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            二手车置换话术

            来源:www.buymbtshoesnow.com 时间: 2019-03-19 所属栏目: 汽车话术 人气: 223

            二手车置换话术

            车辆信息:车型、颜色、使用年限、使用里程

            使用信息:用途、行驶路线(经常跑高速还是山地,考虑底盘)、维修地点

            通话结束后,填写《二手车信息表》

            1、您从哪儿开车过来的?我给你说一下路线。

            2、XX先生,现在很多客户都以置换方式购买,不知您是否了解我们润华智选二手车置换业务?

            3、销售顾问必说的一句话:

            客 户:“怎么个置换?”

            销售顾问:“XX先生,润华智选二手车置换业务是为了促进新车销售,不是以盈利为目的,而是 为了让您体验到安全、方便的品牌置换业务!”

            4、客户:“听起来不错,有时间我去看看?!?

            销售顾问:“请问你现在开什么车?那年的?跑了多少公里?什么颜色?公户还是私户?” 如何应对顾客询问二手车价格要求:坚决不报价:人不在车不在,没法报价!

            使用话术:强调车不在人不在,顺势邀约客户来电!

            使用技巧:示弱、专家效应

            “X先生,实在抱歉,我在这方面还真不专业,这我可说不好,二手车的几个要有专业评估师对实车评估后才能计算出来,要不然无法报出准确的价格,建议您选个时间来店,让我们的评估师给您做一次免费的评估,您看可以吗?”

            如何应对顾客询问二手车价格要求:坚决不推荐!

            话术结构:确认联系方式 + 邀约来店!

            “X先生,您把手机号留一下,稍后我让评估师给您回个电话,您看好吗?”

            “X先生,您好,很不巧我们评估师外出给集团置换客户进行车辆评估了,而且,即使此刻评估师在店内也必须现场鉴定车况后才能评估价格,这也是为您负责啊,您看我给您预约在本周六还是周日?” 报范围、举实例、细说明一天一价,一地一价,一时一价

            使用技巧:条件换条件,短缺效应,强调监测(现场评估)

            “X先生,我们正在XX活动,不仅在店内置换有大礼,哪怕您只来做一个免费的车辆评估,都能得到我们专业的评估师给您爱车一个准确的报价,同时还能对您的爱车在使用、维护方面提供专业的建议,您看我给您预约在本周六还是本周日?”

            邀约客户来电:利益诱导,假定成功

            “您相信我,您就来,我和您一起找经理申请?!?

            销售顾问两大工作:引荐评估师、陪同评估

            获取信息:

            引荐评估师前,获得以下信息:

            1.顾客及车辆信息

            2、顾客置换的意向及级别

            3、顾客新车的采购日期

            4、是否有评估经历

            5、对旧车的意向价格

            6、新车销售的进展(是否试驾,谈价格)

            判断引荐:

            三大不引荐条件:1、旧车不在2、新车意向不强3、无客户信息

            符合引荐条件时:在邀请评估的同时,将客户相关信息传递给评估师。

            不符合引荐条件时:注意信息收集,客户离店后与评估师共享信息,制定后续的跟进计划。

            在评估操作过程中引领:进行新旧车对比,展示新车卖点;促进服务、精品、保险的销售。

            陪同客户评估: “X先生,我们不仅要对您的车负责,还要对未来购买这款车的客户提供全面透明的信息保障,所以要全面记录一下,不过您放心,并不是所有的问题对估价产生影响的!” “这台发动机有什么问题吗”“您听这发动机的声音,如果继续使用的话,1000公里内一定要对发动机进行维修了,至少要花1000元,不然会有安全隐患?!?

            "小编整理不易,小礼物走一走,万分感谢!"
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