Good communication and oral skills,
Quick response, strong learning ability, initiative and team spirit,
Good self-motivated and pressure-resistant ability,
Proficient in sales skills and words,
Dare to accept challenges, have perseverance,
Be patient and meticulous, and provide quality service to customers.
Second, the words and points:
Ok, my name is XXX, my last name is X, and my name is XX. I'll find you a house full-time in the future. If you have any requirements or opinions about the house, you can tell me directly, so it is more convenient for me to help you find the right house for you.
Mr. XX, you know it is impossible for me to sell this house alone, and it is impossible for our company to sell this house alone. What do you think of this house? If you don't like it, you can tell me why you don't like it, so that I can help you find a house more accurately next time. If you like, you can also tell me, let me grasp this house at the most favorable time and help you win the greatest benefit.
You've seen other companies' houses. In fact, you know that there are many houses sold in Fuzhou, but there are only one or two houses suitable for you. So if you like it, please tell me, and I will try my best to help you get the maximum benefit. You know it's no use if I can't sell many houses, so I'll try my best to help you grasp this house.
The landlord wants to sell this price now. Of course, we can't bargain at all for spending so much money on a house. I won't buy it. I'm sure the price can be negotiated, but I don't know how much, because the house is not mine, so I can only try my best to help you negotiate. No matter how much I can say, I will contact you as soon as possible. I have a bottom in my heart. I can help you talk about it.
Yes, buying a house is a big deal. You have to make up your mind without thinking about it. Mr. XX, in the end, you only have two answers to this house, either to buy it or not to buy it, so you can go back and think about it first, or you will think about it for a long time and decide to buy it, but at this time the house is sold or the landlord doesn't sell it, and you can't help me fight for it. You know there are not many houses suitable for you. I hope you can grasp it when you take a fancy to it. Of course, if you are not satisfied, please let me know so that I can give the landlord a message. With my years of work experience, it is impossible to talk about so many prices, but no matter how much money you pay, I will try my best to talk about it, and I will reply if you can talk about it or not. For us, we are a service industry. I hope our service can help you. If the price is uncertain, please tell me the confirmed price. If this is your confirmed price, please tell me how much you can spend on this house, because you know I am.
Mr. XX, I know you have many concerns, but you can tell me what you think, so maybe I can use my major to provide you with a good solution. Do you think it convenient for you to tell me your difficulties?
It doesn't matter, the right house is the best, just like a person who wants to buy a house of 800 thousand, 200 thousand people won't go to see it, and 200 thousand people won't go to see a house of 800 thousand. Although the house is good, it doesn't suit him. You must have your reasons for not liking this house. Don't be afraid to tell me, so that the next time I find a house for you, I can look at the house more accurately and not numb, so that I can go out for you.
Ok, I will definitely help you with this house. I can't promise you what price I can give you, because you know this house is not my price, and I won't decide, but I will try my best. As long as I can help you negotiate the price, I will definitely help you negotiate, because for the seller, there is not much difference between taking one more and taking one less, but for the buyer, taking one more will make him feel a little more financial pressure. It's no use taking a lot of houses and not selling them, so I'll fight for every penny and every inch of benefits for you, not to mention 12 thousand, even if it's 12 thousand, you can tell me, so I can better grasp this house. I won't tell the landlord the price you gave me, I will use my professional skills. If I can negotiate a lower price than you, I won't let you spend a penny more. Hello, Mr. XX, I talked to the landlord, but the landlord told me that the area, floor, decoration and property of his house are all there.
This part is much lower than the market price and can't be lower. I'm really sorry that I'm not good enough, but it doesn't matter. I'll ask my director and my manager to help you fight for it again. My director and manager are definitely better than me. I'll call you back if they say no. You can tell me the exact price on your side, so that I can know how to grasp it better.
Telephone sales skills of second-hand houses
Telephone is our common communication tool. How to improve the call quality directly affects our actual performance. Telemarketing can save our time and energy, improve work efficiency and shorten the transaction cycle, so telemarketing is very important to us. Let's start from improving the quality of the telephone now.
Matters needing attention when making a phone call
How to better communicate with customers on the phone?
1, like customers
Everyone likes to be praised by others. After being praised, customers must be very happy, which helps us guide customers and further communicate. "
Step 2 suspend
Speak slowly. Give customers a break after each sentence. When you finish it in one breath, the effect is very poor, because the customer can't remember what we are talking about at all.
Step 3 listen carefully
If we are interrupted by the customer when explaining to the customer, it means that the customer is very interested in our topic. At this time, we should listen carefully to understand the real thoughts of customers and lay the foundation for our subsequent transactions.
