太6了!汽车销售话术中的神奇问答!

Too 6! The magic question and answer in the car sales speech!

小编最近听做销售的朋友说现在的客户

越来越难对付了

绝大多数客户在和我们联系之前

都会自己先上网去查看信息

他们不仅查看产品配置

还查看产品价格，老用户评价等信息

经常问出很多刁钻的问题

正所谓上有政策，下有对策

一起去看看他们是怎么应对各种客户的吧

1

提出异议：

我感觉你们这款车的内饰做工比较粗糙。

神奇回答：

哥，看来您是一位非常细心的人。您这个问题之前也有客户问过的，不知道您平时在休闲场合的时间多一些还是商务场合的时间多一些呢？

提出异议：

都差不多吧。

神奇回答：

那么在进行运动休闲的时候您觉得是穿西服合适还是穿牛仔比较合适呢？

提出异议：

肯定是穿牛仔比较合适。

神奇回答：

这就对了，在我们品牌的定位中强调的是运动和操控，我们的品牌理念就是悦享纯粹驾驶乐趣。作为一款运动型的豪华轿车肯定和其他注重商务诉求的车型是不一样的。好车是用来开的嘛，所以我们更强调的是驾驶和运动。一款以运动为最大亮点的产品，如果把内饰做成一款定位为商务的产品一样，是不是很不搭调呢？

2

提出异议：

你们的车子空间确实非常大，钢板也很厚实，那一定很费油吧？

神奇回答：

关于这个问题，我们这样来看吧。其实，油耗高低的影响因素是多方面的，除了车子的本身自重外，驾驶员平时的驾驶习惯，也影响着油耗。再从技术角度来看，我们这款车选用的是1.5L的全铝发动机，这款发动机是出了名的节油，所以油耗方面您不用担心，我的很多客户反映说，在市区路况下，油耗也就7升上下。所以，只要您不是那种马路杀手级别的，开车的时候不要总是急刹车急加速，油耗高不到哪里去的，8升封顶了。

3

提出异议：

你别管我看没看过，你就报个底价得了，比别人家便宜我就马上买。

神奇回答：

噢，看来您真是一个挺爽快的人，同时我也相信您应该在别的地方了解过这款车的了，不然你不会说今天就可以马上买的。价格方面都好商量的，既然您已经看过了，都差不多的啦，别的店能做到的我们店也一样可以做到，更何况我们店比较偏僻，经营成本也比其他店要低一些，价格方面会比别人便宜一我相信只要你车型都看好了，您就先到店里来呗。价格嘛，总是需要大家心平气和的商量的，不见个面，连您和我之间长个啥样都不知道呢，我随便说个价格您也就相信吗？您要是相信的话，我就随便报个价格给您了，可是这对您不够负责吧，您说是不是呢？再者，买一辆车我相信您关注的不仅仅是价格问题吧，应该还有其他方面，比如说售后服务，保险理赔等，买个车子比买个房子还要复杂呢，您要是真有诚意的话，就先来店里吧。我们卖车没有最低价的，只有最合适您的价格，但是需要您自己来争取，只要您来了，我也尽全力帮助您一块去争取。

4

提出异议：

我还是再考虑一下吧。

神奇回答：

大哥，是不是小妹我哪里没有讲清楚呢？还是我哪里做得不够好？您可以告诉我一下吗？大哥，之前我一直都觉得您是一个爽快的人，如果您今天定不下来的话，相信您明天的生活和今天还是一样的，不太会有什么变化。如果您今天做出决定了，您的明天一定会与众不同，也许您就可以和家人或朋友一起商量下周的旅游活动了，是吧。您再想一想，当您开着这款车子经过小区大门时，保安尊敬的给您开门，心情舒畅的上下班，您接待的客人坐在车里赞不绝口，而且一定会觉得您的实力令人刮目相看，尤其是一脚油门下去之后带来的那种过瘾的感觉，闭上眼睛想一想都觉得开心。就这款矿石白车身的，我觉得和您的气质非常般配，建议您再回车上坐坐试一试？

