3月汽车销售扫街(外拓)话术技巧(精华版)

3月汽车销售扫街(外拓)话术技巧(精华版)
2021年08月17日10:57:55 0 891

3月汽车销售扫街(外拓)话术技巧(精华版)

March car sales sweeping the street (external extension) speech skills (exquisite version)

2019年一季度快结束了。时间过的太快了,好像年后汽车市场还没有热起来,周末的活动到店客流也不高,车展人气也不旺,怎么回事?

许多销售员发出感慨:这个节奏和去年很像啊,感觉还没有去年好!每家4S店的压力都蛮大,除了豪华车BBA还稍微好一点,大部分中低档品牌都可以是热锅上的蚂蚁,备受煎熬。

车展失灵,店铺活动无人问津,归根结底是以前的市场好做,如今市场负增长,大河缺水,小河干涸,很多店面临亏损的危险,怎么办?

许多汽车品牌祭出人海战术,决战终端,贴近社区,大力开展外展外拓,有些店还给销售顾问制定了外拓的客户线索,销售顾问压力大,许多销售粉丝留言本号,让小编收集整理一些关于外拓的资料,于是小编就赶紧为大家奉上,希望对大家有一定的帮助。

一、外拓注意事项

1、寻找针对的目标商铺和客群质量。

卖奔驰宝马的销售员,科技园,医院,高端小区里多跑跑,这里人群收入高;卖大众别克的销售员学校,政府事业机构多跑跑,这里人随大流;卖国产经济型的销售员,各大批发市场,菜市场,经济型社区都可以跑跑。一定要找对人群才可以,不要盲目去外拓。

2、针对某种行业先思考如何推荐。

把见面推荐的话术先想好,去批发市场,还是去工厂,还是学校?话术都是不一样的,提前要精心策划好,要对答如流。

3、在合适的时间与客户打招呼或介绍推荐。

对方在忙,或者在和别人交流,你就不要去打断别人,要在旁边等一等,等别人闲下来,再进行交流。

4、一定要保持微笑给客户亲切感不会受到拒绝。

微笑是最具有性价比的营销表情,不要钱,效果也非常好,一定不要吝啬自己的微笑,给对方传达阳光的形象。

5、自信、大方、谈吐清晰给客户留下好的印象。

谈吐,交流一定要热情,要让潜客觉得你的产品是可信的,靠得住的,质量过关的,没有后顾之忧的,客户才有好印象,可以有广告词的意思,但是不能太夸张了,牛不要吹太大,吹大了就爆了,对方要是行家,你就等于班门弄斧了。

二、外拓基本技巧

1、接近客户的办法:

进门(见面)时说:您好,打扰一下,我是XXXX4S汽车销售服务有限公司的,我们的新款XXX刚上市,性价比和评价都很高,想给您简单介绍下,您看可以么?客户一般都不会说不,接下来我们就要以对我们的产品进行介绍和询问他的意向是什么,针对他所属的行业和经济实力来推荐我们的车。

或者说:老板(或者先生、小姐)我是XXXX的销售顾问某某,为了进一步让您了解我们公司现在的产品,公司特地派我来为您这样有名望的老板服务,请问能够耽搁您几分钟的时间吗?以此打开话题,进行拜访。

2、客户反应价格高:

你们的车太贵了,人家的车比你的便宜多了!客户认为车价格高,很多时候是因为没有选对参照物,因为价格高都是相对的。先让客户讲,看看他之所以认为我们的价格高,是在与哪个品牌的汽车进行比较,如果客户拿我们大品牌与小品牌的车相比,就应向客户说明两者的价格是不能相提并论的,因为品牌的知名度和市场定位都不一样。

把本企业产品和竞品的各种优劣势进行详细比较,用数据(C-NCAP测试等)、证书等直观的方式,从企业的状况和产品的定位、质量等方面向客户说明。告诉客户我们的价格产品背后,有着优于竞争对手的完善的服务体系,也是后期使用和维护的重要保障。