4. Repeat what the other person said. On the one hand, it is easy to ring the bell with customers, on the other hand, it can ensure the accuracy and authenticity of important information.
Repeat his name. The feeling of being valued is what every customer wants and should be repeated appropriately. Generally speaking, it is best to call a lady "Sister S", an older man "Aunt S", an older man "Brother S" and a customer "Uncle S" to close the distance with customers. 6. Take care of your heart. The trust of customers depends on everyone's sincerity. Therefore, we should treat our customers sincerely and consider their problems from the customer's point of view, so that customers will trust you and be willing to deal with you. In the end, he will be willing to buy or sell a house in your store to achieve our final sales result.
How to start?
Be fully prepared before you start calling.
1, before calling
Prepare the paper and pen to record the employment (this is the most basic requirement, it is best to prepare a customer demand book of your own, record the situation of each pursuit in detail, and lay the foundation for subsequent transactions).
2. Prepare what you want to feedback or communicate before calling.
Seller: the seller's psychological bottom price, payment method, and whether to approve the loan. In addition, understanding the temper and personality of some homeowners is more conducive to our closer relationship with homeowners ("talking to people, talking nonsense").
Buyer: Prepare two sets of qualified housing materials (preferably with obvious differences), and ask the customer about the time of viewing the house, the customer's ability to pay, whether a loan is needed, whether a decision can be made, etc.
3. Prepare polite expressions before calling. It reflects the professional service level of our company, and it is more convenient for us to communicate with customers. Generally, there are: "I'm Xiao Li from a store in 1+2. Excuse me. " "Is it convenient for you to talk now?" Such kind words, in fact, no matter which service industry, customers mainly choose a sincere and satisfactory service. 4. Before making a phone call, prepare the relevant information of buyers and sellers' customers. It is necessary to know more about the specific situation of the owners and customers, such as: home address, number of family members, where to work and status in the family, economic strength, customer's personality, etc. To promote the relationship with customers and increase their trust in us. But when you speak, you must master the scale, so that customers can't feel that we are exposing their personal privacy.
How to vividly reflect the value of housing when recommending housing to customers on the phone
1, reflecting the value of the house requires comparison method, and only through comparison can the selling points and advantages of the house be analyzed.
2. Describe the house and surrounding environment, etc.
When you make a phone call, you should not only introduce the house, but also introduce the surrounding environment of the community where the house is located, the surrounding facilities, schools, hospitals, shopping places and other living facilities. Let the house be three-dimensional, which is more conducive to arousing customers' interest in seeing the house. )
3. Reflect the uniqueness of the recommended houses.
Finding the selling point of the housing, coupled with our encouragement and flicker, shows that the supply of high-quality housing is in short supply, and customers should have no problem looking at the house.
If the customer has any questions, answer them well.
Think ahead of time about the questions that customers may ask. We have prepared it in advance if the customer requests it. So, at that time, when we deal with customers, we will be very confident and comfortable, and this will be half the battle.
What's the purpose of calling? Strive for the opportunity to interview the owner or customer.
How can we interview the owner or customer?
Then we should do four things well.
Telemarketing skills:
pay attention to
Understand the real needs of customers and find the selling point of the house to guide.
Stimulate interest
A three-dimensional introduction to the house according to the customer's needs will arouse the customer's interest in the house.
Raise your desire.
Think of this house as a customer's house and plan a vision for the customer.
Suggested action
It is recommended that customers come to see the house as soon as possible, preferably on the same day, to show that there is demand for housing.
What should we do if there is a dispute in telephone communication?
Learn to turn disputes into opportunities. If you are in doubt, you can make a deal.
Handling skills of telephone objection
1, listen carefully (find out the main contradiction)
Step 2 share feelings
3. Clarify the objection (clarify the main contradiction and eliminate the customer's doubts)
4, put forward suggestions to solve the objection (persuade customers, and strive to reach an agreement with customers)
Step 5 call for action
(Interview-Deal. As long as we communicate in advance, this step should be natural.
What problems should be paid attention to in telephone follow-up maintenance?
1, empathy
Consider the problem from the other side's standpoint, and have a * * * with the customer, and the chance of clinching a deal will be greater.
2, simplify processing
Just make a phone call to find out the customer's needs, then find the matching housing, and then contact the customer to determine the time to see the house.
3. Determine the purpose of each call.
Every time you make a phone call, you must have a certain purpose. No matter what you talk about, you must never leave your family. After the telephone conversation, summarize and record the current psychological state of the seller or buyer, make written records and give timely feedback.
Analyze and sort out the information about buyers and sellers' customers obtained in this phone call, so as to make a sales plan in the next step, analyze the gains and losses of this phone call, and summarize and improve yourself. Get ready for the deal!