2020年你一定能用上的王牌汽车销售话术

You will be able to use the ace car sales in 2020.

1、什么样的客户不太可能买车？

同时出现这些行为的客户不太可能买车：

（1）东张西望到处溜达

（2）对价格不敏感，装做不差钱

（3）说话中出现较多的专业名词或术语

（4）不表现出对特定车型的喜好

（5）只在车子周围转而不触碰车子任何部位

（6）不太配合销售员互动邀请

（7）目光不敢直视销售员

（8）回应需求询问时含糊躲闪

（9）没耐心听产品介绍。

2、哪些客户可能会买车？

出现这些行为的来店客户十有八九会买车：

（1）询问优惠政策的具体内容；

（2）在洽谈桌上洽谈20分钟以上；

（3）在座椅上体验车辆空间；

（4）多次试探销售价格底限；

（5）愿意接受销售员提供的服务；

（6）主动索要销售顾问的联系方式；

（7）与销售员斤斤计较的讨价还价；

（8）两个人以上同时来店；

（9）来店2次以上。

3、客户爱挑产品毛病怎么办？

当客户抱怨产品的时候，销售员不要着急，但要在心里面有个清醒的认识，客户之所以有抱怨，在很大程度上是因为他的心里有一个作为参照标准的满意产品。如果没有一个作为参照标准的产品，那么就无法判断什么是好产品，什么是差的产品了。

当实际的产品与参照产品有差距时，客户就会抱怨。所以，聪明的销售员要善于摸清客户的参照产品，尽量降低客户的期望，从而把抱怨消灭在预防阶段。

示例

销售员：大哥，您原来开的是什么车呢？

客户：我原来帮老板开车的，开老板的奥迪A6。

销售员：豪华车型呀，那我不能给您试乘试驾了。

客户：为什么？

销售员：您开惯了几十万的车，我们这车才十几万，您会挑我们毛病的。

客户：我知道一分钱一分货的，我保证不挑你们产品的毛病。

于是，试乘试驾过程中，客户一句挑剔话都没讲，满意度比较高。

4、如何给产品卖个好价格？

急于出售的产品总是卖不起价，甚至要赔本做买卖。比如，印度卡纳塔克邦家庭总是急于把女儿嫁出去，平均每个新娘的嫁妆相当于新娘家庭6年的收入，一般要50致100万卢比（1980年）。

同样，销售员在销售产品时，如果急于求成，就容易在价格谈判时处于被动，如果显得产品紧俏，不愁卖，那样反倒可以卖个好价钱。

会卖高价车的高手，会在客人挑到满意的车型后说：您真是好眼力，挑到一款我们目前最畅销的车型，开在路上肯定让您神清气爽，停在小区都令人羡慕。这是刚上市的新款，卖的比较好，只剩下最后两辆现车了。

客户问：这车卖多少钱？

销售员回答：这个款式的车型比较紧俏，价格有点贵。

客户问：有优惠吗？

销售顾问说：优惠？这么紧俏的车型，不加价就已经算不错了。

之后，客人愿意花高价买下它的可能性就更高。

5、如何快速拉近与客户的关系？

深圳恒永业汽车4S店有一个销售员很厉害，她有一种能力，能和每一个她接待过的客户之间找到5个以上的共同点，她发现，只要和客户有5个共同点之后，就能让客户接受她，而且能建立起较好的信任关系，在这种关系基础之上销售的车子，价格都要比别人高，而且客户还非常满意。

