First, sales control: that is, control the housing, say "only one set left" to the customer, or "don't believe it, as long as you don't buy it, the customer will come to see the house this afternoon." Sometimes, the more you say that, the more customers buy. One is to burn one's bridges, and the other is to make customers feel that they are buying quickly. ?
Second, call the counter: call the sales staff on the counter to cooperate, such as: "You help me check if there is a house." ?
Third, fake calls: distinguish between incoming calls and outgoing calls. ?
Fourth, the sp among colleagues:
1. When the customer hesitates, ask "Which house?" . ?
2. When the sales representative can't solve the problem.
3. Irregular customers.
4. When the customer comes in. ?
Verb (abbreviation of verb) superior and subordinate sp: Use the duties and powers of superiors to excuse themselves or put pressure on customers. ?
6. Fake customers: arrange fake customers to look at the house, bargain and rob the house, or directly use customers with great intentions or good relationships around them to cooperate and enliven the atmosphere.
Application of compulsion skills
1. Definition: On the basis of the customer's approval of the product, use tactful means to force the other party to make a deposit.
2. Why do you want to force?
(1) Customer down payment is a requirement of the real estate industry.
(2) When customers look at other properties after the deposit,
A) If one is worse than the other, we will win naturally.
B) If other properties keep pace with ours and have their own advantages, customers will hesitate, but considering that they have already paid the down payment in our company, they will still choose us, and they will find reasons to convince themselves.
C) Other projects are better than ours. When we don't want to buy, we at least have a chance to convince each other with a down payment.
(3) If customers go home to discuss with relatives, they will find the advantages of the real estate and explain the reasons for their down payment.
(4) Judge whether the customer really has the intention to buy, and ask him why he is unwilling to make a decision.
3. Basic requirements for sales representatives to do a good job.
1, keep a calm mind, for example, customers will be nervous and sensitive when paying money, and the sales representative must relax and give himself a belief in his heart: customers must give some outrageous reasons before buying a house.
2. Have you tried to figure out the intention of the customer's psychology? If you want to buy it, you can give it or take it. If you want to buy it, 50 yuan should also make him make up his mind. If the customer goes home to discuss with his family, he will find the advantages of the real estate and explain the reasons for his down payment. Judge whether the customer really intends to buy and ask him why he is unwilling to make a decision.
3. Seize the opportunity of clinching a deal, and don't be afraid to put forward the belief of clinching a deal once. If the customer hadn't made up his mind at that time, it might have been lost forever. Asking is like chasing a girlfriend. If you don't mention it, you may lose the opportunity. Don't say, "I once had a very interested customer in front of me, and I didn't cherish it."
4. In times of urgency, Zhang Chi has a certain degree. Don't chase customers. If he is nervous, he will bow his head, sit beside him and glance at him. Don't push him, let him go back and think about it.
5, let customers focus on a little, don't casually introduce other houses.