1, good at listening and asking questions.
When a guest is not good at expressing his intentions, how can he understand his thoughts? We ask our guests questions in different ways to understand their intentions and needs.
2. Centralized negotiations have been affirmed many times.
G: [Anyway, I'm sure I can implement the 250,000 yuan of Unit A.. However, it was good to watch Unit B last time. How much is Unit B now ...]
Carry out the final intention of the guests. If the guests are still comparing, they will soon lose their desire to buy all the units. ※ After the guest "pays the deposit", don't ignore the guest, communicate with the guest more, affirm the guest's choice, and avoid the guest from regretting and terminating the transaction.
Money is the touchstone of our transaction. How to persuade customers to pay sincere money? ※:
(1) If the purpose of the push is very strong, it is necessary to pave the way for the collection of "sincerity gold" during the surrounding period of the property;
(2) By analyzing the current counter-offer, the transaction cannot be concluded;
(3) As long as other guests bid higher than the existing guests, the transaction can be concluded;
(4) Owners can choose buyers with high prices;
(5) Sincere money can temporarily close the unit, reduce competition opportunities and avoid the owner's anti-price;
(6) If you have sincere money, you can know the owner's reserve price and try to clinch a deal as soon as possible;
(7) Sincere money is an effective means to help guests buy a house at a low price, rather than a tool to reduce intermediary work.
3. Conditions and requirements are easy to implement at one time, but difficult before and after.
Apart from property prices, what do you think can be your bargaining chip in housing transactions? It is forbidden to implement the conditions separately for many times, and it is necessary to clarify the requirements of the guests at one time.
Taxes and fees; Owner's maintenance fund; Delivery time; Lease; One-time payment; One-time payment for annual lease; Rent-free period; Whether and when the building has been delivered; Whether property rights can be traded. In the case that the transaction price of both parties is uncompromising, other conditions can be implemented first, such as the above taxes and fees. However, these conditions must be implemented in writing before the negotiation, so as not to suffer losses in the negotiation process.
Step 4 make a bold counter-offer
(1) Counter-offer says advantages first, then hints at disadvantages;
(2) Counteroffer must be justified;
(3) Make more use of cases.
5. Clear guidance
When making clear his purchase, the guest wants to have a clear understanding of the whole negotiation and transaction process (that is, the right to know), otherwise, he will be defensive to our process. Therefore, in the process of negotiation, customers should understand our workflow and reduce unnecessary worries and precautions of customers. You should keep in touch with the guests after receiving their earnest money.
Mr. Chen, I will confirm your sales conditions in writing so that the guests can understand your intentions. When the terms are reached, we will invite both parties to sign a tripartite contract, and then we will go through the relevant transaction procedures. ]
G:[ oh! I see. Now I'll fulfill my conditions, right]
Negotiation skills-how to convince guests
6. Income summary method
Benefit summary method is the most commonly used method in marketing. It is to summarize all the benefits introduced to customers before, especially those that have been recognized by customers, and briefly remind customers again that this is aggravating customers' feelings about benefits. At the same time, ask the customer for a clear intention to close the transaction.
Wu Sheng, this unit has a good view and a reasonable room layout. It is located in the East Palace by the river. You said before that the house price here is the most expensive. Few owners are willing to compromise now. The price per square meter is lower than the market price 1.500 yuan. This is a great opportunity. Why don't you come to our company and have a look at our investment plan for you and make a detailed budget! ]
The way to convince guests is not to use too many professional terms, which will make you feel distant from them. ※.
Repeat what the guest told you, strengthen the affirmation and highlight the benefits of the transaction. ※.
Show the benefits concretely and show the specific figures to the guests. ※.
Don't make a deal directly with the guest, it will make the guest hesitate, and help the guest make a good settlement. ※.
7. Message comparison
(1) comparison between primary and secondary buildings
(2) Comparison between second-hand buildings and second-hand buildings (for example, the unit price of large units is generally lower, and the total price of small units is generally more attractive)
(3) Market comparison (for example, buildings in Dongshan District are generally more expensive than those in Tanglou, and the rental return rate, etc. )
(4) Planning trend, radiation of new buildings to surrounding buildings.
