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1、下面为大家详细介绍:下面为大家详细介绍:v1. 接待:接待环节最重要的是主动与礼貌。销售人员在看到有客户来访时,应立刻面带微笑主动上前问好。如果还有其他客户随行时,应用目光与随行客户交流。目光交流的同时,销售人员应作简单的自我介绍,并礼节性的与客户分别握手,之后再询问客户需要提供什么帮助。语气尽量热情诚恳。 v2. 咨询:咨询的目的是为了收集客户需求的信息。销售人员需要尽可能多的收集来自客户的所有信息,以便充分挖掘和理解客户购车的准确需求。销售人员的询问必须耐心并友好,这一阶段很重要的一点是适度与信任。销售人员在答复客户的咨询时效劳的适度性要有很好的把握,既不要效劳缺乏,更不要效劳过度。这一阶
2、段应让客户随意发表意见,并认真倾听,以了解客户的需求和愿望,从而在后续阶段做到更有效地销售。并且销售人员应在接待开始便拿上相应的宣传资料,供客户查阅。 v3. 车辆介绍:在车辆介绍阶段最重要的是有针对性和专业性。销售人员应具备所销售产品的专业知识,同时亦需要充分了解竞争车型的情况,以便在对自己产品进行介绍的过程中,不断进行比较,以突出自己产品的卖点和优势,从而提高客户对自己产品的认同度。 v4. 试乘试驾:在试车过程中,应让客户集中精神对车进行体验,防止多说话,让客户集中精神获得对车辆的第一体验和感受。v 5. 报价协商:通常就是价格协商,销售人员应注意在价格协商开始之前保证客户对于价格、产品
3、、优惠、效劳等各方面的信息已充分了解。 v6. 签约成交:在成交阶段不应有任何催促的倾向,而应让客户有更充分的时间考虑和做出决定,但销售人员应巧妙地加强客户对于所购产品的信心。在办理相关文件时,销售人员应努力营造轻松的签约气氛。 v7. 交车:要确保车辆毫发无损,在交车前销售员要对车进行清洗,车身要保持干净。 v8. 售后跟踪:一旦汽车出售以后,要经常回访一下顾客,及时了解顾客对我们汽车的评价及其使用状况,要提醒顾客做保养。 10汽服 韦群露X-9kvGR$3epALW)8juFQ!2dozKV(7itEP#1cnyJU*6hsDOZ0bmyJU*6hsDOZ0bmxIT&5grCNY+alw
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