1, prepare items
Business cards, telephone numbers of buyers and sellers, house inspection confirmation, shoe covers (including customers')
2. Confirm the time and place
Carefully confirm the time and place, and make an appointment with customers and landlords for a period of time (about 20 minutes) to prevent our passive situation and the unsuccessful appointment due to time problems.
3. reconfirm the details of the property.
(including area, price, floor, decoration, residential property fees, etc.). Summarize the advantages and disadvantages of the house, prepare the speech in advance and answer the customer's questions.
4. Communicate with the client's landlord in advance.
A. To the landlord: I will show the client your house later, and I will try my best to promote your house from the perspective of professional market. According to my experience, don't be too enthusiastic, otherwise customers will think that you are anxious to sell the house, take the opportunity to lower the price and leave everything to me, don't worry!
B. For customers: the landlord is my good friend and has a very good relationship with me (to prevent customers from contacting the landlord privately). You can concentrate on looking at the house later and leave the rest to me. If you are satisfied with the house, don't say too much. I'm afraid the landlord will see the price increase. If you are not satisfied with the house, don't say too much to your face. I'll help you find a house. We want to do the landlord's business. I hope you can understand.
5. About the landlord
Customers may go from 10 to 10 around 15, because they have to consider another house at the same time, and they can't look at this one until they have finished reading it (giving the landlord a sense of urgency).
Step 6 make an appointment with customers
A. You must arrive on time 10. The landlord has something to do later and wants to go out.
B. My other colleagues and clients want to see it. They are very interested. If it's late, I'm afraid it's gone.
C. There are many people looking at the house today.
D, make an appointment for customers to meet in landmark buildings near the community, avoid making an appointment at the entrance of the community with dense intermediaries, and prevent other intermediaries from harassing or customers from asking the doorman of the community, which will bring unnecessary trouble to the program.
7, to prevent a single trip
A. The performance confirmation must be filled in by the customer to protect our rights and interests.
B keep an eye on both sides when looking at the house to avoid too much communication between the customer and the landlord, which always appears between the customer and the landlord.
C. Virtual cases of previous self-trading, explaining to buyers and sellers and exaggerating the harm.
8. Housing impression
According to the understanding of the housing, choose the route to have a look, try to avoid some places with dirty surrounding environment, avoid the roads with dense intermediaries, and choose the route that can highlight the advantages of the house (convenient transportation, complete facilities and beautiful environment) to increase the impression score.
Second, take a look.
9. According to the customer's reaction, judge the customer's intention and ask the customer's price.
Under normal circumstances, if the customer looks at the house for a long time, puts forward opinions on the defects of the house, puts forward suggestions on the decoration and furniture placement of the house, calls his family for advice, and actively asks about price fluctuations, transfer loans, etc. If the customer has one of the above behaviors, we can think that the customer has an initial intention to buy the house.
10, if the customer is interested, immediately pull back to the store to talk.
The purchase intention of most customers can be understood as a temporary impulse under the temptation of our promotion and the house itself. How to make this purchase intention more intense and impulsive? The best way is to pull it back to the store and don't let the customer leave alone, otherwise not only will the intention fade with time, but it may also be affected by other aspects, which will have a bad impact on the house.
1 1. Other colleagues cooperated to recommend houses to impress customers.
When customers return to the store, they must inform their colleagues in advance, make preparations, and use the advantages of the team to attack the customer's psychology. Usually use praise, virtual, hard work, you can also consider using fake mobile phones.
A: Zan: Other colleagues have used it-your eyes are really good. If you are interested in this house, prove that you are familiar with the second-hand housing market. This house is not only low in price, but also good in quality. It is a rare good house recently. You really have a unique vision.
Virtual: Are you interested in this house? what can I do? My client is also interested in this house, but he is very busy recently. He wants to look at the house at the weekend and wants me to keep it for him. I didn't expect you to see it first. I have to find him another one. Alas! It's not easy to have such a house now! !
Hardness: You don't know, sir. Our colleagues have made a lot of efforts to find this house for you. Not only that, he also negotiated with the landlord in advance, saying that his old customers sincerely bought a house, but the landlord could not get around it and reluctantly agreed to sell it at this price!
D: The mall received a phone call asking about the same apartment, which led to the promotion. It took the opportunity to force customers: "Hello, you want to see the house of * *, OK, when do you have time?" "Oh, it's Mr. Li. Hello, what is it? You have considered the house, and you want to make a reservation. Ok, you will come for an interview later, right? All right! ! "
12. For customers who have seen it.
Compare the houses you have seen before with comparative method, highlight the advantages and cover up the big disadvantages.
13, customers who didn't give the price.
A. Judge the customer's intention by simulating a customer's quotation, and strive for the customer's bid.
B. Ask about the payment method, calculate the loan, find out the price in the customer's mind, and strive for the customer's bid.
C. Say to the customer, "I see you are satisfied with the house, I will help you make an appointment with the landlord and bargain" and strive for a bid.
14, customer bid
If the price offered by the customer is close to or very close to the floor price of the house, the property consultant should control his emotions, never show excitement, and never reveal that the intended price will be settled. More importantly, he should persist in making efforts to show that the price can only be expressed as a talk and a battle. The landlord's attitude is very firm, which will be more difficult.
(1) is suitable for customers with low bids.
A. insist that the landlord cannot agree. This price has already been offered. If it was this price, the house would have been sold long ago, and I don't know how many times it has been sold! You can't buy a house at this price! You'd better reconsider!
B. after seeing the house, the counter-offer is too low and I want to see it for the second time. I refuse to see it directly. The landlord knows your offer and doesn't even consider selling the house to you. Let me recommend another set for you. (Reject customers and let yourself take the initiative)
C. if the customer's counter-offer is always low and determined not to go up, tell him that the house is sold. If he really likes it, he will be disappointed. Recommend other houses, and look at the houses next time. It will be very cooperative. Or make up a story about why the house is still there. He should have the feeling of getting it back. It will be very impulsive!
15. If the customer is not satisfied with this house, he plans to buy it.
We can say, "Come back to the store with us now, and we can help you calculate the cost (understand its economic strength). There are thousands of houses in our intranet, and we can also check other houses online, mainly to let him go back to the store with us and match the houses.
16. The buyer and the seller make an appointment in the shop.
A, ask them to determine the price with each other, so as to dispel their distrust of us.
B. If the customer resolutely refuses to return to the store, he must ask the customer to go away, not only to judge his intention through communication on the road, but also to prevent the customer from going back to contact the landlord privately. If the customer asks you to go first, we can answer "I have another customer coming to see the house later, and I will wait for him", thus cutting off the opportunity for the customer to jump orders.
17. Pay more attention to the second interview.
If you are too obsessed with the success of the first show, the possibility of a single explosion is very high. Therefore, you must continue to work hard, put on a show when you meet again, convey your nervousness, and try not to promise your customers immediately. Other customers seem to have paid the deposit. Ask and reply to the customer, so that the customer feels that the house is very popular. You can also ask the customer to take the deposit to see the house and make a decision.