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            汽车电销话术集锦

            来源:www.buymbtshoesnow.com 时间: 2019-03-29 所属栏目: 汽车话术 人气: 271
              电话营销是消费者行为变化引发的营销趋势。说起电话营销,很多人想到的是各种不堪其扰的推销电话,所以很多汽车厂商和4S店都不敢轻易采用这种方式,害怕适得其反。其实“电销”,只要运用得当,一定可以用“1台电脑 1部电话”维系客户黏度,提高成交率。


            一、初次接听/拨打电话

            话术标准1:电话铃响三声内有人接听

            话术范例:专人接听,准备话术、资料,做好记录。

            话术标准2:电话接待/拨打四段

            话术范例:1、获取姓名:早上好?。ǚ质蔽屎颍X4S店。我是销售顾问XXX,您可以叫我小X就可以了。(两次报名)请问有什么可以帮到您?……请问女士/先生您贵姓?

            话术范例:2、做简单的需求分析:X女士/先生您好,您是想询问车辆的价格是吧……

            话术范例:3、使用邀约理由:为了方便您更好的了解这款车,我可以为您预约试乘试驾……并且我们这周刚好有促销活动。

            话术范例:4、确定时间:您看是周六上午还是下午来方便?(选择法)您可以随时找我,我叫XXX,(再次报名)是展厅里最高的,戴眼镜(加强记忆)。如果有任何问题,请随时和我联系。请问您还有什么其他问题吗?谢谢您的来电,X先生/女士,再见!

            二、日常跟进

            客户关怀

            话术范例:某某先生女士,您家里装修的怎么样了?这段时间忙坏了吧!装修最让人头疼的,事情特别多,是不是每一个细节都要盯着,我家当时装修的时候我可是深有体会??!今天打电话就是问候一下你,顺便想了解一下您现在对咱们的车考虑的怎么样了?

            小道消息

            话术范例:某某先生/女士,不知道您听没听说下个月各个车型都要调价了,尤其是咱们xx轿车,下个月都有大幅度的价格调整,我今天跟我们领导闲聊的时候他告诉我的,我感觉和你一直处的都不错,所以第一时间把这个消息告诉你,你看看这两天哪天有时间过来咱们再谈谈。

            意外惊喜

            话术范例:某某先生/女士,告诉您一个好消息,我们店现在开展厂方购车特价优惠活动,我感觉这个活动对您购车特别有帮助,而且这个活动只搞一个月,下个月就取消了,我第一时间给您打电话通知您这个好消息,您看看哪天方便来店里看看?

            三、活动邀约(邀约五步骤)

            1、确认顾客姓名

            话术范例:XXX先生/女士,您好!

            2、自我介绍

            话术范例:我是XX店的XX,您还记得吗?

            3、确认是否接听方便

            话术范例:感谢您的接听,占用您几分钟时间,请问您方便接听电话吗?

            4、寒暄赞美

            话术范例:您上次看车时给我留下很深的印象,对车的了解真的很专业,我做了这么多年汽车销售,没有几个客户能够提出向您这么专业的问题,真的,比我们有些销售顾问还专业,有空见面的时候还需要好好向您请教。

            5、告知目的,陈述利益

            话术范例:我这次打电话是告诉您一个好消息,最近我们店周年庆,举行文化沙龙活动。将会给您带来三种至尊体验,第一个是我们邀请了国内顶尖的演艺团体表演,可以让您可以感受浓郁的艺术氛围,第二个是会有名师字画的品鉴会,可以了解到艺术品鉴赏和收藏方面的知识,第三个是我们邀请了国内知名的教育专家来做一个有关儿童教育方面的专题讲座,活动一方面体现了我们店对客户的真诚关怀,重要的是可以认识很多像您这样的业界精英。

            四、常见问题处理

            常见问题1:结束通话后客户记不住自己

            解决方法:介绍自己昵称,多次重复。

            话术范例:哦!郑先生!您好!很高兴能够为您服务!我叫王丹,同事和朋友们都亲切的叫我丹丹,您以后叫我丹丹就可以了!郑先生,您问的这个问题丹丹认为确实挺关键的!丹丹今天接了7个客户的电话都是想了解油耗的!郑先生,丹丹可以斩钉截铁的告诉您,330的油耗百公里只有6.3升??!郑先生可能会怀疑丹丹所说的真实性,没关系!丹丹建议您,郑先生可以到各大专业汽车网站啊、或者找您身边开330的朋友啊好好了解一下,看看丹丹给郑先生所介绍的是否属实?!O壬さぁO壬さぁ?

            常见问题2:总是被动式回答客户问题

            解决方法:认同赞美客户,化解被动局面

            问题一:客户说:“这款车如果可以优惠3000元,我马上去你们店签合同?”

            话术范例1:看来郑先生对这款车关注一段时间了吧?以前到我们展厅来看过车吗?

            话术范例2:太好了!原来郑先生也是爽快人!您来我们店后我一定会尽我最大的努力争取达到您的满意……

            话术范例3:说实话,丹丹从心里边也非常想告诉您这辆车优惠多少钱……

            话术范例4:郑先生,您提出的这个要求丹丹非常理解您,谁买车都愿意买到一个既喜欢又便宜的好车!当然,换做是我,我也会提出这样的要求,不瞒您说在我们店购车的客户也都提出过这样的要求……

            问题二:听说XX车采用的发动机是涡轮增压,对吧?

            话术范例:郑先生,真是太巧了!我也正想给您说这个问题呢!买车必须要看四个核心部件,发动机就是其中的第一个啊……(1.发动机 2.变速箱3.钢板材质4.D平台)

            常见问题3:客户不愿意留下联系方式

            解决方法一:主动询问获取客户相关信息(联系方式、地址)

            话术范例1:留个手机号给我吧!3分钟以后我把我们店的具体位置和我的手机号通过短信发到您手机上,您有什么需求要咨询可以直接给我打手机。(建议用自己手机发送)

            话术范例2:我们店经?;嵊幸恍┫喙赜呕莼疃?,这里边肯定会有您所关心的。这样吧!我记下您手机号码,我们随时联系,好吗?

            解决方法二:主动核实客户相关信息

            话术范例1:请问这个尾号为****的号码,可以联系到您本人吗?或者我们直接寄到你家里或公司?

            话术范例2:为了能将宣传手册/购车信息准确无误地寄到您手上,我核对一下您的地址好吗?

            解决方法三:根据实际情况,适当暗示自己不会随意打电话骚扰到对方

            话术范例1:请您放心,我们会在您允许的时段内和您联系,及时让您了解到您所关心的信息!您看您希望了解哪方面的信息?什么时间和您联系比较好呢?

            话术范例2:我在近期价格有变动的时候给您发个短信,您放心,不会打扰到您的。

            "小编整理不易,小礼物走一走,万分感谢!"
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            版权声明:以上文章中所选用的图片及文字来源于网络以及用户投稿,由于未联系到知识产权人或未发现有关知识产权的登记,如有知识产权人并不愿意我们使用,如果有侵权请立即联系:[email protected],我们立即下架或删除。

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