First, the second-hand housing sales strategy
1. Establish and maintain a positive attitude. The most important thing in the sales industry is a positive attitude. A positive attitude will enable you to better show yourself and your products at work. Know your customers and meet their requirements. Only by knowing what customers are thinking, can you accurately find what they need from the real estate you sell and reduce the hesitation when buying a house.
2. Establish a long-term customer relationship. You can't look at customers by luck. After establishing friendship with customers, you will not only gain a friend, but your customers will also be willing to sell the real estate you sell to others, thus forming a good chain effect. Listen carefully to the customer's expression, don't say how good the house is when the customer comes, so the customer will have distrust of your real estate. In the customer's expression, you can cut in and express where the real estate you sell is more suitable for the customer's needs, which will make it feel that this house is suitable for it.
There are many reasons for customers to buy a house, some are investment, some are self-occupation, some are rental, some are convenient transportation, and some are educational resources near the house. Don't casually express some conveniences that customers are not interested in. You must look at people when you speak. Believe in yourself, believe in the house. If you don't have confidence in sales or even trust the house you sell, customers will definitely give up buying the house you sell without hesitation.
4. Know the real estate you are selling like the back of your hand, so that you can independently and appropriately answer what the customer wants to know in the customer's inquiry, and also take the customer to the place you want to express more euphemistically. If you don't even know the real estate you are selling, you will prevaricate when introducing the house, and your customers will not have a good image of you. In the communication with customers, don't just talk about the house all the time, talk more about hobbies, so that the two sides will not be too blunt in communication and customers will trust them very much.
5, be good at using numbers, such as what is outstanding about the house price, the size of the house price, the preferential treatment given by buying a house, and so on. The average customer is very sensitive to these figures. You will also have confidence in your professionalism and be more willing to consult.
6. Anticipate the customer's rejection and don't show discomfort when the customer is unwilling to buy a house, so that even if the business is not in Renyi, you can show your excellent professional quality and don't give the customer a bad experience.
Second, how to sell second-hand houses?
Whether it is online housing or the housing of second-hand housing intermediary stores, almost all have attractive selling points. Bian Xiao browsed various real estate websites and found that every suite was added with selling points by information publishers in various forms: in addition to the recent popular selling houses to cover positions, there are also house changes and down payment; In addition, immigration, study abroad, foreigners returning to China and abandoning their houses are more common; There is also an urgent need for liquidity and urgent need for funds to expand business scale, which will also be regarded as a selling point. Brokers usually don't give up if they really can't find the right one. At least they will add an ambiguous sentence to the description of the housing, such as super high cost performance, and the landlord's sincere sale is quite hard.
Why should every suite source add a selling point? This is a sales strategy, the main purpose is to increase the possibility of clinching a deal. Mr. Wang, the manager of an intermediary company, told reporters that highlighting the selling points of second-hand houses can attract buyers' attention. He explained: If I tell the buyer that the landlord's immigration formalities have been completed and the house will go abroad after being sold, the buyer will definitely think that he has found his wallet, because most people will think that this kind of house is more affordable.
From the marketing point of view, its main selling points are: first, it pays attention to price advantages, such as various forms of urgent sale of houses, including immigration and return from foreigners, as well as price concessions such as giving away furniture and decoration; The second is to highlight the selling points of practical functions, such as transparent north and south, reasonable room layout and proximity to the subway; The third is to highlight the special selling points of special value, such as having river view and educational real estate.
There are many strategies to sell second-hand houses, depending on the actual situation of the house. What is the selling point when selling second-hand houses? The selling point is also based on the specific situation of the house, location, price and so on. Not all second-hand houses are sold at the same selling point. If you don't want to be so troublesome in sales, you can hand over the house sales to a professional intermediary.