汽车顾问必学的汽车销售话术

Car consultant must learn the car sales speech

1.当顾客说他要考虑一下时，我们该怎么说？

   先生(女士)，请问您在考虑价格问题还是车型性能问题呢？如果是性能，我们之前也对比过其他几个车型了，这个车型最适合您。如果是价格，今天是本店优惠日，机会难得。

   2.你别管我看没看过，你就报个底价得了，比人家便宜我就马上买

   噢，看来您是一个挺爽快的人，同时我也相信您应该也在别的地方也有了解过这款车的了，不然你不会说今天就可以马上买的了，价格方面既然您已经看过了，都差不多的了，别的店能做到的我们店也一样可以做到，所以我相信只要你车型看好了，价格方面大家坐下来谈谈。再者，买一辆车我相信您关注的不仅仅是价格问题，应该还有其他方面，比如说售后服务，保险理赔等，我相信让我介绍完，我公司一些特色服务后你一定会感到满意的。

   3.在临成交的时候，顾客往往会忽然说：你再送我**、**、**我就马上买 

   这车价平常我们都是不送东西的，今天我们搞活动才破例送出这么多东西啊，最优惠的时机都不买的话，那下次您过来，我们这边再也送不出这么多东西了。如果车型就选择最优惠的时机定下来嘛。不要让一两个**、**、**而影响您用车的时间嘛！

 4.避震差，过减速带很不舒服

   您提的这个问题非常好，看来您对我们的车感受还是蛮深的。XX车的避震是比较硬，但不叫差，因为避震的舒适与否和车子的操控性能好坏是成反比的。XX车是注重操控性的，所以避震较硬过减速带时显得比较颠簸，但车子的加速过弯和车身的平稳是非常好的，行驶稳定、路感清晰，不易晕车，您试一下看看感觉是不。

   5.XX车降价幅度小

   作为买车的人，您肯定想越优惠越好，但作为一个车主，您愿不愿意看到自己的车一路狂降？我们车子价格较为稳定，其实是对消费者负责任，同时也让你们增强购买的信心。另一个原因这与厂家的市场营销观念有关，有些厂家是把返利让给经销商，由经销商把控价格，当经销商销售出现压力时就会大幅度调价，从而吸引消费者；而XX厂家是直接把利益让给客户，我们经销商无法调整价格。

   6.全系列的车都会有刹车异响的情况存在

   您是指车子在起步放刹车或行进当中踩刹车时发出的声音吧，这是一个非常健康的声音，如果有响声的话那恭喜您，这是一台新车，没有给人家开过的。刹车碟和刹车片有一个相互磨合的时间，新车由于刹车碟和刹车片表面未处于磨合好的状态，所以才会产生响声，当车子过了磨合期后，响声会逐渐减小。我的一些车主都会挑车，他们在试车的时候专门挑有刹车声音的车，然后再看发动机的。

   7.你们找的银行按揭利息太高，我自己找

   在我司办理按揭是通过中介公司来办理的，现在银行都不直接对客户的了，利息方面是全国统一的，不会因是我司找的银行利息就会高点这个您可以放心您在哪个银行都可以问到的。您要自己找按揭公司也可以，但按揭这个过程很烦琐，会浪费您很多保贵的时间，您看您是做生意的，一天都不知多忙，再让这些琐碎的事情烦着您不是影响您谈生意吗？而且我司收取的手续费，已经包含了按揭的本金与手续费，费用不高就可以帮您把事情都给办妥。让您省心又省力。

Car consultant must learn the car sales speech

1. What should we say when a customer says he wants to think about it?

   Mr. (Ms.), are you considering price issues or vehicle performance issues? If it is performance, we have compared several other models before, this model is best for you. If it is the price, today is our discount day, the opportunity is rare.

   2. Don't worry if I haven't seen it, you will get a reserve price. If you are cheaper than others, I will buy it immediately.

   Hey, it seems that you are a very refreshing person, and I also believe that you should have already learned about this car in other places, otherwise you will not say that you can buy it right away today, since the price is already I have seen it, it’s almost the same. We can do the same in other stores, so I believe that as long as your model is optimistic, everyone will sit down and talk about the price. In addition, I believe that you are not only concerned about the price of the car, but also other aspects, such as after-sales service, insurance claims, etc. I believe that after I introduce it, you will definitely feel after some special services of our company. satisfied.

   3. At the time of the transaction, the customer often suddenly said: You will send me **, **, ** I will buy it immediately...

   This car price is usually not sent by us. Today, we engage in activities to make such a large number of cases. If the best time is not to buy, then next time you come over, we can’t send so many things here. It is. If the model chooses the best time to set it down. Don't let one or two **, **, ** affect your car time!

 4. The shock is poor, the speed bump is very uncomfortable

   The question you asked is very good. It seems that you feel very deep about our car. The shock of the XX car is relatively hard, but it is not bad, because the comfort of the shock is inversely proportional to the control performance of the car. XX car is focused on handling, so the shock is harder than the speed bump, but the acceleration of the car and the stability of the car is very good, stable driving, clear road, not easy to motion sickness, you try See if it feels no.

   5.XX car price reduction is small

   As a car buyer, you definitely want the more favorable the better, but as a car owner, would you like to see your car go down the road? Our car price is relatively stable, in fact, it is responsible for consumers, but also allows you to enhance the confidence of buying. Another reason is related to the manufacturer's marketing concept. Some manufacturers give rebates to dealers, and dealers control prices. When dealers sell pressure, they will adjust prices significantly, thus attracting consumers; and XX manufacturers It is to directly give the benefits to customers, our dealers can not adjust the price.

   6. All series of cars will have abnormal brakes.

   You mean the sound that the car makes when you step on the brakes or when you step on the brakes. This is a very healthy sound. If there is a noise, congratulations, this is a new car, not opened to others. The brake disc and the brake pad have a mutual running time. The new car will not produce a sound because the brake disc and the brake pad surface are not in the running state. When the car passes the running-in period, the sound will gradually decrease. Some of my car owners will pick up the car. They will pick the car with the brake sound when they test the car, and then look at the engine.

   7. The bank mortgage interest you are looking for is too high, I am looking for it myself.

   In our company, the mortgage is handled through an intermediary company. Now the bank is not directly related to the customer. The interest is unified nationwide. It will not be because the bank interest that our company is looking for will be higher. You can rest assured that you are Which bank can ask. You can find a mortgage company yourself, but the mortgage process is very cumbersome and will waste you a lot of valuable time. You see that you are doing business, and you don’t know how busy you are, and letting these trivial things bother you does not affect you. Talking about business? Moreover, the handling fee charged by our company already includes the principal and handling fee of the mortgage. If the fee is not high, it can help you get things done. Let you worry and save effort.