For the guests, the most convincing thing is not you, but the information you have.
[Mr. Chen, at present, during the period of soaring property prices, many guests are holding a wait-and-see attitude and are unwilling to buy property. If you are willing to set the property price appropriately, it will attract more guests to buy the property, and we will have the opportunity to serve you! ]
[Mr. Liu, guests will shop around. Three days ago, my colleague bought a middle-level unit in your garden with standard decoration for 250 thousand yuan. You should speed up the price and try to get close to the market price. ]
[Mrs. Li, the price of this garden quoted by other experts is 300 thousand, and bamboo shoots are recommended to you. If you don't go to see it, you will miss a good opportunity. ]
G:[ But now the first-hand advertisement is only 4000 yuan/㎡, and the second-hand advertisement is almost the same ...]
Camp: [The second phase of XX Garden you mentioned, I took the guests to see it yesterday, only 4,000 yuan. This apartment on the fourth floor is a rough house facing the road. If the seating direction and apartment type are better, the average price is 4800 yuan/m 2. ]
8. Self-identity
Think about it, when you find the shortcomings of a product, are you willing to recommend it to others? Every consumer has different values and consumption views. As a professional intermediary, you should treat the shortcomings of any house objectively and recommend it to your guests professionally.
9. Change the dependency to zero
[Chen Xian, since you like this unit so much, don't be so bad. You can live in a good unit with a monthly payment of only a few hundred yuan. ]
Turn the part less than the price into a monthly payment, so as to soften the price gap between guests. ※.
10, interest comparison method
Camp: [The master has lost a lot. It may not matter if he doesn't earn 1000 yuan, but it will be miserable if he loses 1000 yuan. ]
The shopkeeper offered 400,000 yuan at first, but after half a month of constant lobbying, he was willing to sell it for 350,000 yuan. We have put 50,000 yuan on you, Chen Xian, and we have been fighting for it for you. ]
[Mrs. Li, as the building grows older, the house will depreciate. The more perfect the current housing construction and the more ideal the transportation network, the faster the depreciation of old buildings will be. ]
Camp: [At present, the contribution is to pay interest first and then the principal. Bobby Chen, you have paid interest for two years. If you sell it two months earlier, the interest saved can offset the property price! After the funds are taken out, they can be reinvested, and the income is more than 10 thousand and 20 thousand! ]
1 1, sentimental method
Camp: [Bobby Chen, you have worked hard for so long. It's time to live in this good unit and enjoy it. You don't think for yourself, but also for your family. Think about it. There is a playground in the downstairs community. How happy your son is down there! ]
12, suggested crisis
Camp: [Bobby Chen, I just talked to the owner, but it seems cold to me. I read between the lines that other agents gave me a good price, so I haven't replied to mine yet. ]
Camp: [The guests later regretted it! ]
13, good at deployment (if there is any change)
Know how to run back and forth more, and let the guest feel that you are constantly fighting for his interests. ※.
Don't expect a phone call from you to make your guests make a big concession. Making good arrangements in the negotiation will make the negotiation under your control and eventually come naturally.
G: I am satisfied with this unit, but I will only consider 330,000 yuan, and I will only give you 2% commission. ]
The owner's reserve price is 320,000 yuan, 1% commission.
Camp: [Mr. Chen, (guest), tell you what, you should first implement the purchase conditions. I will try my best to help you get the price you want]
[Aunt Li (the landlord), if we help you get an extra 5,000 yuan, can you consider giving a full 2% commission?
Mr. Chen, our company stipulates that if the transaction is successful, the buyer will give 3% commission. Now that you only give 2%, it's hard for me to explain it to the company. Ok, why don't you confirm that if I can help you win 325 thousand and you are willing to pay 3%, that means you are willing to pay, depending on our ability to do it, ok? ]