销售顾问与客户对话（Sales Consultant dialogue with customers）.docVIP

销售顾问与客户对话（Sales Consultant dialogue with customers） Car sales process (G: S: customer sales staff) The 1. exhibition hall reception S: Hello, welcome to our shop, here I am a sales consultant XX, how do I address you? G: my name is X, my friend said the new Dongfeng Nissan Qashqai is also good, can you help me introduce? S:XX you really have a good taste, every customer into the hall, first attracted by the car, this is our most popular here recently sold a car. G: what about the car? 2. demand analysis, product introduction S: I can see that XX is very concerned about the performance, see a car mainly from the five aspects of appearance, power, safety, comfort and value view. You said the configuration is mainly to comfort or security or two have? G: full range! S: I say first comfort! Yes, ask XX you used to drive a car? G: no! S: never mind, the vast majority of customers are the first Car Buying, so they should be careful about a car! On the XX, you buy a car mainly in downtown or must be taken into account in the freeway, or that which you most often? G: (background) I can often run high speed! S: Yes, the high frequency of such vehicles, must pay attention to comfort, especially in the high speed driving fatigue. The XX is the kind of business is very busy! That is absolutely the business elite! XX, after you drive out your people outside, definitely not the family will often take? (identity and narrative skills and questioning skills from customer objections) G: thats for sure! S: Yes, it should pay more attention to the comfort of the configuration. In fact, the basic configuration of each car are similar, but different cars have different configurations, and is the basic configuration and function of quality are not the same. For you this business elite customers, Qashqai developed a lot for some of your configuration. G: what? Can you tell me S: for example, the configuration of the Qashqai... Sound... G: Well, what S:XX you mentioned often run high-speed,