Three ways for real estate agents to talk about business
1. As a real estate agent, we must first do a good job in basic business, understand business processes and real estate market, and keep learning.
2. Real estate agents should make clear their goals, arrange their work reasonably, make daily work plans and goals, and improve their work efficiency. After all, attitude is the key to success. Only by establishing a correct learning attitude can they maintain a good working condition.
For real estate agents, the most important thing is to build trust with customers. Therefore, when communicating with customers, we should treat customers with a sincere attitude, try our best to meet their needs and help them buy a satisfactory house. At the same time, we should learn to classify customers effectively and maintain them in a targeted way.
Sales negotiation skills
1, go straight to the point trading method
This is the simplest and most commonly used transaction method. After the consultant gets the client's buying signal, he directly proposes the transaction. When using the direct method, the key is to get a clear buying signal from the customer.
When you ask for a deal, you should keep silent, wait for the customer's response, and don't say anything, because your words are likely to distract the customer immediately and make the deal fall short.
2. Interest List Trading Law
Show customers' interests after trading with themselves in front of customers, closely combine the characteristics of products with customers' concerns, sum up all the interests that customers are most concerned about, and urge customers to finally reach an agreement.
When the relationship between customers and consultants is relatively harmonious, but they have been hesitant and want to go to another store, consultants can use this method. First, list all the advantages of the store, and these advantages can meet the interests of customers, at least 10. Note that at least three or five of the advantages of 10 are unique to your store and not available in other stores. Then clearly show it to customers and urge them to make a decision.
3. Two in one transaction mode
Consultants provide customers with two solutions to the problem, no matter which one the customer chooses, it is a result we want to achieve. In this way, customers should avoid the question of "do you want it" and let them answer the question of "A or B". When guiding customers to clinch a deal, don't put forward more than two choices, because too many choices will make customers at a loss.
4. Special preferential trading methods
Also known as concession trading method, it refers to a method by which consultants urge customers to buy immediately by providing preferential conditions.
Personal trainer's 10 talking skills?
The first trick is to scare members, claiming that they are not standardized and easy to get hurt, or that they will get hurt if they practice themselves, so as to scare them into buying classes.
The second trick, stick, no matter what actions members do, they say it is not standard, stick to members, and make members feel uncomfortable. The coach took the opportunity to recommend his own class for members to buy.
The third measure, loss, is usually after physical examination, either the members are too thin, or the members are too fat, or the members are not in good shape and asymmetrical. Anyway, they must seize a point and throw it away, and finally claim that they can help improve it.
The fourth trick, blowing, claims that members practice by themselves, and it won't work for half a year. If they practice for a month, the fat is gone and the muscles come, and the thin and fat person becomes Schwarzenegger.
The fifth trick, rub, chat with members, make friends, chat, and then take the opportunity to promote your class, done.
Personal trainer talk list manual:
When potential customers enter the health club, the sales staff should keep smiling and warmly receive them, so that they can immediately feel that the health club sincerely welcomes them, and you also leave them a good first impression. The first reception will directly affect the success of sales! Therefore, the reception method should be decent!
People who enter a fitness club for the first time in their lives want to know the following three aspects:
1. Are they interested in my coming?
2. Can I get the result I want?
3. Personal trainer tells the main points:
Do I like the facilities and services here?
Your task is to let them get all the above information.
If you don't give a positive answer to the above three aspects, sales can't be successful. Because when they walk into the gym and find out what services you can provide, this behavior itself shows that they are very interested in the gym, which is a very simple fact. Then, you must take the main responsibility and guide them in the right direction.
On the process and skills of taking orders
On the process and skills of taking orders
As a designer, we should not only have good design ability, but also master some corresponding skills, so as to work better. Next, I collected some for you.
On the process and skills of single order 1
1. Step 1: Make a good first impression and attract him with the concept.
The work to be done in this step is not only to talk about the concept, but also to record his needs in the process of talking. A good design is a product synthesized by knowing customers' intentions and combining their own ideas. When I talk about the list, I usually prepare five pieces of paper, a sketch book and colored pens. In the process of talking about the bill, while talking to the customer, draw his thoughts. It is best to make a simple layout according to his ideas immediately during the conversation. And this step is the first step of your running-in experience. Some designers are not like this. They use paper to record their customers' thoughts first, or even not, so that customers have no impression of themselves. I often try my best to impress my customers in the process of talking about the first order. In fact, this is about concept and design, and feelings, so that if it is not the price, customers will come to you and make them very dependent on you. But if you talk about the bill without details and concepts, the customer may not sign it anyway. I think it's just talk. A designer in my former company will draw eight floor plans when he takes a photo. The customer asked, young man, which scheme is the best? He said, what do you think? When designing, you must remember that there is a main scheme, and the others are sub-schemes. When you talk about it, you should talk about what you think is the best and the highlights of several other schemes.