注意:不要蓄意攻击竞品:在客户面前切忌为了说明我方产品好而有意攻击竞品,这样很容易引起客户的反感。一定要拿数据和事实说服客户。

对比技巧:

评价竞品的时候,先说优点后说缺点;

评价自己的时候,先说缺点后说优点。

三、当客户声明买不起时

我们没钱,买不起你们的车啊。

首先要分清客户说此话的真正目的,然后分别应对。

(1)对于真没钱的客户,我们只能做以宣传。

(2)对于假没钱的客户,先目测加旁敲侧击,估算出其资金实力和利润;然后推荐金融政策,给客户宣导按揭购车的潮流,十个购车九个贷,不贷款而用全款是不会理财。然后为客户介绍其它购买者的使用(驾驶)感受;最后一定要强调车的重要性,点击客户的痛点。

四、客户如果说我们先看看再说吧

可以说:那好呀,既然看您可以先到我们展厅看一下,这样您了解的更直观一些,也知道我对您说的是不是真的,您明天有时间吗?好的机遇是不等人的,您可要把握好呀。

五、客户如果说暂时不考虑

可以说:没关系,以前我们有的客户买车的时候也没打算买,当时只是说在街上见过,很多人开,但是他们真正的试驾了以后就没开始的那个想法了。计划赶不上变化,如果您试驾过后要是不考虑的话,那么以后您也不会后悔。

六、如何让客户留电话

1、直接索要。在让客户留电话时,我们要传递一个信息给他就是:我们留电话是为了更好的给客户传递信息,而不会去打扰他。

2、利益引诱。送礼品,扫个二维码,加一个微信,也可以嘛!告诉客户我们做活动、帮他介绍客户、建立合作关系等方面的好处。

3、不要勉强留。如果进行了以上几项方面,客户意向还是一点没有,那么就不要再索要下去,否则造成客户的反感。

七、遇到有旧车的潜客

这个时候一定要宣传置换政策,大力宣传现在汽车的智能水平,让客户可以直接体验试驾车,感受智能交互效果,让客户抓紧换新车,同时举例许多换新车的客户,以强化客户的想法,然后趁机留取客户信息。

3月汽车销售扫街(外拓)话术技巧(精华版)  March car sales sweeping the street (external extension) speech skills (exquisite version)


March car sales sweeping the street (external extension) speech skills (exquisite version)

The first quarter of 2019 is almost over. Time passed too fast, it seems that the car market has not heated up after the year, the weekend activities to the store passengers are not high, the auto show is not popular, how is it?

Many salesmen sent a feeling: This rhythm is very similar to last year, I feel that it is not good last year! The pressure of each 4S shop is quite large, except for the luxury car BBA is slightly better, most of the middle and low-end brands can be the ants on the hot pot, suffering.

The auto show failed, and the store activities were unattended. In the final analysis, the previous market was good. Now the market is negative, the river is short of water, the river is dry, and many stores are at risk of losing money. What should I do?

Many car brands have sacrificed people's tactics, decided to fight the terminal, close to the community, and vigorously carry out outreach and extension. Some stores have also set up customer leads for sales consultants. Sales consultants are under great pressure. Many sales fans leave this message number and let small I compiled and compiled some information about the extension, so Xiaobian quickly offered it to everyone and hoped to help everyone.

First, the external extension notes

1. Find the target store and customer group quality.

Mercedes-Benz BMW sales staff, science parks, hospitals, high-end residential areas run more, the population here is high; sales of Buick's sales staff school, government agencies and more running, people here with the flow; selling domestic economy Salesmen, major wholesale markets, vegetable markets, and economic communities can run. Be sure to find the right people, don't blindly go outside.

2. Think about how to recommend for a certain industry.

Think about the recommended words, go to the wholesale market, go to the factory, or school? The words are different, and they must be carefully planned in advance.

3. Say hello to customers or introduce recommendations at the right time.

If the other party is busy, or is communicating with others, you should not interrupt others, wait aside, wait for others to idle, and then communicate.

4, must be smiling to give customers a sense of intimacy will not be rejected.

