汽车销售六方位话术介绍!

汽车销售六方位话术介绍!
2021年08月17日08:32:13 0 3088

汽车销售六方位话术介绍!

Car sales six-direction speech introduction!

汽车人都知道汽车六方位介绍是进入汽车销售最基础的一步,也是最重要的,你真正的掌握了吗?现在我来说说我们每个汽车人必做的六方位话术,有点多也很详细,请耐心看完,一定会有收获的。

 

六方位步骤:

 

车前方→车左方→车后方→车右方→驾驶室→发动机盖

话术

 

1、车前方

 

引导:车销售人员首先应引导客户站在车正前方,上身微转向客户,距离30厘米,左手引导客户参观车辆汽车的正前方是客户最感兴趣的地方。

 

车型外观介绍:汽车销售人员在这个时候要做的就是让客户喜欢上这辆车比如,你向客户介绍的是A车型,那么你就可以邀请车主和你并排站在A轿车正前方,然后说:A一贯表现优雅而经典,周身流淌着高尚的贵族血统,耐人寻味。看,由车头灯引出的四条拱起的发动机盖线条、大型的镀铬进气栅格、四个圆形头灯都延续了A车系的传统,品质自然出众。车头看起来蛮精致、蛮漂亮的,是吧?

 

车标介绍:趁着这个大好时机,你可以给客户讲讲关于A车标的故事,强调你所销售的车子与众不同的地方。我们知道,每一款车的造型都有它与众不同的地方,如流畅明快的发动机盖线条、活泼俏皮的车灯、威武大气的保险杠

 

2、车左方

 

引导:车销售人员就要引领客户站在汽车的左侧,从而发掘客户的深层次需求。无论哪一类客户,看到汽车的第一眼就怦然心动的都不多见。

 

鼓励客户体验:因此,最重要的还在于气质的匹配程度,让客户听听钢板的厚实或轻薄的声音,看一看豪华舒适的汽车内饰,摸一摸做工精致的仪表盘,感受良好的出入特性以及侧面玻璃提供的开阔视野,体验一下宽敞明亮的内乘空间,客户就能将自身的需求与汽车的外在特性对接起来,再加上汽车销售人员的介绍和赞美,客户一定心神摇曳。

 

3、车后方

 

引导:要陪客户一起站在汽车的正后方,全面介绍,仔细回答。

 

车尾介绍:站在轿车的背后,距离约60厘米,从行李箱开始,依次介绍高位制动灯、后风窗加热装置、后组合尾灯、尾气排放、燃油系统。

 

行李箱:开启行李箱介绍,掀开备胎和工具箱外盖进行介绍。千万不要以为这一步骤多余,很多挑剔的客户不是抱怨车尾太短,就是抱怨车子不够大气,抱怨车子没有行李箱。由于客户刚刚走过汽车左方的时候过于关注体验,或许忽略了一些问题。这时汽车销售人员要征求客户的意见,在给他们全面地介绍后仔细地答复。

 

 

4、车右方 

 

引导:介绍了前三个方位之后,汽车销售人员应带领客户从车尾来到车子的正右方。

 

鼓励客户体验:汽车这时应该向客户介绍什么呢?这时候正是争取客户参与谈话的时刻,你应该邀请他打开车门、触摸车窗、观察轮胎,观察他的反应邀请他坐到乘客的位置。注意观察他喜欢触摸的东西,告诉他车子的装备及其优点,他会做一番审慎的衡量的。认真回答他的问题,不要让他觉得被冷落,但是要恰到好处地保持沉默,不要给客户一种强加推销的感觉。

 

汽车功能、操作:在客户还缺乏相应的品牌忠诚度的时候,告诉客户一些非正式信息也是促成交易的好办法驾驶室带领客户钻进车里,对汽车的功能及操作做详细介绍。

 

5、驾驶室 

 

