Telephone tracking refers to customers who have never bought at the scene, or customers who have not called at home, and customers who have bought at the scene. The following are the skills I brought to you by real estate agents to find people by phone. Welcome to reading.
First, the misunderstanding of telephone tracing.
1, I think the customer tracking effect is not great (if you want to buy it, you will come naturally);
2. It is believed that customer tracking will reduce the grade of real estate, resulting in slow sales of real estate to customers;
3, anyway, I have bought a house, so it doesn't matter whether I follow it or not;
4, the scene is busy, not idle, indefinitely delayed.
Second, the role of telephone tracking
1, solve customer objections in time;
2. Deepen customers' impression of real estate;
3. Speed up customer transactions;
4. It is beneficial for customers to penetrate customers;
Third, there is no customer tracking skills to buy.
The first step: customer classification, according to the possibility of customer transactions, it is classified as:
Class A: Very promising
Class b: promising
Class c: general
Class d: hopeless
Step 2: Analyze the reasons why the customer didn't make a decision at that time, as follows:
1, there is disagreement. Let's go home and discuss it. "I am # # #, and we talked for a long time that day. I don't know what you think now? "
2, the price is too high, analyze the reasons.
3. The apartment is not satisfied. Please ask the engineering department to make some moderate changes. Would you please have a look?
4. The floors we want have been sold out. (Other floors, same price)
5, dissatisfied with the surrounding facilities, more importantly, it is inconvenient for children to go to school (introduce other real estate) living environment.
6. Buy a house and want to bring an account.
7. Don't rush to have a house, wait and see. What are the benefits of buying now?
8. Poor sales control leads to the loss of customers.
9, two people at the same time to receive a customer, caliber is not uniform, undecided.
10, ask the leader if you want a discount (I don't know if your house will sell fast or not)
1 1, want to compare, compare and see. The consideration is correct, but may I ask you what your concerns are? )
12, security issues. There may be small customers asking, but we have already considered it for you. You can rest assured that the security measures are very strict.
Step 3: For the reason, think about the reason and wording in advance for tracking.
For example, if the price is high, it will increase the value and appropriately increase the purchase conditions and prices.
Analyze the reasons:
1, creating value for products.
2, understand one thing, the factor that hinders the customer from buying is never the price (if he wants to buy), but the purchase conditions, not giving customers preferential treatment under the same conditions.
Step 4: Track the record.
After daily follow-up, be sure to make records, analyze the factors considered by customers, report to the site manager in time, and discuss with the other party the ways to persuade.
Fourth, matters needing attention:
1. Pay attention to the time interval when tracking customers, usually about two or three days.
2. Pay attention to the changes in tracking methods: calling, sending messages, visiting at home, inviting to participate in promotional activities, etc.
3, tracking customers should pay attention to the choice of topics, don't give customers the impression of poor sales and hard sales.
4. Whether the transaction is finally concluded or not, we should ask the customer politely. Help introduce customers.
After making a small decision, you must follow it up at night. Maybe the customer is comparing other properties. That phone can play a very important role. On the one hand, it can strengthen customers' impression of our property, on the other hand, it can explore customers' intentions. For example, if you talk on the phone about problems that you haven't talked about during the day, you can strengthen them in time.
6. Always keep in touch after a major decision (don't be enthusiastic before the decision, stay cold after the decision).
5. Track (infiltrate) the purchased houses, which is a lasting manifestation, a long-term project and a long-term benefit.
1. Purpose: To make friends with them, establish a customer network and penetrate customers.
2. Method: We will set up an auction house to tell our customers about the progress of the project from time to time to deepen our understanding.
3. Hold public relations activities such as groundbreaking ceremony and capping ceremony, and invite them to join.
4. Greet people on holidays, call or send postcards.
5. Have something good to share.
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