In short, let customers take the initiative to find you to buy a house and guide customers' desire to buy. Most customers are choosing whether to buy a product or not. What can you do to promote it? So how can we do a good job in sales? Learn to listen and ask questions. In short, let customers take the initiative to find you to buy a house.
In short, let customers take the initiative to find you to buy a house. 1 Speak sincerely.
First of all, let customers feel that we are professionals. Secondly, we'd better know about the interests of customers who make an appointment to see the house, so that it will be easier to talk together when chatting, and customers will think that we are sincere. It is said that before meeting a guest, US President Washington must look at this person's hobbies on the first night, and we can do the same!
Give the customer a reason to buy.
Always grasp the customer's needs and endurance, and observe the customer's mentality, which is the key to the final transaction. Many times, we did a lot of things and wasted a lot of time, but in the end, we still missed the goal.
Sometimes we are too eager for quick success and instant benefit. When customers agree or acquiesce, we tend to be a little emotional. So there will be obstacles in communicating with customers. You know, what we do is actually sales, in fact, it is more of a service component.
Let customers know that many people have bought houses in this community.
Everyone has herd mentality. When recommending a house, the agent told the client in time that some people similar or identical to him bought a house here. This not only touched him psychologically, but also enhanced the customer's desire to buy.
Enthusiastic brokers are the easiest to succeed.
The broker should make the client feel that you are always by his side and let him feel your enthusiasm. If time permits, even if customers have no demand, they should be warmly received. Who knows his identity and background? If he has no needs, how does he know that his friends have no needs?
Don't be self-righteous in front of customers.
Don't think you know everything and treat customers as idiots. Many clients don't like agents who think they are smart. If the customer is really wrong, be smart and let him know that other customers often make the same mistake. He just made a mistake that most people are easy to make.
Many people abide by two principles at home: first, the wife is always right; Second, even if the wife is wrong, follow the first rule. Outside, in the company, it is always right to be a customer as long as we change the word slightly. Even if the customer is wrong, it is our fault. I believe that you are not only a "new good man", but also an excellent real estate agent.
Pay attention to what customers say.
Some clients have definite requirements about the house they want to buy. Paying attention to customers' requirements and meeting customers' needs will make the sales work more smooth. On the contrary, trying to sell your house blindly, interrupting customers for no reason, and chattering in customers' ears will fail in nine cases out of ten.
What kind of service can you provide to customers?
Please tell it to the customers and show them. Customers not only hope to get your pre-sales service, but also hope to get good after-sales service after buying your house. Your constant phone calls, holiday greetings, etc. Will give customers a good feeling. Don't make excuses for delaying or not doing things promised by customers, such as whether the gifts are delivered in time.
Don't slander others in front of customers.
Even if your competitors are bad in one way or another, don't denigrate others in front of customers to raise yourself. This is very stupid, and it often makes customers rebellious. At the same time, don't speak ill of your company and complain about the company's faults in front of customers.
When customers have no intention to buy, they will retreat.
Don't put pressure on him with the old sales tricks. Many times, customers have no intention of your house. At this time, do you take the initiative to return it or persevere to sell it to him? A more appropriate way is to take reverse sliding. You can change the topic, say something that customers are interested in and give customers a psychological preparation process. Don't expect to make a final decision at once. After all, such luck is rare.
In short, let customers take the initiative to find you to buy a house. 2 Differentiate: Don't treat customers in a formulaic way.
When serving customers, your answers are too formulaic or perfunctory, which will make customers feel that your attitude is cold and impolite to them, leading to customer dissatisfaction. So pay attention to the following points:
1, look at each other.
No matter how polite and respectful language you use, if you just keep talking and ignore your customer, he will feel very unhappy. So look at each other when you talk. If you don't look at each other, it will make them uneasy. If you keep staring at each other, they will feel oppressed. You should look at customers with soft eyes and answer their questions sincerely.
2. Always smile.
When others talk to you, or when you talk to others, if you are expressionless, it is easy to cause misunderstanding. When talking, smile at each other more, and you will understand the power of smiling, and not only the customers, but also the people around you and even yourself will feel very happy. But if your smile is not used properly, or your smile has nothing to do with the conversation, it will make the other person feel puzzled.
3. Pay attention to each other.
When talking, you need to listen attentively to each other and understand what they want to express. If a person talks for a long time, the speaker is very tired, and the listener is also very tired. Therefore, it is better to answer the other person moderately when talking.
4. Change your speech.
You should make appropriate changes in speech speed, tone and pronunciation level according to what you say. If you talk like a robot, you will be bored without cadence. Therefore, when we speak, we should pay more attention to intonation and content, and gradually improve it.
In short, let customers take the initiative to find you to buy a house 3 1 Make use of the advantages, details and characteristics of the house to introduce it. After comparison, we provide targeted solutions to help customers screen out cost-effective houses.
2. Observe the customer's demand, whether the customer buys a house for self-occupation or investment, amplify the interests that the customer values, and explain the value that can be brought to him, so as to achieve the purpose of closing the transaction.
3. When selling a house, let the customer fully feel the authenticity of the house, and at the same time pay attention to the consumer psychology of the customer, so as to suit the remedy to the case.
Strengthen feelings for customers
For many owners, building trust with strange customers is a thorny issue. If there is no connection trust, there is no effective communication. So how does this skill apply to work? The real estate agent trainer Xia set up a psychological expectation for the other party when they first met.
For example, "Can I have a few minutes of your time? I want to know your needs through a few simple questions. " Generally, after asking these questions, you can quickly gain the trust of others, but also get the real needs of customers, avoiding some nonsense and affecting communication with customers.
When sales itself has won the trust of customers, we can appropriately provide some promises to customers, which can come from products or other things that affect sales factors.
Listen carefully to customer needs and master customer satisfaction. Let the customer finish, don't interrupt each other. When a customer is stimulated to buy, he will say what he knows about the product itself, try to observe the customer's expression and understand the customer's feelings. Only by learning to listen to sales can we really enter the hearts of customers.