5

提出异议：

这车子的车身那么大，排量只有1.6L，动力行不行？

神奇回答：

老板，从您问的问题，可以看出您是一个经常开车而且对车很了解的人。其实这款车刚出来的时候，我也有过这样的担心，到后来我试过了之后，这个担心就完全消失了。因为有时候我们公司的员工出去办事，由于车不够用，挤挤坐6个人还开着空调是常有的事，每次都可以很顺畅的加速，动力方面一点问题都没有。如果您还有顾虑的话，我可以给您安排一次试乘试驾，让您亲自试驾体验一下。您看是现在就试驾还是过一会儿之后再试驾呢？

6

提出异议：

再优惠一千，我今天就把车提走。

神奇回答：

您现在可能感觉到咱们这款车的优惠太少，而实际上这个价格却是它上市以来第一次价格降到36万以下，您购买这款车不仅是物超所值，买了后更会让您心理平衡。这就如同买房子一样，贵是贵了一点，最怕的是买了之后降价，那就做了冤大头了。我们这款车的价格一直比较稳定，它不会和其他品牌车型一样，今天一个优惠，明天一个促销，而且一个优惠就是几万元的，他们为什么能优惠那么多？说白了就是在消费者的眼中它就不值得那个价，所以只能大幅度的进行价格优惠。价格方面咱们也谈了这么长时间了，真的是没有再优惠的可能了，不过，我可以给您一个个人惊喜，上个月公司评选客户服务标兵，我很荣幸的被选为了我们公司的服务标兵，还奖励了我一个名牌电饭煲，我今天就把这个奖品作为购车礼物送给您吧！除此之外我就没有别的东西可以给您了，都这个份上了，您看还需要我怎么做呢？

7

提出异议：

国产车质量恐怕不过关吧？

神奇回答：

天呀，您现在还有这样的担心呀。这点您就不用质疑了，从整体上来说，现在的国产车大部分已经提高到合资车的质量水平了，有些已经做到了超越，咱们这款车型就做到了这一点。我们店现在，每月销量都突破150多台，这个销量足以证明了咱们这款车型的优秀。并且全系质保时间为五年或是10万公里，用实际的超长质保体现了产品过硬的质量水平，如果质量不过关那岂不是搬起石头砸自己的脚吗？您说是不是？

8

提出异议：

你们网上报价最低的那款车为什么没有现车？这不是欺骗消费者吗？

神奇回答：

先生，我想这其中一定是有误会的，让我来给您解释一下吧。我们是绝对不会欺骗客户的，人以诚信为本， 这是我们企业文化的基础，也是我们员工恪守的信念。您说的那款车是我们的限量特供版，数量是有限的，现在早已经卖完了。其实您也可以看一下其他车款呀，它们之间的价位相差也不是很大的，如果您今天可以把车订下来，我会给您一个更加优惠的价格，这对您来说还会更实惠呢，您看这样可以吗?

9

提出异议：

客户想要的车就只剩下展厅一台样车时，销售顾问想推出去，但是客户却说，他不想要展厅的车。

神奇回答：

展厅的车辆就像是我们店的一个窗口，是一个形象代表。老板，您自己也是做生意的，相信不是好的东西您也不会拿出来给别人看对吧？我们展厅的每一部车子都是经过严格刷选出来的，可以说不是最好的车我们都不会放出来。而且我们每天都会对车辆进行卫生清洁处理，以保持最好的车况。所以您能提到一部我们展厅的车，其实真是赚到了！

10

提出异议：

销售顾问主推高配车型时，客户表示想买低配的，自己再到外面装GPS导航、真皮座椅。

神奇回答：

老板，不可否认您的想法是好的，买个低配置的车自己到外面加装GPS、真皮座椅所花的钱确实比直接买高配车少。但是您知道吗？这些外装设备在功能和品质上是远不如我们原装的。另外我们厂家也有规定，车主自行加装的设备及所引起的车辆故障，售后服务是不负责保修的。那么您想想，您买车也希望以后在用车时安心有保障对吧？再说了您自己去加装这些配置，不仅仅要花钱，也要花个几天时间，花那么大的精力，而且买到的还是一个高附加风险的产品，弄不好以后要吃哑巴亏的呢。还不如一步到位直接买高配版，省时省力又省心！如果您嫌价格贵，我们可以坐下来好好商量的嘛。

THE END

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Too 6! The magic question and answer in the car sales speech!

