Common coping styles
1. Ask the customer directly if X is available. If the owner is available that day, he can look at the building.
(This situation is usually rejected by the customer)
2. Ask the customer when he is free to see the building.
(This situation is very passive. If the customer is available, the owner may not be available, or the property consultant just made an appointment with other guests to inspect the building. )
3. Tell the customer that the owner is very busy, and hope that the customer can make time.
(Sometimes it will be rejected by customers. If the host is busy, the customer will say that he is busy. )
Guiding strategy
Some customers are usually very busy, and when they make an appointment to see the building, they always have no time to see the building because of their busy work. This situation is very unfavorable to the transaction. Because, although customers are busy, buying a house is a big deal. He will never choose at will because he is busy, but he will definitely choose carefully. Therefore, property consultants encounter such customers, and if they are not handled properly, the transaction cycle will be particularly long. On the one hand, because of the long time, the transaction rate is reduced; On the other hand, the transaction is more difficult and the workload is bound to increase.
When encountering such customers, the property consultant must let the customers look at the building according to their own time, and let the customers arrange the time according to the time proposed by the property consultant as far as possible, so that the efficiency will be greatly improved. When making an appointment for house inspection, the most taboo thing is to directly ask the customer or the owner when it is convenient and let the customer or the owner choose the time for house inspection.
How to invite customers out to see the house
Speech paradigm
Property consultant: "Mr. Li, what about this house?" (The property consultant asks the customer after showing the house to the customer)
Customer: "this one won't work." You'd better help me make an appointment for the unit on the 12 floor you just introduced. When can the master come back to open the door? " The client doesn't like the house he just saw and wants to see another house that has been recommended.
Property consultant: "OK, I'll call you now to make an appointment with the owner." (Appointment by property consultant)
Customer: "OK."
Property consultant: "Mr. Li, is it convenient for you to look at the building this Wednesday or this Thursday?" (The property consultant wants to lock the viewing time in this Wednesday or Thursday by choosing one of the two ways. )
Customer: "Just this Thursday!" (Customer gives alternative answers)
Property consultant: "Is it convenient to have a room this Thursday morning or this afternoon?" (Continue to let the customer choose the inspection time)
Guest: "Afternoon!"
Property consultant: "Is two o'clock or four o'clock convenient?" (Continue to let the customer choose the inspection time)
Customer: "Four o'clock!"
Property consultant: "Mr. xx, then our agreed inspection time is four o'clock this Thursday afternoon, right?" (Confirm the inspection time with the customer)