引导:客户察看了汽车的外形和内饰,对其性能有了大致的了解,接下来就告诉他驾驶的乐趣以及操作方法。这时,销售顾问可以鼓励客户进入车内。先行开车门引导其入座。

 

乘客位:如果客户进入了车内乘客的位置,那你应该告诉他的是汽车的操控性能如何优异,乘坐多么舒适等。

 

驾驶位:如果客户坐到了驾驶员的位置,那么你应该向客户详细解释操作方法,如雨刷器的使用、如何挂挡等。

 

引导客户操作:最好让客户进行实操作,同时进行讲解和指导,介绍内容应包括座椅的多方位调控、方向盘的调控、开车时的视野、腿部空间的感觉、安全气囊、制动系统的表现、音响和空调、车门发动机盖。

 

6、发动机盖

 

引导:最后,引导客户到发动机盖前,根据实际情况向客户介绍发动机及油耗情况。

 

发动机性能:汽车销售人员站在车头前缘偏右侧,打开发动机盖,固定机盖支撑,依次向客户介绍发动机舱盖的吸能性、降噪性、发动机布置形式、防护底板、发动机技术特点、发动机信号控制系统。合上舱盖,引导客户端详前脸的端庄造型,把客户的目光吸引到品牌的标识上。 

 

发动机参数:所有的客户都会关注发动机。因此,汽车销售人员应把发动机的基本参数包括发动机缸数、汽缸的排列形式、气门、排量、最高输出功率、最大扭矩等给客户做详细的介绍。 由于介绍发动机的技术参数时需要比较强的技术性,因此,在打开发动机前盖的时候,最好征求一下客户的意见,询问是否要介绍发动机。

 

发动机厂家(质量):作为汽车销售员,在这点上无需多言,你只要能说出发动机是由哪家汽车生产厂家、发动机盖生产的,动力性能如何,那就可以了,言多无益。

 

油耗:至于汽车油耗方面的问题,你可以介绍你的汽车是如何为客户节省燃油的。同时你也应该向他们推荐一些节油的方式。只要你服务友好、态度热情,他们一定会很满意。

 

好了,学完是不是能量满满呢~

汽车销售六方位话术介绍!  Car sales six-direction speech introduction!


Car sales six-direction speech introduction!

 

Everyone knows that the car's six-way introduction is the most basic step in entering the car sales. It is also the most important. Do you really master it? Now let me say that the six-direction speech that every car person must do is a bit more detailed. Please be patient and read, there will be gains.

 

Six orientation steps:

 

Front of the car → left side of the car → rear of the car → right side of the car → cab → hood

Speech

 

1, the front of the car

 

Guidance: The car sales staff should first guide the customer to stand in front of the car, the upper body slightly turns to the customer, the distance is 30 cm, and the left hand guides the customer to visit the front of the vehicle. The customer is most interested in the place.

 

The appearance of the car: The car sales staff at this time is to let the customer like this car. For example, if you introduce the A model to the customer, then you can invite the owner and you to stand side by side in front of the A car, and then say : "A has always been elegant and classic, with a noble aristocratic lineage and intriguing. Look, the four arched hood lines, large chrome-plated air intake grid, and four round headlights from the headlights continue The tradition of the A car, the quality is naturally outstanding. The front of the car looks very delicate and pretty, right?"

 

Car logo introduction: With this great opportunity, you can tell the customer about the A car logo, emphasizing the place where the car you sell is different. We know that each car has its own distinctive style, such as smooth and sleek hood lines, lively and playful lights, and mighty bumpers...

 

2, the left side of the car

 

Guide: The car sales staff will lead the customer to the left side of the car to explore the deeper needs of the customer. No matter which kind of customer, it is rare to see the car at first sight.

 

Encourage customer experience: Therefore, the most important thing is the matching degree of temperament, let customers listen to the thick or thin sound of steel plate, take a look at the luxurious and comfortable car interior, touch the exquisite workmanship dashboard, feel good The access features and the wide view provided by the side glass, experience the spacious and bright interior space, the customer can connect their own needs with the external characteristics of the car, coupled with the introduction and praise of the car sales staff, the customer must be swaying .