Xiaobian recently heard sales as a friend saying that the current customer

It’s getting harder to deal with

Most customers are in contact with us before

I will go online to check the information.

They not only view the product configuration

Also check product prices, old user reviews, etc.

I often ask a lot of questions about drilling.

There is a policy on the so-called policy.

Let’s go and see how they deal with various customers.

1

Raise objections:

I feel that the interior of your car is rough.

Magical answer:

"Brother, it seems that you are a very careful person. You have asked the customer before this question. I don't know if you spend more time in leisure or more in business."

Raise objections:

"It's almost the same."

Magical answer:

So when you are doing sports and leisure, do you think it is more appropriate to wear a suit or a cowboy?

Raise objections:

"It is definitely better to wear a denim."

Magical answer:

That’s right. In our brand positioning, we emphasize sports and control. Our brand philosophy is to enjoy pure driving pleasure. As a sporty luxury sedan, it is definitely different from other models that focus on business appeals. Good car is used to open, so we emphasize driving and sports. A product with the biggest highlight of sports, if the interior is made into a product that is positioned as a business, is it not very good? Tune it?"

2

Raise objections:

Your car space is really big, the steel plate is very thick, it must be very expensive?

Magical answer:

Let's look at this issue. In fact, the factors affecting fuel consumption are various. In addition to the car's own weight, the driver's usual driving habits also affect fuel consumption. From a technical point of view, our car uses a 1.5L all-aluminum engine. This engine is notoriously fuel-efficient, so you don't have to worry about fuel consumption. Many of my customers report that in urban areas. Next, the fuel consumption will be 7 liters. Therefore, as long as you are not the kind of road killer level, don't always accelerate the brakes when driving, the fuel consumption is not high, and the 8 liters are capped.

3

Raise objections:

Don't worry if I haven't seen it, you will get a reserve price. I will buy it sooner than others.

Magical answer:

Hey, it seems that you are a very refreshing person, and I also believe that you should have learned about this car somewhere else, otherwise you will not say that you can buy it today. The price is good to discuss, since you have already seen it, it is almost the same, other stores can do the same can be done in our store, not to mention our store is relatively remote, operating costs are lower than other stores The price will be cheaper than others. I believe that as long as your models are optimistic, you will come to the store first. Price, always need everyone's calm discussion, not seeing a face, even you and me have a long time do not know, I just say a price you believe it? If you believe, I will give you a price, but this is not enough for you. Are you saying that? Furthermore, I believe that you are not only interested in buying a car. There should be other aspects, such as after-sales service, insurance claims, etc. Buying a car is more complicated than buying a house. If you are sincere. If you are, let's go to the store first. We sell cars without the lowest price, only the most suitable price for you, but you need to fight for yourself, as long as you come, I will do my best to help you fight for it.

4

Raise objections:

I will think about it again.

Magical answer:

Big Brother, isn’t it a little girl, where did I not make it clear? Or where am I not doing well enough? Can you tell me? Big Brother, I always thought that you are a refreshing person. If you can't decide today, I believe that your life tomorrow is still the same as today, and there will be little change. If you make a decision today, your tomorrow will be different, maybe you can discuss the next week's travel activities with your family or friends, right? If you think about it again, when you drive this car through the community gate, the security guard will open the door for you, and you will feel comfortable when you go to work. The guests you receive are sitting in the car and you will feel your strength. It’s impressive, especially the feeling of being addicted after the gas pedal goes down. I feel happy when I close my eyes and think about it. As far as this ore body is, I feel that it is very suitable for your temperament. I suggest you try again by entering the train.