Smile is the most cost-effective marketing expression, don't want money, the effect is very good, must not lick your own smile, to convey the image of the sun to the other party.

5, self-confidence, generosity, clear talk and leave a good impression on customers.

Talk, communication must be enthusiastic, let the submers feel that your product is credible, reliable, quality, and no worries, customers have a good impression, you can have the meaning of advertising words, but not too exaggerated, Don't blow the cow too big, if it blows big, it will burst. If the other party is a connoisseur, you will be equal to the class door.

Second, the basic skills of extension

1. Approaches to customers:

When entering the door (meeting), I said, "Hello, bother, I am XXXX4S Auto Sales and Service Co., Ltd., our new XXX has just been listed, the price and evaluation are very high. I want to give you a brief introduction. Can you see it? "Customers generally don't say "no", then we will introduce our products and ask him what his intention is, recommend our car for his industry and economic strength.

Or say: "Boss (or Mr., Miss) I am XXXX sales consultant XX, in order to further let you know our company's current products, the company specially sent me to serve your prestigious boss, can you delay Minutes of time?" Open the topic and make a visit.

2, customer response price is high:

"Your car is too expensive, and people's cars are much cheaper than yours!" Customers think that the price of the car is high, and often because there is no choice of reference objects, because "high prices" are relative. Let the customer speak first and see if he thinks our "high price" is compared with which brand of car. If the customer compares our big brand with the small brand car, they should explain the two to the customer. Prices are not comparable, because the brand's popularity and market positioning are different.

Compare the advantages and disadvantages of the company's products and competing products in detail, and use the data (C-NCAP test, etc.), certificates and other intuitive methods to explain to the customer from the status of the company and the positioning and quality of the products. Telling customers behind our price products has a perfect service system that is superior to competitors and an important guarantee for later use and maintenance.

Note: Do not deliberately attack the competing products: in the face of the customer, it is forbidden to attack the competing products in order to explain our products, which is easy to cause customers' dislike. Be sure to convince customers with data and facts.

Comparison skills:

When evaluating competing products, first say the advantages and then say the shortcomings;

When evaluating yourself, let's talk about the disadvantages and say the advantages.

Third, when the customer declares that they cannot afford to buy

"We have no money, we can't afford your car."

First of all, we must distinguish the true purpose of the customer to say this, and then respond separately.

(1) For customers who really have no money, we can only do publicity.

(2) For customers who have no money, first look at the side-click and estimate the financial strength and profit; then recommend the financial policy to guide the customers to the trend of mortgage purchase, ten cars, nine loans, no loans and the full amount It will not manage money. Then introduce the customer to the use (driving) feelings of other buyers; in the end, we must emphasize the importance of the car and click on the customer's pain points.

Fourth, if the customer says "Let's see it first"

It can be said: "Well, since you can see it in our showroom, you can understand it more intuitively. I also know if I am telling you whether it is true or not. Do you have time tomorrow? Good opportunity is not Wait, you have to grasp it."

5. If the customer says "not considering for the time being"

It can be said: "It doesn't matter. Some customers who used to buy a car didn't plan to buy it. They just said that they had seen it on the street. Many people opened it, but they really did not start the idea after they had tested it. Plan Can't keep up with the changes, if you don't think about it after you test drive, then you won't regret it in the future.

How to let customers keep their phone calls

1. Ask for it directly. When letting the customer leave the phone, we have to pass a message to him: We are leaving the phone to better convey information to the customer, and not to bother him.

2. Interest lure. Send a gift, scan a QR code, add a WeChat, you can! Tell customers about the benefits of doing activities, helping them introduce customers, and building partnerships.

3. Don't force yourself to stay. If you have done the above aspects, the customer's intention is still not at all, then don't ask for it again, otherwise it will cause customers' dislike.

Seven, encountering a submarine with old cars

At this time, we must promote the replacement policy, vigorously promote the current level of intelligence of the car, so that customers can directly experience the test drive, feel the intelligent interaction effect, let the customer grasp the new car, and at the same time, many customers who change the car to strengthen the customer's ideas, Then take the opportunity to retain customer information.

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