 

3, the rear of the car

 

Guide: To accompany the customer to stand behind the car, give a comprehensive introduction and answer carefully.

 

The description of the rear of the car: standing behind the car, the distance is about 60 cm, starting from the trunk, the high-position brake light, the rear window heating device, the rear combination taillight, the exhaust emission, and the fuel system are introduced in turn.

 

Luggage: Open the trunk description, open the spare tire and the cover of the toolbox for introduction. Don't think that this step is superfluous. Many discerning customers are not complaining that the tail is too short, that is, complaining that the car is not atmospheric enough, complaining that the car does not have a suitcase. Since the customer has just paid too much attention to the experience when they have just passed the left side of the car, they may have overlooked some problems. At this time, the car sales staff should seek the opinions of the customers and respond carefully after giving them a comprehensive introduction.

 

 

4, the right side of the car

 

Guidance: After introducing the first three directions, the car salesperson should lead the customer from the rear of the car to the right side of the car.

 

Encourage customer experience: What should the car introduce to customers at this time? This is the time to get customers to participate in the conversation. You should invite him to open the door, touch the window, observe the tires, and observe his reaction to invite him to sit in the passenger's position. Pay attention to what he likes to touch, tell him about the equipment and its advantages, and he will do some careful measurement. Seriously answer his questions, don't let him feel left out, but keep quiet, just don't give customers a feeling of imposing sales.

 

Car function, operation: When the customer still lacks the corresponding brand loyalty, telling the customer some informal information is also a good way to promote the transaction. The driver leads the customer into the car and gives a detailed introduction to the function and operation of the car.

 

5, the cab

 

Guide: The customer looked at the shape and interior of the car and had a general understanding of its performance. Then he told him how to drive and how to operate. At this point, the sales consultant can encourage the customer to enter the car. Drive the door first to guide it into the seat.

 

Passenger position: If the customer enters the position of the passenger in the car, you should tell him how excellent the handling performance of the car is, how comfortable the ride is.

 

Driving position: If the customer sits in the driver's position, then you should explain the operation method to the customer in detail, such as the use of the wiper, how to stop.

 

Guide the customer's operation: It is best to let the customer perform the actual operation, and explain and guide at the same time. The introduction should include the multi-directional control of the seat, the control of the steering wheel, the vision when driving, the feeling of the leg space, the airbag, the brake system. Performance, audio and air conditioning, door hood.

 

6, the engine cover

 

Guidance: Finally, guide the customer to the engine cover and introduce the engine and fuel consumption to the customer according to the actual situation.

 

Engine performance: The vehicle sales personnel stand on the right side of the front edge of the front, open the engine cover, fix the cover support, and introduce the energy absorption, noise reduction, engine layout, protective floor and engine technical characteristics of the engine compartment cover to the customer. , engine signal control system. Close the hatch and guide the client to the dignified shape of the front face, attracting the customer's attention to the brand's logo.

 

Engine parameters: All customers will pay attention to the engine. Therefore, the car sales personnel should give the customer a detailed introduction to the basic parameters of the engine including the number of engine cylinders, the arrangement of the cylinders, the valve, the displacement, the maximum output power, and the maximum torque. Since the technical parameters of the engine need to be relatively technical, it is best to ask the customer for advice on whether to introduce the engine when opening the front cover of the engine.

 

Engine manufacturer (quality): As a car salesman, you don't need to say anything at this point. As long as you can tell which car manufacturer and engine cover the engine is producing, what is the power performance? .

 

Fuel consumption: As for the fuel consumption of the car, you can tell how your car saves fuel for customers. At the same time, you should also recommend some ways to save fuel. As long as you are friendly and enthusiastic, they will be very satisfied.

 

Ok, is it full of energy when you finish school~

 

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