觉轻松一些“大家都差不多嘛”,碰到很没素质的客户,说出来笑一笑,压力就会减少;

              其三,形成一个相互激励的工作环境,看到别人在努力打电话,自己会不好意思偷懒。(销售话术 www.buymbtshoesnow.com)

              4、一气呵成

              一个电话的时间最好控制在3分钟之内,并且要连贯,一气呵成。把我们的产品、促销活动中最核心、最高值的部分以简洁的语言和逻辑陈述给客户,最后视客户反应和回馈信息来决定是否发出到店邀约。

              5、准确记录

              准备好表格登记每个拨打电话的情况,对于未接通、已买车、挂机、空号、有效沟通等各类情况进行不同标记,好处有两点:

              其一,能够有效监督核实人员工作:按各种登记情况各抽查回拨一个即可以核实;

              其二,便于后续追踪跟进:

              对于有效沟通的客户,需要在活动开始之前再进行一次电话邀约和短信发送;

              对于暂未购车客户,列为中长期跟踪对象,持续发送短信微信跟进建立客情;

              对于未接通和挂机客户,则在此份名单打完后换个人再拨打未接通和挂机客户一遍。

              6、短信微信追踪

              两类客户需要短信追踪,即意向客户和未买车客户:

              对于意向客户,要在挂电话后1小时内及时进行短信回复,告知产品和活动信息,在活动当天再把活动信息发送一次,前者表示尊重,后者做提醒。

              对于未买车客户,最好是问清买车时间,在每周活动发送一次关怀短信,在计划转修时间前2周电话短信邀约到店。

              关于“车型了解”常见10大问题及应对

              1、这两款车都有什么配置?

              答:您真是问到点子上了!丰富的科技配置是这款车的四大卖点之一!您比较关注哪方面呢?我简要给您介绍一下。具体想了解和体验车辆功能配置您还的来店里给您详细讲解和试驾?你那天有时间?

              2、这款车动力怎么样?

              相当不错,很多顾客试乘试驾后都给出了很高的评价!1.6T涡轮增压、7速双离合变速箱的配合堪称一绝,建议您一定要来店亲自试驾,感受一下它出色的提速性和加速性。

              3、我想了解下领动车?

              能感觉到您对这款车挺感兴趣的!请问您比较关注这款车的哪些方面?

              4、这两款车我都比较了下(索纳塔与蒙迪欧),还没有决定买哪一款?

              选车确实应该非常严谨,除了车子的整体性能、安全性和售后服务值得关注外,提供选车、购车的专业服务更值得我们关注,毕竟“顾客是上帝、有始才有终”,您说对吧?

              5、展厅有红色的这款车吗?

              当然,展厅不但有红色而且还有其他颜色的,每种颜色都会给人带来不同的感觉。而且很多顾客都说看到的真实感觉和在网上、路上看到的有很大的差异。因此,您一定要到展厅多对比一下,看看什么颜色您才是最喜欢的。

              6、这款车有现车吗?

              您问的真是时候,这款配置、这款颜色的车昨天刚到了2台,不知道现在还有没有,我马上帮您查一下。

              7、我想帮我孩子买辆车?

              请问您购车预算是多少?/您孩子对车有什么要求?/您孩子打算什么时候用车?

              8、您这里是卖北京现代的吗?

              没错,我们这里是北京现代汽车全省最大的旗舰店/全国优秀店/7星级经销商。我们这里有多款车型供您选择,请问您比较关注哪款车?

              9、这款车都有什么配置???

              领动从排量到配置款式较多,一定有您喜欢的!请问您买车是家用还是商用?/车子一般谁开?/您最注重车子的哪些方面?

              10、能试乘试驾吗?

              我们热烈欢迎您到店试乘试驾,但是这两天试乘试驾的人较多,为了给您提供更好服务的同时又给您节省时间,我帮您预约下时间可以吗?

              关于“车辆价格”常见9大问题及应对

              客户打电话询问价格就想打招呼问好一样,属于中国人购买东西的口头禅,网络营销员经常接待询问价格类问题的客户,把握这类客户的核心点:以“不报价”原则为核心前提下,利用反问转移、探寻顾客更多信息、邀约核心点是给客户充分的来店理由和信心!价格问题一定不要报低价,谁先报,谁先死,客户关心的价格问题,给客户一个价格低的理由即可,关键的传递信心,价格低理由的信心!

              1、**款车卖多少钱?

              能感觉到您挺喜欢这款车的,您关注这款车有一段时间了吧?您到展厅看过现车吗?

              2、这价格还有优惠吗?

              当然有优惠了!但是希望您能到店面谈,因为每款车的优惠都不同,而且汽车这么贵的商品是不可能在电话里谈成的,您说对吧?再说,车看了确定喜欢后,价钱都可以再谈,再找领导申请的。您看您什么时间比较方便?

              3、我就喜欢这款车,价格最低能优惠多少?

              价格您放心,我们是全省最大的店,无论是价格还是服务一定都会让您满意的!这款车颜色您看好了吗?

              4、我想了解下车辆的价格?

              这款车配置型号较多,您比较关注哪一款?

              5、你们最近有什么优惠活动吗?

              呵呵,太巧了!今天是我们店里举办“购车送大礼”活动的第一天,打进电话到店的顾客更有惊喜等着您!您今天什么时候方便过来一趟?

              6、美系车比你们优惠幅度大很多?

              买车确实是笔不小的支出,相信谁都想买一款既经济又实惠的好车!但是,有时候优惠不能只体现在价格上,售后服务保障也很重要。而且车子的性能、安全性也会影响以后的支出。车子卖的贵自然有贵的道理,卖的便宜也一定会有便宜的原因啊。

              7、价格最近还会降吗?

              希望近期购车还是想先了解多一点再做决定?/您打算什么时间用车?

              8、这么贵啊,这车好像没这么贵

              同样一款车会有很多个配置型号,每个配置型号的价格都不一样,您听说的是具体哪一个型号呢?

              9、你们比市区店卖的贵???

              说实话,我们店是全省最大的、销量最高的,可是销售任务也是最高的!老总这周已经开始做活动搞促销了,价格您放心,这么多订车的顾客都是多家对比后才来我店的!您不用犹豫了,绝对错不了!您看我帮您安排明天早上来店,可以吗?

            "小编整理不易,小礼物走一走,万分感谢!"
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