As a sales person of real estate, how to sell the house successfully is closely related to the sales skills and words besides the excellent quality of the house itself. So do sales skills and words really exist when selling? Let's sort out the real estate sales skills and words for your reference.
Real estate sales skills and words 0 1 As the key to sales, it is to smile and praise customers: everyone knows that no one will reach out and hit a smiling face, let alone a person who smiles and praises you. Although you know that many compliments are deliberately touted to achieve his sales goals, some people will still be subdued under such sugar-coated shells.
Real estate sales skills and discourse 02 Find all the relevant connections between customers: In the conversation, you will find that the more you have the same experience with customers, the more you will be recognized by customers. As a real estate seller, if you add some cases to his appeal appropriately, then he will be one step closer to your sales purpose.
Don't talk too much nonsense in the conversation: when introducing the real estate to customers, highlight the advantages of the real estate as concisely as possible, and more can take customers to experience the feeling in the model house. Too many introductions will disgust customers and cause them to lose their desire to continue to look at the house.
Real estate sales skills and words 04 customers have long asked not to change their attitude immediately when they end today's house-viewing: in the process of showing customers the house, customers suddenly put forward the idea of ending the house-viewing. It is possible that the customer can't make up his mind whether to buy a house after your introduction, so your attitude can't be changed immediately, because there is always a 50% possibility that this customer is interested in buying a house, so you should follow up this customer as an intended customer.
Attachment: Nine Skills of Real Estate Sales
The first trick-hospitality, establish relationships. When guests enter the sales department, they must be greeted with a kind smile. Men and women, old and young, will greet each other with smiles and establish friendly relations as soon as possible in order to further do a good job in sales.
For example:
1, good morning, sir! Just looking around. what can I do for you?
2. Hello, Miss. Do you want to come to the fair? Need an introduction?
Hello, ladies and gentlemen, please have a look at this sales brochure!
Then take the initiative to introduce yourself, try to increase intimacy with your own name, then ask the guest's name and send out business cards. For example:
1. My surname is Huang and my English name is Martin. What's your name, sir?
2. My name is Min. May I have your name, sir? ............ Oh! Hello, Bobby Chen, here is my business card, please give me some advice!
(Note: Try to remember the guest's name. If you remember the guest's name when he comes again, his impression of you will be greatly improved. )
The second trick-do what you like and blend in. When you start a conversation with a guest, try to decide what tone or dialogue mode to use according to the cultural background and behavior of the observed guest in order to sing.
For example:
Guest's scene, intonation and movements
The countryman/farmer spoke loudly.
A scholar/white-collar worker, with a moderate voice, is decent.
The old gentleman/lady played the role of a little darling in a low voice.
Young people can be frivolous and play with friends.
Boss/boss level moderate dubbing major
The third measure-* * * the same topic, before and after * * *. Try to tap the * * * similarities of the guests, increase the * * * same topics, and echo them back and forth with the voice of * * * to enhance intimacy, for example:
1) live in the same community.
2) Same university, middle school and primary school
3) Same birth/birthday
4) the number of brothers and sisters is the same, or brothers rank (such as pulling a girl, eldest son and eldest daughter, etc.). )
5) Same hobbies (such as cars, electrical appliances, travel, stamp collecting, music, etc.). )
(note: remember not to talk big, because it is easy to be exposed by the other party, and then it is counterproductive. )
The fourth measure-appropriate contact, increase friendship. Proper physical contact can not only be used as a part of body language, but also further enhance the friendship and intimacy between the two sides. Example:
Specific circumstances, physical contact
1) Say hello to the elevator and tap your shoulder to indicate that you are entering the elevator.
2) Greet the seated party and nod to show your seat.
3) Bargain and clap your thighs (only for men) to show your understanding.
4) After signing the contract, hold each other's hand tightly to show your gratitude.
The fifth measure-take the initiative to suggest and reduce the choice. Although only a few floors are provided for buyers to choose from at a time, in order to speed up the sales process, after initially understanding customers' feelings, such as high, middle and low floors, north and south seating directions and apartment requirements, they will immediately take the initiative to suggest one or two units, prices and payment methods, such as:
Sales: Chen Sheng, if you like the 3 rooms and 2 halls in the southeast, I recommend Room 03 or Room 09 on the East Wing 18 floor. There are two rooms left in this unit, which will be sold out quickly every time it is launched. Let me help you calculate the price and what kind of payment method to use!
The sixth trick-destroy the valley at the same time, the same unit. The average buyer will only speed up the purchase decision in a competitive atmosphere. The on-site supervisor shall also introduce the designated unit by wireless microphone. Sales staff also try to arrange two groups of buyers negotiating the same unit to sit in adjacent positions, so that they can hear and negotiate the same unit at the same time, and speed up the purchase decision before they are afraid of getting ahead of others. Example:
Sales: Bobby Chen, I think you'd better make up your mind quickly. When I took the unit from the supervisor just now, I heard the guests at the back (pointing at the table with their eyes and fingers in a low-key way) also discussing this room 03 on the 18 floor. I think if you like it, you should hurry up!
The seventh trick-don't touch hard to avoid collision. Some guests always talk about the shortcomings of a real estate, discuss in depth, deliberately pick the wrong place, try to avoid it euphemistically, turn to other topics or the advantages of the project, and avoid quarreling with others to worsen the relationship. For example:
The greening of xxx is better than this plate.
Pin (standard answer): Oh! This is hard to compare. This plate is so close to the city center, and you know there is no such big place in the city center! Is it? The scenery here is good and trust-mart, and shopping is convenient.
Pin: Alas! The greening of xxx is similar to ours. Don't think that it is so big, there is no xx%, and the density there is so high.
The eighth trick-the courage to admit mistakes, everyone is good. If you accidentally say something wrong in the sales process, such as taxes or other expenses, when the guest finally finds something wrong, he must take the initiative to admit it. Don't cling to it and deny that he didn't say it or that the guest just misheard it. Example:
G: Didn't you just say that you will be admitted in June this year 10? Why does the contract say that it will be early next year?
Pin (standard answer): Sorry, maybe I made a mistake just now. I'll check it for you again. The end of this year should be the completion date of the main project. After the housing authority measures and accepts, it will move in in March next year at the latest.
Pin: No! Don't! No , you 're going the wrong way. I mean, from the beginning to the middle of the year, you made a mistake. I sold so many. How could I be wrong? You must have misheard me.
The ninth trick-if you can let go, let go, coerce and lure. If after a long period of hard sales, the buyer is still indecisive and hesitant, and there is a gap in the dialogue. At this time, it is necessary to leave the buyer to think for a while, leave for a while and turn back. At the same time, he contacted the sales director to see if he could give Jamlom a discount or preferential treatment to promote sales. In addition, he even said in a positive tone that the price would be raised soon, forcing the buyer to make a decision as soon as possible.
Example:
G: Let me think about it!
All right, you two sit down and think about it. I'm going to the bathroom and I'll be right back! (After coming back)
Mr. Chen, what do you think? How much do you think is missing! Why don't I talk to the supervisor and see if I can give you more discount? I hope you can make a decision quickly. I heard from the company that there may be a price increase next week. After talking to you for so long, I think you can buy it. Please wait for me.
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