Car sales skills and words, 9 tips to deal with price negotiations
Car sales skills and words, 9 tips to deal with price negotiations
In the sales process, we often encounter such a situation: after the customer enters the store, I look around the car and ask the sales consultant: How many price discounts does the car have now?
Here, we have to distinguish between price consultation or price negotiation?
Price consultation: It is the act of not asking through the sales process, making a phone call or asking how much to meet. If you think the customer is a price consultation, you need to import the sales process.
Price negotiation: It is through the sales process that the customer has a certain understanding of the product and reveals the purchase signal. If you think customers are price negotiations, you need to use negotiation skills. The core of the negotiations is to let customers have a feeling of victory. All our efforts are to make customers feel that they are making money and taking advantage of it.
In the negotiation process, we must be good at layout, grasp the psychology of customers, and use the environment, tools, materials, and other colleagues to help us reach a deal.
Below we have compiled some comments and tips for review, I hope to help you.
Speech guidance: "Do you want a discount? In fact, the discount rate is similar to the market. It is basically the same as buying in other places. You have to go a few places and test drive to buy a car. You are very tired today. Today you Come to me, you don't have to run anymore. As long as you can fix it today, I will help you to make one of the most valuable car purchase plans, so that you can get benefits and worry-free car! How do you look? Let's sit there Let's talk about it in detail." (and then guide the customer to the negotiation area to sit down and negotiate)
Comments: The skill of this department is to ask the customer to sit down and gradually guide into the sales process, fully understand the customer's understanding of our products, purchase intentions, etc., and then use the series of skills to achieve the purpose of the transaction, remember not to worry!
Speech guidance: shift the topic and become passive. If the customer asks you, is there a discount? You can't say yes, you can't say no, you can say: "It depends on you, not on me. If you can fix it today, then the discount will definitely be there if you can't decide today. , then the offer is equal to white, so can you fix it today? Which configuration, color, mortgage or full?"
Comments: The sales technique used here is the transfer method, which is to transfer the customer's attention from the price to the purchase time, configuration, color and payment method, because only a lot of details are implemented, the price negotiation makes sense, if there is no detail The implementation, perhaps the customer is to consult the price, and we are also happy to cut prices with customers, and finally the customer waved without taking a cloud, the price we have learned here to go to other homes, cut to cut Go, we are hard to control!
Speech guidance: "To tell you the truth, I have been selling cars for more than 3 years. So many customers' car buying experience tells me that the discount is the only thing that you don't have to worry about! What do you need to worry about most? The biggest worry is Is this car best for you! What do you value most when you buy a car? Space, power, fuel consumption, control or other aspects?"
1 First let the customer feel that you are very professional.
2 Second is to give customers a clear statement, so that customers feel that price is not the core issue, the right is the best.
3 At the same time, the price problem is quickly transferred to the vehicle performance problem. We use the closed question to find out the point of interest to the customer, and then carry out the expansion at the point of interest or concern of the customer, using the FFB technique and using the vehicle display technology to achieve the transaction. purpose.
Here, we can also combine with the mystery customer's assessment points. Mystery customers' requirements for vehicle performance introduction and customer benefit are mainly from five aspects: design style, vehicle technology, comfort, control and safety.
In the closed question to the customer, we can split it into two sections: A. The appearance of the vehicle, the craft, and the interior. Which aspect do you value most? B. What do you think is the most important thing in the control, safety and comfort of the vehicle?
Speech guidance: For example: A professional person like you must have a good understanding of the car, and also have a comprehensive investigation. Which models have you seen in your big brother? What aspects of this car are very good?
Comments: Here I recommend using the bedding, the face, the strategy of the next set! It depends on what type of customer. We can tentatively ask the customer, what model, what displacement, what color. If you accurately answer it, prove that he is not the first time to see the car, at least understand more about this car. The offer that came out should at least be equal to the market price. Otherwise, customers will feel that we are not satisfied enough.
In addition, if you can't answer it, prove that he doesn't understand the market. Then subdivide the customer type. Understand how much the customer is price-sensitive, or service-required, etc.
Understand the customer's payment method
Speech guidance: Usually customers care about price issues like you, I think you have already considered it very well, and all aspects have been compared, is it? It is certain that I will recommend you this today. Is it a car? Many of my clients are very likely to invest and have great economic strength. The strange thing is that the more they have money, the more loans they have, and the advantages of loans. Do you also want loans like them? What? Today, I decided to mention it tomorrow or the day after tomorrow?"
Comments: Here is mainly the transfer method to solve the customer's payment method, we also encourage sales consultants to do loan penetration, this time we can transfer the topic, understand the customer's payment method, so as to lay the foundation for the sales loan, but also can use the loan The leverage of various expenses gives the customer a comprehensive quotation or gives them a larger negotiation space based on the profit of the comprehensive quotation!
Speech Guidance: If the customer says: "The bigger the discount today, the more likely I am. Then you answer: "If you want a big discount, let's take a look at this car. "Take him to see the high-profile model."
Comments: Here is to guide customers to see another model with a larger discount range. On the surface, we look at other cars and do not fully meet the requirements of customers. In fact, we have more opportunities to contact and communicate with customers, and we have added one more. The bargaining chip allows the customer to understand the situation and give us a chance to buffer!
Now, in the advertisements of many companies, the highest discount of 300,000 cars is actually used in this way! When we actually went to see it, his highest-priced car was actually a vehicle with a small sales volume or a long inventory. His purpose was to attract everyone's attention, thereby increasing potential customers and then effective when the customer came to the door. Communicate, thus increasing the chance of a deal!
