Buying a car "fool-like" raiders, three steps to teach you to bid farewell to "high-priced cars"!

Last time, I talked to you about the basic concepts of buying a car and bargaining, which gave you a preliminary understanding of the matter of "buying a car". This time, I will teach you a "fool-like" tutorial to teach you how to deal with the sales routine from entering the store to placing an order, and truly be confident and not flustered. Please remember that the following points are the rules that apply in most cases and cannot be handled perfectly in all cases.

Before we decide to go to the store to buy a car, we need to make some preparations:

1. Mental state

2. Price perception

3. Transportation facilities

4. Did you bring a companion?

Talk about the above four points in detail.

Psychological state: Personally, I hate the name "4 sub-stores". Psychologically, I feel that we are one level higher than them, which is very undesirable. When we go to buy a car, we should have a good attitude and a correct attitude, and keep smiling no matter what problems we encounter. This sentence is not empty talk, not just talk. I met a customer who quarreled with sales in Otawa. Because they have a bad attitude when they enter the store, they always subconsciously think that "sales are all swindlers", and everything they say and do shows contempt for sales. Believe me, a customer with no smile and bad attitude, no matter what you buy, the sales will not be taken seriously. Although there are indeed many "means" in sales, it is wisdom to see through it. Mutual respect is the first step for you to get a low price. If you are strong enough to influence sales, you will find more benefits.

Price perception: How much do you want to buy this car, how much discount, what you can give and what you can talk about. This is the information you must master. Only by having a general impression in your mind can you cope with all kinds of sales routines and tricks freely. It is best to have a detailed list of car purchase prices, and each item is clearly marked. As for whether to ask the price of a friend who has already bought a car, my suggestion is not to believe it, but to see the contract. First, when negotiating with customers, if customers are not familiar with the overall process and price of buying a car, they will confuse the landing price with the bare car price, inducing customers to believe that other people's prices are bare car prices, thus raising the selling price. If your friend happens to be in this category, then the price is meaningless, and it is often higher. Second, because the psychology of keeping up with the joneses among people is universal. Even if it is the same car, I bought it cheaper than you, which can prove that I am better than you in terms of contacts/eloquence/skills and so on. You can't tell whether what he said is true or not, just in general terms. Third, maybe some people buy really cheap cars. Either they bought a car just in time for a good promotion, or it really matters and the price is low. This price is often not reproducible, but it is a real price after all, and we can take this price as the negotiation target. Please remember that there is no fixed minimum price, and the price fluctuates every year, month, week, day and hour. It is of little significance to master a reserve price. What I want to do is to teach you how to ask the bottom price of this store.

Transportation: In the cognition of sales, if you buy a relatively ordinary family car, you will be more interested in walking or riding a bicycle or motorcycle. Buying a more expensive car and driving a good car tend to have greater intentions. In fact, for sales, I am not afraid of your low price. What I'm afraid of is that you talked to him for a long time and didn't buy it. I didn't buy it because of the price. I just didn't buy a car. I just came to ask about the market. Most sales activities are aimed at determining your intentions. What we have to do is unconsciously add the impression that "I will buy a car today" to the sales. Don't feel troublesome and rigid, you can park your car far away and walk there. Or borrow a good car from a friend and drive there. Believe me, this work will not be in vain.

Whether to bring a partner: There are two kinds of partners. One is that you take a large family to buy a car. When you enter the store, sales will definitely revolve around you. When I was internship in Mercedes-Benz 4s store, a family of five entered the store, and my master immediately jumped up from the stool and ran to meet the guests. This situation often requires the role of decision maker, usually the shopkeeper at home. For example, when I took my family to buy a car, we talked about it almost, and the sales almost agreed. At this time I asked my wife, "What do you think?" "It's still a little expensive. Let's make it 2000 cheaper. I will buy it if it is cheaper. " Such a number of people, in the late stage of the negotiations, the lethality is enormous. However, it is necessary to reach an agreement with the decision maker in advance. For example, if you ask his advice, it means that the price is almost the same, and the discount you want is coming. At this time, he needs to do something. He said, "I'll buy it if it's cheaper." This x also depends on the situation. Secondly, if you are really inarticulate, thin-skinned, and worried about being led by the nose by sales, then find a friend who is usually eloquent to show him this article, and leave the rest to fate.

Next, let's start our road to buying a car.

One. ? Enter the store

When you enter the store, you will encounter two situations:

A. there is no sales reception. This situation is generally common in the peak period of people-friendly brands, and sales are too busy. It's okay. Don't be angry. The customer is God, and China doesn't believe in God, so he is calm and understands each other. Look around the car first, and then wait for the sale. When you look at the car yourself, you can experience whether the space to get off meets your own requirements. Dare to see what interests you, don't be shy. In selling this industry, you know the root of it with three eyes and five sentences. Judging whether people are allowed or not is your ability to eat. You can guess the sales volume by watching the movement of the car. If no one has come over in the past ten or twenty minutes, take the initiative to find sales. Luxury brands generally have a relatively perfect reception mechanism, and the number of people watching cars is relatively small compared with people-friendly brands, so don't worry about this problem.