比如，当客户说他是湖南人时，它就会这样子说：大哥是湖南人呀，哎呀，真是有缘呀，我男朋友也是湖南人呢。湖南人做事很认真，很勤奋的。

客户听了这话，心里自然是美滋滋的。

6、如何防止在价格谈判中客户没耐心？

聪明的销售顾问应该问客户三个问题：

1）您喜欢这车子吧？

2）如果价格合适你会买这个车子吧？

3）您希望获得更多的优惠吧？

如果客户都给了肯定的回答，那么接下来就要告诉他：请给我1到2个小时，让我去帮您争取。

如果客户答应了，销售顾问也就获得了1到2个小时慢慢折腾客户的时间。

7、如何让客户购买高价高配车型？

王先生去买车，在看车时，美女销售员问：王先生是做什么的呀？

王先生说：我是做培训的，培训师。

销售员两眼放光：培训师，哇！很有钱的！我们公司请过好几个培训师给我们讲课，讲一天课收2万块，而且他们自己说都开的是30多万的车子。

王先生后来就买了辆36万的车子。

8、业绩不好的原因都跟睡觉有关吗？

一没关系，像寡妇睡觉，上面没人；

二不稳定，像妓女睡觉，上面老换人；

三不团结，像和老婆睡觉，自已人搞自已人；

四没经验，像初恋的情侣睡觉，总找不到关键敏感点；

五没能力，像太监和老婆睡觉，心有余而力不足！

9、傻瓜都会用的卖高价车方法

在销售过程中，销售员在价格谈判时一让再让，不仅不会得到客户的信任和满足，反而会更加得寸进尺。因为喊贵是每一个消费者共有的习惯性行为。一部车子，喊19万嫌贵，喊16万嫌贵，喊11万还是嫌贵。

既然无论如何都被客户嫌贵，为何不只喊19万？如果他真喜欢这车子，只要销售员HOLD住了，该买的，最终还是要买。

此方法适合没有竞争对手的情况下实施，比如在县一级市场，只有一家4S店的情况下。

10、怎么把展厅的样车卖掉？

销售高手是这么说的：老板，我跟您说实话吧。展厅的车辆就像是我们店的面子，是形象代表。先生您也是做生意的，不是好的东西您也不会拿得出手给别人看吧？买家具的人，懂行的都会直接要样品而不要仓库的，能做样品的绝对是好东西。所以您刚好能买到一部我们展厅的车，其实是赚大啦！

11、春节前如何让客户决定买车？

春节前推荐销售话术，如果客户暂时不买车，可以说：大哥，我看您就是一个爽快的人，怎么一下子打退堂鼓了呢？如果您今天没有定下来的话，相信您春节的生活还是会和去年一样，没有什么变化。如果您买车了，您的春节一定会与众不同，也许您就可以和家人一起开着车走亲访友，其乐融融了，是吧。您喜欢那种颜色呢？

12、男女汽车销售顾问能力培养侧重点有何不同？

在展厅销售中，男性销售员和女性销售员的侧重点是各有差异的，一般来说，男性销售员应该注重提高在客户心目中的可信度，可以通过提高专业力获得提升。女性销售员应该注重提高在客户心目中的可亲度，可以通过与客户培养良好关系获得提升。

You will be able to use the ace car sales in 2020.

1. What kind of customers are not likely to buy a car?

Customers who have these behaviors at the same time are less likely to buy a car:

(1) Looking around and looking around

(2) is not sensitive to price, pretend not bad money

(3) There are more professional terms or terms in the speech.

(4) Does not show preference for a particular model

(5) Only turn around the car without touching any part of the car

(6) Not very suitable for salesperson interaction invitation

(7) gaze not to look directly at the salesperson

(8) vague dodge in response to a demand inquiry

(9) I have no patience to listen to the product introduction.

2. Which customers might buy a car?

Inbound customers who have these behaviors will buy a car in all likelihood:

(1) Ask the specific content of the preferential policy;

(2) Negotiate at the negotiation table for more than 20 minutes;

(3) Experience the vehicle space on the seat;

(4) multiple trials of the sales price floor;

(5) Willing to accept the services provided by the salesperson;

(6) Proactively request the contact information of the sales consultant;

(7) Bargaining with the salesperson;

(8) Two people or more come to the store at the same time;

(9) Come to the store more than 2 times.

3. What should customers do if they love to pick up a product?

When the customer complains about the product, the salesperson should not worry, but there must be a clear understanding in the heart. The reason why the customer complains is largely because his heart has a satisfactory product as a reference standard. If there is no product as a reference standard, then it is impossible to judge what is a good product and what is a bad product.

When there is a gap between the actual product and the reference product, the customer complains. Therefore, smart salesmen should be good at understanding the customer's reference products, try to reduce the customer's expectations, and thus eliminate the complaints in the prevention stage.

Example

Salesperson: "Big Brother, what car did you originally drive?"

Customer: "I used to drive the boss and open the boss's Audi A6."

Salesperson: "Luxury models, then I can't give you a test drive."

Customer: "Why?"

Salesperson: "You are used to hundreds of thousands of cars, we only have hundreds of thousands of cars, you will pick us up."

Customer: "I know that if I pay for a penny, I promise not to pick the fault of your product."

Therefore, during the test drive, the customer did not speak a critical word, and the satisfaction was relatively high.

4. How to sell a good price for the product?

Products that are eager to sell always sell for no price, and even lose money to buy and sell. For example, families in Karnataka, India are always eager to marry their daughters. On average, each bride's dowry is equivalent to six years of income from the bride's family, usually 50 to 1 million rupees (1980).

