Real estate agents need skills to introduce houses in order to attract customers smoothly. I sorted out the skills of real estate agents in introducing housing, welcome to appreciate and learn from them.
First, use less negative sentences and more positive sentences.
Because negative sentences are often negative opinions, people will feel unhappy after listening to them. For example, "Are there any rooms on the eighth floor?" A: "No!" After listening, the customer may think, "Since it's gone, forget it." But experienced salespeople will answer the same question: "Sorry, the house on the eighth floor has been sold out, and there is the same apartment on the ninth floor, but the floor is better." Will it be more suitable for you? " This affirmative and confident answer is much better than the previous negative answer.
Second, the correct use of "the same architecture"
Experienced real estate agents often use "at the same time … to ……" in their language, so that they can first express their approval of customers' views, so as to avoid customers' resistance, then talk about their own views and opinions, and finally ask customers to give their opinions. For example, when customers suggest that the living room is not big enough, the salesperson should say, "Yes, the bigger living room is really magnificent. But if the living room is bigger, there must be a beam passing through the middle of the house, which is very unsightly. In addition, if the living room is smaller, other rooms will be bigger and more comfortable. " Using this turning point, brokers do not directly refute consumers, which is conducive to maintaining a good negotiation atmosphere.
Third, don't blindly cover up the shortcomings, but use the method of "negative correction".
Some brokers emphasize the advantages of products in the process of introduction, and remain silent about the shortcomings, which will give customers a feeling of dishonesty. After all, no matter how good the house is, there will be shortcomings, and some shortcomings will be discovered soon if they are not spoken out. Therefore, in the introduction, sales staff can also take the initiative to talk about some shortcomings and use the "negative correction method" to build trust. For example: "The disadvantage of our property is that the price is indeed more expensive than other properties. This is because the careful design makes the practical area of the real estate exceed 80%, so if we consider the price of the usable area, our price is lower than other real estates! " This method of introducing shortcomings before advantages is the so-called "negative correction method"
Four, in the introduction process, we should pay attention to the customer's reaction, in order to constantly adjust their introduction.
Brokers should not be long-winded and chatty when introducing, but should observe the customer's reaction while talking and adjust their introduction methods in time.
Telling customers about sales performance in real estate transactions, the application of conformity psychology is not as obvious as other commodities. The immovability of houses and the huge amount of funds make people have to be cautious when buying. Only at the last moment can conformity play a role.
Fifth, surprise victory.
Brokers take advantage of human curiosity and take novel measures to expand sales. The market environment is constantly changing, and the sales methods should be innovative, so we should not stick to the rules and lose sales opportunities.
Sixth, avoid reality and be empty.
In the fierce competition in the real estate market, in the face of well-funded and powerful competitors, brokers should pay attention to analyzing their shortcomings and weak links, adopt flexible and diverse marketing strategies to win customers and strive to occupy a place in the market.
Seven, pay attention to listen.
In the process of introduction, the broker should also pay attention to the "voice" of the customer, so that the customer can feel your attention to him and will really help him.
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