新人如何做好汽车销售:汽车销售技巧和话术

How do newcomers do a good job in car sales: car sales skills and words

1、了解顾客的背景

了解顾客的背景，包括：顾客的购车经历、顾客的决策行为类型。若顾客已有购车经历，那他在购车方面会有自己的一套见解，而且会对先前的车子有哪些不满的地方，会对新车有苛刻的要求。而顾客的决策行为类型，择判断顾客是否有购买的权利，或者说购买权利的比重的多少。了解清楚之后，方能进行下一步的谈判。

2、建立顾客的舒适感

谈判最忌就是紧绷的谈判氛围，有任何的风吹草动都可能造成谈判的破裂。故汽车销售顾问一定要制造让顾客放送、舒适的氛围，让顾客没有任何心理负担，来敞开心扉谈他自己的真实想法。

3、取得顾客的信任和好感

很多时候，销售不是销售产品，而是销售自己。若汽车销售顾问能够用自己的人格魅力，让顾客对你有好感，信赖你，那你的销售可以说是无往不利的！汽车销售可以从自己的专业度、热情、亲和力等方面来感染顾客，与顾客拉近距离。给自己制造有利谈判条件。

4、关心顾客的需求

当顾客进入你的店面，都是怀着：不要被宰的心理负担来的。汽车销售顾问一定要消除顾客的心理障碍，用实际行动告诉他：我不是要赚你的钱，而是要帮你选择最合适你的车！站在顾客的角度来思考问题，会让汽车销售更能够抓住顾客的心。

汽车销售话术

1、客户第一问：这车多少钱？

这是一个很直接的问题，但是在汽车销售话术中销售员绝对不能简单回答一句多少钱完事。销售员的回答：先生/小姐您好，我们这款车的价格定位比较人性化，都是根据客户的实际情况来配套配置的，所以价格也就会有所不同。然后根据客户情况给出不同配置的报价，切忌一开始就给客户报最低的价格。因为你报出低的价格之后即使配置再好，客户也不愿意再出高的价格。

2、客户第二问：能优惠多少？

这一问题千万不能一下子把公司给你的低价一下子亮出来，汽车销售话术技巧之一就是和客户磨。销售员可以跟客户说：我们这个价格是非常优惠的，并且这个价格还有许多的优惠和赠送的精品。销售价格直接关系到公司和个人佣金的收益，不到万不得已宁可赠送礼品都不要轻易给客户一降再降。

3、客户第三问：还有什么东西送？

做汽车销售的人都明白公司是有很多的附带精品赠送给客户的，但也不是随便送。在能说服客户的情况下尽量不要给客户额外赠送其他的礼品，因为礼品也需要成本，赠送礼品就等于在减少自己的佣金。在汽车销售话术中可以跟客户说：我们已经赠送您很多的礼品了，在这个价格上再送的话我们会亏损很难向公司交代的。遇到坚持要送东西的客户时，一定要跟客户说我帮您向上级申请让客户感觉到这个礼品确实有价值以及你帮了他。

4、客户第四问：怎么比网上的价格贵这么多？

这个问题在汽车销售话术中是一个很好回答的问题，汽车销售员在回答时首先要肯定客户。可以说：嗯、我们的价格确实比网上略高了一点，但您也知道网上的东西都比较虚拟，您也不敢直接就在网上买辆汽车对吧?况且我们这个价格的配置和服务在网上也是没有的，所以这个配置和售后的服务对于这个价格是不贵的。

5、客户第五问：痛快点，这车多少钱卖？

客户说到这个份上了说明他是真的想买这台车，汽车销售话术就是不能和客户痛快。应该和客户周旋说明这个价格的优势，如果客户坚决要哪个价格才肯买则可以在附加赠送的礼品和售后服务中减少。

6、客户第六问：什么时候车能降价？

这时的客户是处于一个观望的阶段，也就是他是很想要这台车但只是觉得价格不合适的。销售员一定不能随便回客户时间或者不知道就完事，而是抓住他想要这台车的优势再次攻击客户。在汽车销售话术中可以说：这款车在市场上很受欢迎，近期都很难有降价的空间，况且在这个价格的基础上我们赠送的附加礼品也等于降了很多。

7、客户第七问：那我回去考虑一下

聪明的汽车销售员都明白这是客户在给销售员暗示他就想要这台车，销售员千万不能就这样放客户走。汽车销售话术技巧中可以抓住客户的心理：请问您是不是还有哪些方面的顾虑呢？有什么疑问我可以帮您解答。 站在客户的角度帮客户分析，把他所有顾虑打消。

一笔交易是否成功是汽车销售话术质量高低最直接的证据，优秀汽车销售员的汽车销售话术总是时时围绕着客户。为客户解答所有的疑问，以及在汽车销售话术中把客户的需求最大化。有时候做汽车销售成功不在于有多少才能，而在于销售员的那份汽车销售话术是不是迎合着客户。

How do newcomers do a good job in car sales: car sales skills and words

1. Understand the background of the customer

Understand the customer's background, including: the customer's car experience, the type of customer's decision-making behavior. If the customer has a car buying experience, he will have his own set of opinions on the car purchase, and there will be harsh requirements for the new car if there is any dissatisfaction with the previous car. The type of customer's decision-making behavior, choose whether to judge whether the customer has the right to purchase, or the proportion of the right to purchase. Once you understand it, you can proceed to the next negotiation.