B. sales reception. Generally speaking, there are two kinds of reception speeches.

1. "Hello, sir/madam, in order to give you the best car buying experience, I'd like to know your car buying budget, so as to better recommend the car that suits you. What is your car purchase budget? "

Generally speaking, the probability of such remarks is relatively small. This is the official speech in the training of 4s shop, for the initiative. For example, a customer with a budget of 6.5438+0.8 million wants to buy Nissan Teana. However, sales will recommend you to buy a high-end Sylphy from the moment you know the budget. This situation applies to 4s stores with opaque prices and active sales. But in this era when prices are basically transparent, it is of little use. If this happens, there is a high probability that there will be a "manufacturer's private visit" to the store, because the store has been notified. At this time, sales will be answered by professional words during training. In this case, you can change to another store, or come back another day with the attitude of seeing the price. Because in this case, the heart of sales is more complicated, which is not conducive to low prices. Some so-called people pretend to be unannounced visits by manufacturers and buy low-priced cars online. This situation is not suitable for beginners, so it is not recommended.

2. "Hello, sir/madam, I'm XXX, a salesperson. You can call me X. What car do you want to see today? " This is the reception speech that is sold in most cases at present. If you bring a partner, be generous and let the other person know. "Hey, little X, come and see the car today. This is my friend XXX and my wife XXX. Today I want to see the sound of nature. " If you go alone, "Hello, Xiao X, I want to come and see nature today."

After that, the salesperson will introduce the vehicle. Please remember, at this stage, please don't ask the price. When the sales introduction is almost over, tell him: I know the car, and let's talk about the price. Come on, let's find a place to sit down and talk slowly. Sitting and talking is the key. Write it down and take the test again. If the sales skip the introduction of the vehicle and directly say the price of this car, it means that some parts of your previous links may not be in place. If the salesman thinks that you may not buy a car today, they will quote you a price directly to spy out your intentions. At this point, your general statement is: Well, your store is a little more expensive than XXX. Can you make it cheaper? Come on, let's find a place to sit down and talk.

After you sit down, ask the salesman to write you a definite quotation. Please pay attention to a few points at this time.

First of all, take out the complete price list you prepared before and compare the landing price with the price of each unit price. Let me give you an example here.

Teana 2.0 Comfortable

Official guide price: 654.38+087.8 million yuan, with a discount of 20,000 yuan.

Purchase tax: 14342 yuan

Insurance: 6,395 yuan, including 500,000 yuan, excluding deductible, seat insurance and car damage insurance.

License fee: 3000 yuan

Fine decoration: 4780 yuan, including carpet mats, fenders, chassis antirust paint, steering wheel lock and explosion-proof membrane.

Total price: 1963 17 yuan.

The above is the price you prepared yourself. The following is the quotation of sales.

Teana 2.0 Comfortable

Official guide price: 187800 yuan, car price discount 10000 yuan. (minus discount10,000)

Purchase tax: 15 196 yuan (1000 yuan or more).

Insurance: 6,500 yuan (estimated) including 300,000 yuan, theft and emergency rescue, excluding deductible, car damage insurance and seat insurance. (Less than 200,000 third parties)

License fee: 3000 yuan

Loan cost: 2,000 yuan

Fine decoration: 5000 yuan, including carpet mats, fenders, chassis antirust paint, steering wheel lock, explosion-proof membrane and driving recorder. (There are more driving recorders, and the prices are not much different. )

Total price: 209,496 yuan. (nearly 1.3 million)

Let's look at it one by one:

Car price concessions: there is nothing to say, just press it. On the basis of what you have learned, add 5000 yuan and cut it directly near the discount of 25 thousand bare car price.

Purchase tax: the sales here have been paid a little attention. The purchase tax price is calculated according to the actual fare. According to the guide price, there are more than 1000 here. Please pay attention.

Insurance: First of all, you can increase the insured amount of the third party when negotiating, and about 1 10,000 is a more suitable gear. Secondly, buying a car requires a loan, and the loan will generally be equipped with GPS, so it can be saved from theft. The sales here have helped us figure out an extra sum of money. Moreover, insurance negotiations are not limited to this. What insurance can I get for spontaneous combustion, wading, scratching, and finding no third party? You can make money by speaking. If you can't talk about it, let's talk about it.

License fee: For this thing, friends who read the last article should have the impression of "dynamic balance". I won't elaborate here. Please read the last article if you want to know.

Loan procedures: the same as the license fee.

Exquisite decoration: My personal suggestion here is that if you have your own channels to buy high-quality products, then go to the store to buy films and try not to use others'. If there is no channel, choose to install it yourself. It should be noted that many stores have reduced the quality of products, but they cannot reduce the price. This is the so-called "rape bag". If you really can't reduce it, then increase it, which is also a discount for us. How to increase? The foot pad is completely surrounded, the film is changed to a big name, the driving recorder is changed to high definition before and after, and the SUV is equipped with luggage rack pedals. It's best to ask the salesman for a list of fine products and choose carefully.

