Xiaoyu didn't dare to mention the topic of competitors to customers at first, because she was afraid that saying so would mean telling customers that there are many other options for customers to choose other properties. But later, Xiaoyu will ask customers some information about competing products after introducing her real estate to customers. For example, have you seen other properties? Or have you seen the building in other intermediary companies? Still considering other properties/houses recommended by other intermediary companies? Now I can help you compare and contrast.
Later, although Xiaoyu also asked the customer about the competitors, the customer would be very happy, because the customer could talk to Xiaoyu about the quality of the property and so on. But Xiaoyu doesn't know much about her competitors. Therefore, in her spare time, Xiaoyu often takes a voice recorder to the competing products sales center, so that she can not only know the actual information of competitors, but also learn the words and sales skills of competitors and get to know them more thoroughly. Xiaoyu compared the advantages and disadvantages of her own real estate with those of competitive real estate, so slowly, her performance improved.
However, Xiaoyu only knows the basic information of competing property. In order to provide better service, Xiaoyu often invites other sales consultants to dinner, so that she can know all kinds of information and preferential policies of her opponents for the first time. Slowly, Xiaoyu became friends with many property consultants. The best way to surpass competing products is to understand and thoroughly understand, so as to keep yourself in the right direction. Sometimes, customers see that Xiaoyu knows the market so well and are moved by her major, and they will also buy a house with friends.
Finally, Xiaoyu learns to shape the value of his own property according to the needs of customers. Because the customer knows his own property, but sometimes he will choose other properties because he thinks it is more suitable for him. Therefore, when Xiaoyu introduces the real estate, she will choose her own words according to the needs and preferences of customers, mainly to meet the main needs of customers and maximize the value of her real estate.
We sum up Xiaoyu's sales experience, which is actually a three-step competitive product: learning-surpassing-evading. When we sell the property, we must understand the competing products, so that we can finally avoid the competitors. Vaguely transfer the opponent's advantages, hide our disadvantages, stimulate our advantages, seize the opponent's disadvantages, and form the greatest differentiated influence.