2. Establish customer comfort

The most taboo negotiation is the tight negotiation atmosphere. Any turmoil may cause the negotiations to break down. Therefore, the car sales consultant must create an atmosphere that allows customers to deliver and comfort, so that the customer does not have any psychological burden, and openly talk about his own real thoughts.

3, to obtain customer trust and goodwill

Many times, sales are not selling products, but selling themselves. If the car sales consultant can use his personality charm, let the customer have a good impression on you, trust you, then your sales can be said to be unfavorable! Car sales can infect customers from their professionalism, enthusiasm, affinity, etc., and draw closer to customers. Make favorable negotiation conditions for yourself.

4, care about customer needs

When customers enter your store, they are all carrying: don't be burdened by the psychological burden of slaughter. The car sales consultant must eliminate the psychological barriers of the customer and tell him with practical actions: I am not trying to earn your money, but to help you choose the car that suits you best! Thinking about the problem from the perspective of the customer will make the car sales more able to grasp the customer's heart.

Car sales speech

1. The first question from the customer: How much is this car?

This is a very straightforward question, but in a car sales speech, the salesperson can't simply answer a question. Salesperson's answer: "Mr./Miss Hello, our car's price positioning is more user-friendly, it is configured according to the customer's actual situation, so the price will be different." Then according to customer situation For quotes of different configurations, it is forbidden to quote the lowest price to the customer from the beginning. Because even if you report a low price, even if the configuration is good, the customer is not willing to pay a higher price.

2. Customer's second question: How much can I offer?

This problem must not be revealed at once by the low price that the company gives you. One of the skills of car sales is to grind with customers. The salesperson can tell the customer: Our price is very favorable, and there are many discounts and gifts in this price. The sales price is directly related to the income of the company and personal commissions. It is better not to give gifts to customers than to drop them.

3, the customer's third question: What else to send?

People who do car sales understand that the company has a lot of accompanying products to give to customers, but it is not free to send. In the case of convincing customers, try not to give customers extra gifts, because gifts also cost, giving gifts is equivalent to reducing their commission. In the car sales speech, we can tell the customer: We have already given you a lot of gifts. If we send it at this price, we will lose money and it is difficult to explain to the company. When you meet a customer who insists on sending something, you must tell the customer that I will help you to apply to the superior to let the customer feel that the gift is indeed valuable and that you helped him.

4, the customer's fourth question: how much more expensive than the online price?

This problem is a very good question in the car sales speech, the car salesman must first affirm the customer when answering. It can be said: Well, our price is indeed a little higher than the online, but you also know that the online things are more virtual, you don't dare to buy a car directly on the Internet, right? And our price configuration and service is There is no online, so this configuration and after-sales service is not expensive for this price.

5, the customer's fifth question: Hurry, how much is this car sold?

The customer said that this is a statement that he really wants to buy this car. The car sales speech can't be happy with the customer. It should be explained with the customer about the advantage of this price. If the customer insists on which price to buy, it can be reduced in the gift and after-sale service.

6, the customer sixth question: When can the car price cut?

At this time, the customer is in a wait-and-see stage, that is, he really wants this car but just thinks the price is not suitable. The salesperson must not be able to return to the customer's time or not knowing what to do, but to seize the advantage of the car he wants to attack the customer again. In the car sales speech, it can be said that this car is very popular in the market, it is difficult to have room for price reduction in the near future, and on the basis of this price, the additional gifts we give are also reduced a lot.

7. Customer's seventh question: Then I will go back and think about it.

The clever car salesman understands that this is the customer who hints to the salesperson that he wants the car, and the salesperson must not let the customer go. Car sales skills can capture the customer's psychology: "Do you have any concerns? I have any questions I can help you answer." From the customer's point of view to help customers analyze, all his concerns are dispelled .

The success of a transaction is the most direct evidence of the quality of the car sales. The car salesman of an excellent car salesman always surrounds the customer. Answer all questions for the customer and maximize the customer's needs in the car sales speech. Sometimes the success of car sales does not lie in how much talent, but in the salesman's car sales speech is not to cater to customers.