Similarly, when a salesperson sells a product, if he is eager to make a profit, it is easy to be passive in the price negotiation. If the product appears to be tight and not sold, it can sell a good price.

The master who will sell high-priced cars will say after the customer picks the satisfactory model: "You are really good eyesight, picking one of our best-selling models at the moment, and driving on the road will definitely make you feel refreshed and park in the community. Enviable. This is a new model that has just been listed. It sells better, leaving only the last two cars."

The customer asked: "How much does this car sell?"

The salesperson replied: "The model of this model is quite tight and the price is a bit expensive."

The customer asked: "Is there a discount?"

The sales consultant said: "Private? Such a tight model, it is not bad without price increase."

After that, the possibility that guests are willing to pay for it at a higher price is even higher.

5. How to quickly close the relationship with customers?

Shenzhen Hengyongye Automobile 4S shop has a salesperson who is very powerful. She has the ability to find more than 5 common points with each customer she has received. She found that she only has 5 things in common with the customer. The customer can accept her, and can establish a good trust relationship. The car sold on the basis of this relationship is more expensive than others, and the customer is very satisfied.

For example, when the customer said that he is from Hunan, it would say: "Big brother is a Hunan native, oh yeah, it really has a fate. My boyfriend is also a Hunanese. The Hunan people are very serious and diligent."

When the customer listened to this, my heart was naturally beautiful.

6. How to prevent customers from being impatient in price negotiations?

A smart sales consultant should ask the customer three questions:

1) Do you like this car?

2) If the price is right, would you buy this car?

3) Do you want to get more offers?

If the customer gives a positive answer, then he will tell him: "Please give me 1 to 2 hours, let me help you."

If the customer agrees, the sales consultant will get 1 to 2 hours to slowly toss the customer.

7. How to let customers buy high-priced and high-priced models?

Mr. Wang went to buy a car. When looking at the car, the beauty salesman asked: "What is Mr. Wang doing?"

Mr. Wang said: "I am training, trainer."

The salesman's eyes are shining: "Trainer, wow! Very rich! Our company has asked several trainers to give us lectures, and we have to pay 20,000 yuan a day, and they say that they all open more than 300,000. The car."

Mr. Wang later bought a 360,000 car.

8. Are the reasons for poor performance related to sleep?

It doesn't matter, like a widow sleeping, no one above;

Second, unstable, like a prostitute sleeping, the old substitutions;

The three are not united, like sleeping with their wives, and they are self-employed;

Four have no experience, like a first love couple sleeping, there is always no key sensitive point;

Five have no ability, like the eunuch and his wife sleeping, the heart is not enough!

9, fools will use the method of selling high-priced cars

In the sales process, the salesperson will let the price negotiation, not only will not get the trust and satisfaction of the customer, but will be even more impressive. Because shouting is a habitual behavior shared by every consumer. A car, shouting 190,000 is too expensive, shouting 160,000 is too expensive, shouting 110,000 is still too expensive.

Since it is too expensive for customers anyway, why not just call 190,000? If he really likes this car, as long as the salesperson HOLD lives, the one that he bought will eventually buy.

This method is suitable for implementation without competitors, such as in the case of a county-level market, with only one 4S store.

10. How to sell the prototype car in the exhibition hall?

The sales master said this: "Boss, I will tell you the truth. The vehicle in the exhibition hall is like the face of our store. It is the image representative. You are also doing business, not good things, you will not get it. Show it to others? People who buy furniture, who know how to do it, will have samples directly instead of warehouses. It is definitely a good thing to be able to make samples. So you can just buy a car in our showroom, which is actually making a big profit!"

11. How to let customers decide to buy a car before the Spring Festival?

Recommended sales before the Spring Festival, if the customer does not buy a car for the time being, you can say: "Big brother, I see you are a refreshing person, how can you retreat at once? If you have not settled today, I believe that your life in the Spring Festival is still It will be the same as last year, and there is no change. If you buy a car, your Spring Festival will definitely be different. Maybe you can drive with your family and visit friends and friends. It’s fun, yes. You like that color. What?"

12. What is the difference between the male and female car sales consultants' ability training?

In the sales of exhibition halls, the focus of male salesmen and female salesmen is different. Generally speaking, male salesmen should focus on improving the credibility in the eyes of customers, and can be improved by improving professionalism. Female salespeople should focus on improving the affinities in the minds of customers, and can be improved by fostering good relationships with customers.