Stochastic strain method
Speech guidance: "Do you want to see this model, X color, X configuration today? You just said that there is a 4S shop to give you more discounts, which one is there, how much discount do you give them? They now have a car ?"
Comments: Use the above words to judge whether the customer is telling whether it is true or not, and then think about countermeasures and adapt to it.
Ask the leader
Speech guidance: "Brother, do you see this, discount? Give it to others, give it to you! Come, let's talk to the office." After arriving at the office. Say: "Brother, you see, we have been in contact for so long, the younger brother I have been very real with you. So let us first identify a few questions. Are we staging or full money?" Customer answered, staging. (I’m thinking too well, there is a fee for the installment, and it’s all risky. So this car won’t lose money.) The rest is to run the manager’s office several times and play real to the home, even if the offer is Big can also guarantee no loss.
Comments: The technique used here is to "show the law to the leader" to give the customer a feeling that we have given him the biggest discount. The key point to pay attention to when using this technique is that the price given by the customer must be reliable, and the customer should give us a promise.
Such as: "Mr. Wang, you are only the price issue. We have applied to the leader. Can you pay the deposit right away?"
Invincible "wearing power" Dafa
Speech guidance: "If it is a full payment, then you have to talk about the conditions. Brother, if you buy all the insurance, you can give you a discount, how do you look? Or if you want the original 2980 extended warranty to give you a discount of 1000 In addition, I will apply for a gift package with the leader. How about?"
Comments: The most important point is to kill and not let customers go. Once there was a customer who had grinded from two o'clock in the afternoon to six o'clock in the afternoon and walked to the entrance of the exhibition hall three times. People pulled it back and walked back to the gate three times and pulled it back. Finally, I must remember this. Some time ago, I introduced a few friends to XX to buy 3 AAAs. The sales director of the store used this technique, and at the same time, other sales consultants made the sum in the middle. Finally, the customer left the phone after a few minutes. Please return the customer, so that the customer did not leave the controllable scope of the 4S shop, and finally completed the sales smoothly, and everyone is very happy!
Speech guidance: "What color do you want?" After a series of configuration questions, confirm the model and say, "When are you going to pick up the car?" If he says that the price is good, he will buy it. When you say sales, you say, "You buy it sincerely, and I have a price." But the premise is to say how to respond to his next sentence. Another bold thing is: "I will give you a price, you have to feel It's right for me to buy it. If it feels inappropriate, you can look elsewhere and see what price they give you. You know how much we have given you." You can also ask him about the transfer, pay a deposit, and wait for a week to arrive. Can also give you more discounts.
You can also change your mind and try to talk about it. Let the customer say his ideal price first. Then he has to say that he is high, he can reply to him: "How about this car, what price, you may know more than we know. Can you tell me what price you know?"
Comments: This method is the counter-question method in the negotiation, mainly to understand the psychological price of the customer. We respond according to his price. Some of the customers themselves say that the preferential margin is generally outrageous. Laughing and said: "Just kidding, this car has never had this price no matter where it is." Note that the tone should be harder and more convincing. Then the customer may say: XX4S shop gives him a discount to the price.
This is the sales consultant to answer him: "This car everyone discount 5,000 on a place to give you a discount of 20,000 you dare?" Can mention that some time ago that sales scammed tens of millions of ran. Scare to scare customers, then sit down and negotiate in detail. Of course, it can be said that there may be traps when the price concessions are too outrageous. For example, the vehicle is a stock car, it is a test drive, a demonstration car, a soaking car, etc. Of course, the performance must be true, the language should be firm, and the attitude must be Friendly, the tone should be peaceful!
Step by step
Speech guidance: "Big brother, are you sure that this car is? You look good, this is the best car sold since the car was listed! You see (here to see the configuration for customers) the current car price is 14.98 million, now discount 8000!" If the customer asks if he can still offer, he will tell him: "Big brother, I will tell you the truth, our car price has always been very stable. As a car owner, you definitely want the more favorable the better. But as a car buyer, you don't want to buy a new car just like some brands continue to fall in price? Like a former customer, he and his friend bought a car last year, when his friend bought a car discount 1w, and now his friend The car has been folded 2w, and his car has not been priced, don't be too happy."
Comments: First determine the model with the customer, set the color of the model configuration, let's talk about the price, if the models are not sure, the discount is useless, and then determine with the customer whether the day can pay the deposit, then negotiate specific preferential measures, and strive for In the process of determining the model, let the customer trust themselves, so that the price negotiation will be easier and at the same time, it should be explained from the perspective of the vehicle's value preservation, so that the customer feels the value for money!
Price negotiation summary
In general, it is generally the case that the customer is divided into three steps:
The first step: Do not answer the customer positively, and avoid further entanglement of the price issue.
Step 2: Introduce customers to other topics for demand analysis.
Step 3: Try the deal directly for customers who have a clear need.
In addition to these, we try not to give the initiative to the customer. When you give the initiative to the customer, he may ask for the price.
In fact, some customers have no bottom in their hearts, and they don’t know whether they like this car or not. They just use the offer as a mantra. What's important is that we have to try to take the customer through the process and thoroughly analyze the needs to talk about the price. You can let the customer sit down, pour the glass of water, ask for the car purchase demand, determine the car purchase date is the first step, and it is meaningless to talk about the price directly.
Even if you have the advantage of price, you bought it, do you think his later satisfaction will be high (satisfaction assessment)? Then you are selling the price of the product, not yours! Even if it succeeds, it will fail. The key is to let customers recognize you, trust you, and feel safe, comfortable and comfortable with your car.