Because of the large transaction volume of real estate, and different from ordinary commodities, it is impossible to have a unified price. Therefore, the better the sales skills (negotiation strategy), the more you can sell your house at a price higher than the reasonable price or make customers make up their minds to buy it. ?
First, the advantages and disadvantages of the large and small environment near the house-persuading customers to be excited.
1. What is the reason for the customer's heartbeat?
(1) Do you need it yourself?
(2) Do you like it?
(3) recognized value ≥ price (you will buy it if you think it is more valuable)?
2. What questions will customers ask about the shortcomings of the houses sold?
Draw up a "beautiful reason to convince the customer" in advance (prepare to answer the guest's questions), turn the shortcomings into advantages or cover them up, and highlight the advantages and potential of the house. ?
Before selling, slowly convince customers about the advantages and disadvantages, market environment, economic form and other aspects of the house?
3. How to fully demonstrate the advantages?
What are the advantages and disadvantages of the surrounding environment (1)?
(2) Detailed and accurate information about public facilities such as nearby markets, transportation, schools and parks. ?
(3) The advantages and disadvantages of products (especially the answers to shortcomings) should be previewed in advance. In case of temporary). ?
(4) Comparison of similar competition cases or houses nearby (area, product planning, price). ?
(5) The trend and future development trend of nearby traffic construction, planned roads and public transportation construction.
(6) Comparison of housing market conditions in different regions, the whole city and the whole country (the influence of economic conditions such as price, quotation and market supply on real estate prospects, and the ratio of house price to rent in different regions). ?
(7) Relevant news reports are favorable topics for the real estate market.
(8) the location of the case (value-added potential-the value exceeds its price) and the favorable trend of the large and small environment in the future. ?
(9) favorable or unfavorable factors (especially negative factors) of economic, social, political and administrative order. ?
4. How to answer the shortcomings raised by customers?
In view of the shortcomings, avoid the heavy and answer quickly. Don't procrastinate, if you procrastinate, the customer will think that you are making up an answer to perfunctory him.
5, increase the conversation content and material.
Second,? Compare nearby houses-area, planning and price.
1, don't take the initiative to attack, speak defensively and answer customers' questions concisely. ?
2. When looking at the house, you can take the customer around the scene to learn about the name of the street, the surrounding environment, the small environment, the school, the park, the name of the station, the school district, etc. Let customers feel the atmosphere of future home environment. ?
Third, spy on the buyer's sincerity.
From the moment the customer enters the reception center, it is necessary to ask the customer's occupation, living area, area and room demand, and analyze the customer's psychology.
The so-called "spying on the buyer's psychology" refers to tapping the buyer's needs, preferences and expected price (purchase budget).
Generally speaking, brokers should master the following principles at this stage:
1. Emphasize the advantages of housing (refer to the explanation of apartment types shared by Hengzhong Business School later &; The explanation sequence and precautions of the complete set of puzzles)
Good layout, good shape, sufficient lighting, good geomantic omen, large room, living room, kitchen, master bedroom, good view, good privacy, elegant facade, smooth moving line, reasonable price (over value), traffic, environment, public facilities and value-added potential.
2. Persuade buyers to buy and promote the trading atmosphere?
After the customer has seen the house, materials and supporting facilities, he can persuade the other party to buy and take action only when the customer's needs, preferences and expected prices meet the requirements of this product.
The following methods can be used to strengthen customer confidence and purchase intention:
(1) Improve the value of this product; ?
(2) Use fake customers and fake telephones for promotion when necessary;
(3) Use circuitous tactics to enhance the confidence of buyers and create a harmonious atmosphere.
Clearly introduce the advantages of "a certain house" to customers and strengthen the confidence of buyers (in a firm tone)?
If possible, you can arrange two or three groups of fake customers to see the house when the customers are looking at the house and are negotiating. Let customers feel the tension of housing. ?
When the customer is negotiating, you can ask your colleagues to make a fake phone call to the house to carry out competitive promotion.
For example: huh? Mr. Chen still wants to see the house? I am looking at the house with Mr. Zhang now, and Mr. Zhang is also very interested.
Well, Xiao Ceng, will Mr. Chen make a decision today? Let's see what Mr. Zhang means first. You need to pay attention to your acting skills and inadvertently create a little tension, not too much?
Fourth, the key to mastering the skills of selling houses?
1, sell yourself first-win each other's trust and be self-centered.
When you want to make a deal, you must first let the customer accept this person as a broker, and then enter the next process.
2. Be confident in the house you sell, keep your eyes firm and don't give in easily.
Most customers will participate in price negotiation only when they think the products meet their needs and preferences. Most of the business focus should be to impress customers and attack the advantages of products and the environment. If the customer is tempted, the next work can be carried out well.
When selling a house, we should aim at the customer's requirements and budget.
For example, if a customer has only 8.9 million cash or overall economic strength in his pocket and wants to buy a house of/kloc-0.0 million, never sell a house of 2 million.
Take the initiative to understand the buyer's needs, preferences, budget, payment sources, etc. Through "detour tactics" and "introduction chat". And do a good job in public relations. ?
Have full confidence in the pricing of "price list (company advertising quotation)", don't give up the price easily, don't have the concept of floor price, and don't take the customer's bid as the basis for price increase.
Only talk about advantages, not disadvantages. When customers put forward shortcomings, we should find good language to deal with them, try to turn the shortcomings of the house into advantages, earnestly seize sincere customers, and ask the other party to pay a deposit at any time when the time is ripe.
The sales atmosphere should be harmonious, and there should be no ice. Chatting and joking can be used to eliminate strangers and build feelings.
Walking with tigers and wolves is an animal; Dancing with the phoenix will be a handsome bird.
It is highly recommended that you search for "Hengzhong Business" on WeChat official account and search for keywords in the input box to see how to find accurate customers; Four skills for real estate sales experts to clinch a deal with customers: they have learned all kinds of professional knowledge, oral expression ability and professional skills. In the real estate sales and investment operation industries.