2. Step 2: Enter the deep stage, make the customer interested in your plan and have his desire to see your budget.
In this step, I will prepare some floor plans. Generally, I will prepare two sets: one is a true plane, which is the most reasonable layout; The other set is called fantasy layout, which may not be reached, may not be applicable, and may be more romantic. The purpose of this layout is to set off the very useful layout you just had. Unless the customer has very specific requirements, a good layout cannot be changed. As we said just now, because you talked about the concept last time, this practical layout scheme will be convincing. Fantasy, however, can make customers feel that your design is bold and attentive. Although this fantastic floor plan may not work, it plays a very good auxiliary role in your first set. And some perspective views. Perspective is to draw some perspective views according to some highlights in your design. Or you can draw some computer renderings. Hand painting can save costs and give customers a strong feeling. Customers can modify it, so hand-drawing can be modified immediately with customers. Many customers will say that they can't do it at once and come back in a couple of days or something. In this way, after a few days, it may dampen the interest of customers. At the same time, customers may go to other companies for comparison. In fact, signing a bill now is not only to compare companies, but also to compare the ability of designers. Then this will prolong our receipt time and even cause the loss of bills.
As for the second step, I think we must ask this question at last: Customer, do you have an investment plan for your room? If so, can you tell me so that I can make a proper budget for you? So next time you come, we can talk about budget and plan.
3. Step 3: Enter the bill signing mode.
If you master the above two steps, you can sign the contract this time. Some colleagues say that I don't speak technical terms. In my opinion, if a designer talks a lot of technical terms with his clients, I don't think he is a good designer. Talking to customers is to let them understand your design ideas and intentions in the most easy-to-understand language.
Talking about Single Process and Skills II
Cut to the chase.
If you, as a salesperson, have seen the customer's buying signal, don't put it off any longer at this time, and try to make a deal with the customer immediately. The key to a successful transaction is to see that the customer has a clear desire or signal to buy, so that this method can work.
List of benefits.
If the customer still has doubts about buying, at this time, you can try to list all the interests that the customer cares about, so that when the customer cares about his own interests, he will think more carefully, and once he finds that it is really beneficial to him, he will be willing to conclude a deal with you soon.
Two options.
Generally speaking, if the customer is still hesitant to buy something, you might as well tell the customer directly at this time and give him two plans according to the customer's situation, one is what and the other is what, so that the customer can choose automatically. Once the customer falls into the pattern you have drawn up, he may be caught.
Special price.
In fact, customers have a small mind to take advantage. If we can grasp the customer's psychology, then it is easy to clinch a deal. Especially when some customers see that they can have some discounts while others don't, their desire to buy can rise directly from eight to ten, or they can easily fall into the trap you set.
Use provocation.
If you find that your customers are competitive or pay more attention to face after contact with them, you can goad them into making a deal, for example, by using verbal comments from others to stimulate their competitive spirit, so that customers may be willing to place orders directly.
Conformity psychology.
In fact, most people have a herd mentality, even if they buy something, they are willing to buy the kind on the sales list. Therefore, if you meet such customers, you can directly recommend the products that sell well in the store or are hot recently, so that the chances of customers buying will be greatly improved.
What are the skills to talk about business with customers for the first time?
The skills of talking business with customers are:
1. First of all, you have to know the relevant governors of hardware and software, and you must know the hardware price of the day. From the company's face, personal image and enthusiasm, it is very important to give customers the first impression. For example, a little older than us comes, we call brother, please sit down, and then pour water. Start with a small thing, you are very enthusiastic, and let customers listen to you slowly.
When a customer comes to the company, you should take the initiative to go to the front and ask what you need. Can I help you? If installed, also carefully ask what the installation is for, so as to write the configuration to the customer.
When a person walks into the company with an installation bill, you should pay attention when you write the configuration to the customer. The price can't be too high, but it can't be too low, because no matter what price you write, 80% people will bargain with you, so we should keep the profit well so that we can take the initiative. Then we can slowly get a price that everyone is satisfied with, so that 60% of people will be there. You may also cheat the customer's configuration and look at what other companies have written. Then you can quote the customer according to the above price. At that time, we will earn a little more money and let 80% people install machines here.
4. If the customer doesn't have someone else's quotation, we should make a higher quotation from the beginning, because it's the first store, and 100% people won't directly install machines here. If the price is higher, they can have a lot of counter-offer space. When customers leave, they must say the most crucial sentence, that is, "go to other stores, if the price is lower than mine." In this way, 80% people will come back again, and they are all tired at this time. If people really want to install the machine, they generally don't want to leave. At this time, if the price is lowered slowly, the success rate will be greatly improved.
If adults lead their children to install machines, 80% will install them directly today. If college students come to install the machine, 60% will come to understand the market price, and generally they will not install the machine on the same day. Only by knowing this can we understand each other's intentions, so that we can get twice the result with half the effort when talking about bills.
6. Write a list for each other by dressing. Generally speaking, people who pay great attention to clothes have high requirements for things, so we can't report things too often.
7. People who dress up as students are generally more affordable, so writing lists is generally based on general requirements, but the most important thing is that the price can be lower. There are also some games, so the configuration will be higher, and students can install them cheaply.
8. For the whole family to go out, pay attention when writing the list. It usually depends on the parents' faces. If the price is high, parents will definitely not install it. If the configuration is low, the child will not agree. At this time, it is necessary to give full play to their eloquence and make a list of low prices and high configurations, because as ordinary families, they just want to use machines with low prices and high configurations.
9. When talking about the bill, everyone should also pay attention to it. Be sure to let the temptation out, let the customer feel the temptation, that is, the feeling of pretending and hesitating, and then gradually increase the temptation. For example, the whole machine is guaranteed for several years, the software is provided free of charge, and things are sent. Taking advantage of people's greed and petty gain to the point where customers can't refuse. Most people are proud, so it means that victory is already waving to you.