In addition, the bargaining chips can also include, but are not limited to, maintenance times, extended warranty policies, preferential policies of the store, such as the maintenance package of 6 times 1000, and gifts during the event, such as electric fans, washing machines, color TVs, etc. Even the wechat of the beautiful woman at the front desk is your chip.

The above is the preferential direction we need to consider for each project after seeing the quotation written by the sales department, and then follow this direction. But until the end, don't let the sales know your bottom line price, and don't disclose your reference price. Because you don't know how cheap he will be in the end, it is likely to be lower than the price you prepared.

Now let's start negotiations with the sales staff.

"Little X, I saw this price. I feel that you are a little dishonest, hahaha. Let's just look at the landing price when we buy a car. I'm not interested in writing anything else. But your price of nearly 265,438+0 million is really too expensive. To tell you the truth, we won't be completely unprepared when buying a car. A friend in my village has the same car, but the color is different. All of them landed 1.9 million, and they were sent for maintenance twice. I understand that you sell cars to make money, but don't quote me a high price. Look, 1.9 million, can you make it cheaper or give me more? I am refreshing, you make a price, and I will place an order right away. "

Generally speaking, the reaction of sales is that it is too cheap to lose money, and it can't be done, Barabara. You should pay attention to observation at this time. If the sales volume rises directly, it really won't sell. Think again.

Don't move yet. "Oh, don't go, the price is good. But your 265,438+00,000 is outrageous. To tell you the truth, I have the same price as my friend, 1.9 million, just like what he gave me, just like that, that's all. " At this point, be careful not to be intimidated by the sales momentum. If he gets up, his words will definitely reveal the incredible feeling of this price and make you doubt yourself. Although the price in our mind is about196,000, we must brainwash ourselves. I believe that190,000 can definitely be sold.

There are two options for sales at this time.

1. If he is still standing and insists that he can't do it, let you think about it. Needless to say, just go directly. Before that, the salesman will leave your phone number. If I call you again that day, I will ask you where to see the car and what the price is. That proves that he is "cheating" you. It is possible to clinch a deal at this price, but he doesn't want to sell it so low. Then you reply: "Oh, little X, I'm at XX store, and I'm watching music. The price here is almost the same, 19. 1 10,000, send XXXXX. " It doesn't matter whether you are really in another store. It's best here, but it doesn't matter if you're not here. If he says the price is good, you can buy it. That proves that the price of 1.9 thousand is difficult to clinch a deal. If he asks if you have paid the deposit, you must say no at this time. He will make all kinds of concessions by all means to let you talk in their shop. Although sales usually don't promise how much to sell at this time, you have the initiative. Go straight back to the store, but pay attention to the details. The store you mentioned is 20 kilometers, and you will arrive in 5 minutes. Salespeople will feel cheated and it will be difficult to make a deal.

He said to ask the leader to prove that the price difference is not big, and it can still be discussed within two or three thousand. I still can't sell it when I get back. How can a simple application make you successful? It is the real meaning to apply it several times to make you feel comfortable at the same time. At this time, we must stick to our own prices and don't raise prices easily. As soon as the price rises, he will know that your price is fake. Knowing that 1.9 million can buy a car, no one wants to spend thousands more on the same car. If his application for190,000 is successful once, it proves that there is still room for price decline. Remember to pretend to answer the phone at this time and go out to answer it. Come back and tell him that other XX stores also called. You went to see it yesterday. They said that188,000 can be considered, but we can't send so many things. Just throw this sentence to him and let him give you options without saying anything.

If the salesman says that he can't do it, he will return to the observation and getting up stage above. If you can't sell it, sit and say that the price is not good, which means that the price is not much different. At this time, you need to take the initiative to guide him to ask the leader in words: "Oh, Xiao X, I know that your car price authority is different. Go to your leader to apply. Let's go I invite you to dinner when I apply. " If he applies for leadership, he will go back to the second item above and ask for instructions at the leadership stage. In short, repeat the above skills, bearing in mind the "dynamic balance" and the negotiation direction of each price. You will be infinitely close to the expected price.

Let me remind you that the so-called lowest price is not for everyone. Don't imagine that the car you bought is cheaper than others, it's too rare. Cheaper than some people, not expensive, is victory. Don't ask in the negotiation: tell me what the lowest price is. As soon as this sentence comes out, the seller will know that you don't know the reserve price. Don't forget, the opponent is a professional salesperson, and the benefits you get from professionals, even if it is only a little, are also victories.

Of course, in the above example, the last possibility is that you didn't use190,000 to buy a car. But there is a great possibility that you can buy a car around 654.38+0.92 million. Although the reserve price is 654.38+0.9 million, you are 4000 yuan lower than the price you know. Like I said, not being more expensive than others is victory. I wish everyone an early victory over the epidemic, and then rush into the store to buy their favorite cars.

This article comes from car home, the author of the car manufacturer, and does not represent car home's position.