5

Raise objections:

The car's body is so big, the displacement is only 1.6L, can't power?

Magical answer:

The boss, from the question you asked, you can see that you are a person who often drives and knows the car very well. In fact, when the car just came out, I have had such concerns. After I tried it, this worry completely disappeared. Because sometimes our company's employees go out to work, because the car is not enough, it is common to squeeze six people to open the air conditioner. Every time, it can be smoothly accelerated, and there is no problem in terms of power. If you have any concerns, I can arrange a test drive for you to test drive yourself. Do you think it is time to test drive or test drive after a while?

6

Raise objections:

For another thousand, I will take the car away today.

Magical answer:

You may feel that our car offers too little discount now, but in fact the price has dropped below 360,000 for the first time since its listing. You are not only worth the money, but also after buying it. Will make you mentally balanced. This is like buying a house. It is expensive. The most fear is that after you buy it, you will cut the price. The price of our car has been relatively stable, it will not be the same as other brands, today a discount, a promotion tomorrow, and a discount is tens of thousands of dollars, why can they offer so much? To put it bluntly, it is not worth the price in the eyes of consumers, so it can only be used for price concessions. We have talked about the price for so long. There is really no possibility of further discounts. However, I can give you a personal surprise. Last month, the company selected the customer service model. I am honored to be selected as our company. The service model also rewarded me with a famous rice cooker. I will give you this prize as a car gift today! Other than that, I have nothing else to give you, and this is all. What do you need me to do?

7

Raise objections:

I am afraid that the quality of domestically produced cars is not enough?

Magical answer:

God, you still have this worry now. You don't have to question this point. On the whole, most of the current domestic cars have been upgraded to the quality level of the joint venture car, and some have already surpassed it. We have achieved this in this model. Our store now has more than 150 sales per month. This sales volume proves that our model is excellent. And the whole system warranty time is five years or 100,000 kilometers. The actual super long warranty reflects the excellent quality level of the product. If the quality is not enough, isn't it to lift your own feet? You said yes?

8

Raise objections:

Why is the car with the lowest online quoted price on your car? Is this not deceiving consumers?

Magical answer:

Sir, I think there must be a misunderstanding in this, let me explain it to you. We will never deceive customers, and people are based on honesty. This is the foundation of our corporate culture and the belief of our employees. The car you said is our limited edition special edition, the number is limited, and it is already sold out. In fact, you can also look at other models, the price difference between them is not very big, if you can order the car today, I will give you a more favorable price, which will be even more for you. Affordable, can you see this?

9

Raise objections:

When the customer wants a car with only one prototype in the showroom, the sales consultant wants to launch, but the customer says that he does not want the car in the showroom.

Magical answer:

The vehicle in the exhibition hall is like a window in our store, which is an image representative. Boss, you are also doing business yourself. I believe that it is not a good thing. You will not show it to others. Every car in our showroom is strictly selected, and we can say that we are not the best car. And we clean the car every day to keep the best condition. So you can mention a car in our showroom, in fact, it is really earned!

10

Raise objections:

When the sales consultant pushed the high-profile model, the customer said that he wanted to buy a low-end model, and then he went outside to install GPS navigation and leather seats.

Magical answer:

Boss, you can't deny that your idea is good. Buying a low-profile car and adding GPS and leather seats to yourself is really less than buying a high-end car. but do you know? These exterior devices are far less functional and quality than our original ones. In addition, our manufacturers also have regulations, car owners to install their own equipment and the resulting vehicle failure, after-sales service is not responsible for the warranty. Then you think about it, you also want to buy a car and hope to have peace of mind when using the car in the future, right? Besides, if you add these configurations yourself, you not only have to spend money, but also spend a few days, spend so much energy, and buy a product with high risk added. If you don't get it, you should eat dumb. It. It's better to buy a high-end version directly in one step, saving time, effort and worry! If you are too expensive, we can sit down and discuss it.

THE END

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