Step 1: Greeting.
China people say: once born, twice cooked. Mobilize the memory in your mind and quickly think of the last communication with customers. Don't be arrogant. This customer's surname is Zhang, you call him. Customers buy off-road vehicles, and you talk about commercial vehicles with others; Customers help relatives buy cars. You think people buy cars for themselves.
If you don't remember the customer's situation, keep quiet, smile more and stay with the customer, let the customer take the initiative and say a few more words to help you remember the previous communication. Of course, if you invited the client, you must have made relevant preparations before. In a word, the purpose of everything is only for one purpose: to quickly close the distance and establish a friend relationship when we meet again.
Step 2: Go straight to the point and locate.
? Brother Wang, I dare not say whether to book a car today. Be bold and ask the customer about the level of car purchase intention at the first time. Asking for an order is like telling your girlfriend. If you ask, you have a fifty-fifty chance of success. If you don't ask, you probably don't.
You know, many people who dare not express their feelings are afraid that they will have no friends after becoming girlfriends. What are you afraid of asking for orders? In half cases, the answer is two, either tell you quickly, and then try to talk about the price and decide whether it is appropriate; Or perfunctory, look at it first, look at it. We have different methods for these two types of customers.
Step 3: Meet the requirements of test drive customers.
You want to test drive, I will accompany you to test drive; You have to bargain, I will bargain with you; Since your words are so clear and your purpose is so clear, there is nothing to worry about. Just study with the prince and do whatever you want.
Step 4: For perfunctory customers, ask for orders repeatedly.
Go around the car again: Remember to ask: Is there anything unclear about the introduction? Do you want to repair the car?
Do a comprehensive budget again: remember to ask: is there anything you don't understand about the budget? Do you want to repair the car?
Calculate the loan again: Remember to ask after the calculation: Are you clear about the loan? Do you want to repair the car?
Keep asking for orders and putting pressure on them. Try to put yourself in others' shoes. If you are a customer and are invited into the store for the second time, what kind of mentality do you come with? Isn't it the idea of buying at the right time?
Speaking of which, everyone should be clear. For customers who come into the store for the second time. Quickly establish familiar friends, quickly lock the customer's intention level, and quickly urge the transaction?