销售高峰时,客户蜂拥而至,除了老客户不能怠慢外,新来的客户又该如何接待好?我们做汽车服务行业的,客户体验直接关系到成交率,冷落了谁看似都不行,这里小编为你实操讲解,销售高峰时,该如何接待好其他客户。
错误应对:
1.你等一下。
2.来啦,自己先看看啊!
3.视而不见,继续接待自己的客户。
问题诊断:
顾客盈门是每家4S店的期望,对4S店经营来说,当然是顾客越多越好。可是我们经常会有一种购物体验,当你走进一家商店时如果长时间没有人接待,会感到倍受冷落,进而离开。特别是目前的汽车服务市场,我们的服务意识还不是很强,对其他顾客的接待往往不够理想。
那么自己手头有顾客,其他客户怎么办?
1、你等一下
这种回答过于轻飘。对消费者而言,先来后到是情理之中的事,可是情理之中也未必是所有人都能坦然接受的。“凭什么叫我等一下,没有其他人了吗?”这也许是他的自我反应。
2、来啦,自己先看看
这是很随意的说法。对老顾客可能显得更加亲切,但是对新顾客的话就显得不够尊重。以前销售靠跟顾客之间称兄道弟拉近距离,但现在消费者个性越来越强,在还不是很熟的情况下,保持适当的距离更能让人接受。
3、视而不见继续接待自己的客户
这是很多销售员的做法,也是造成顾客流失一个重要原因。每一位客户都希望被尊重,你的漠视造成客户资源的极大浪费。
销售策略
顾客多本是一件好事,越是在多的时候越是考验一个4S店的管理及接待水平。也许消费者在不经意间被你得罪了都未可知。对于一般汽车销售来说,一下子接待很多客户确实有些难度,但并不是没有办法,以下方法供你借鉴。
1、告诉时间,减少等待焦虑
消费者在等待时最害怕的是没有期限的等待。一句“你等一下”会让顾客感到遥遥无期。现代人特别看重时间,所以一个聪明的销售往往会在各个环节明确告诉顾客所需时间。我们在酒楼就餐时服务员很有礼貌地告诉我,所有菜上齐大约需要30分钟,第一道菜3分钟后上。看看这是多么让人吃惊,一个酒楼能够做到这样,实在不简单。现在很多茶馆、咖啡馆都会在桌子上摆个时间沙漏,其实就是给客户一个等待的承诺,因为沙漏流完时饮品就需要上齐了。
2、如果是老客户就请他到休息区
汽车后市场销售现场有个特殊的地方就是休息区,通常情况下,如果来的是老客户可以礼貌地请他到休息区内休息,在休息区内准备好茶水饮料等。
3、安排店内其他人员接待
销售是团队作战的游戏,客户来到店里总希望得到尊重。所以当客户无法及时接待时,其他团队成员就有必要参与其中。参与者可以是正儿八经进行销售的销售人员,也可以是收银或其他人员暂时接待。总之不能让顾客有冷落的感觉。
每天都有海量资讯,店铺在诞生,无数的有开店梦想的人在实现他们的梦想,不同开店项目令人莫衷一是,怎样找到并辨别他们?有一帮人决心投身此业,终日与开店为伍,致力于发现与开店相关的人、加盟项目、开店金融与开店酷产品,带你体验并连接其中,邀请你来体验——开店帮。
全部评论
3条评论
2016
07-15
有一句话,开店容易守店难,有些服装店主开店的时候雄 ...
2016
05-13
接待好其他客户,每一位到店的客户都是成交对象。
2016
05-05
洗衣店休闲的氛围可以给顾客轻松融洽的感觉,使顾客对 ...
2016
04-29
作为店铺的销售人员,每天要面对五花八门的顾客。
2016
04-26
有的时候,我们会遇到一些购买过程中遇到急事的顾客。 ...
2016
04-22
有一些顾客,在听了销售人员的介绍后,不断翻看商品, ...
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