1, location: Hainan industry: real estate, the company is the main agent of new buildings in Hainan, and there are new buildings divided in all regions of Hainan;
2. The company's operation mode mainly relies on Baidu keyword promotion, and the company has its own real estate website (similar to SouFun). Customers search through keywords, click to enter the website, and learn about each other's information and needs through dialog boxes.
Question:
1. How to gain the trust of customers?
2. How to maintain customer sentiment?
Reply:
How to gain the trust of customers?
The intermediary takes the client to negotiate. From the customer's point of view, the customer must be 100% unhappy to see the intermediary standing aside. Why? The client knows very well that you will make his money. After he takes a fancy to one or two properties, he will try to get rid of the intermediary and talk to the sales office himself. Customers are unfamiliar with you and have no trust. He is afraid of losing money. This is human nature;
1, tap customer demand first.
Key words that determine customers' housing demand: grade, location, price, apartment type and area? Are there any special requirements? Linhai, mountainous area or urban area? After confirmation, find several suitable buildings to recommend. Get customer information in the early stage, and start to give customers regular briefings on Hainan real estate, sales situation, price trends of Hainan real estate market and other industry information, and use professional knowledge to maximize customer relations. It is very important to make it clear to customers first that the fees charged by our intermediary have nothing to do with customers, but only with developers.
2. Prepare real estate stories and sales words.
Selling a house is also selling the story first, and preparing the story of the real estate in advance. We should practice our sales speech accurately and do 20 questions by ourselves. According to experience, customers' questions will generally focus on less than 20 questions, so you should concentrate on tempering the answers to these 20 questions, and then continue to temper if you find something wrong in actual combat. The advantage of this is to provide customers with more professional suggestions on buying houses and enhance their stickiness and trust. The customer relationship we have established through the Internet is unlikely to be thorough in a short time. The core of sales is to make money with professional knowledge. Occupation is not written on the face, but invisible words and deeds.
3. Impress customers with the professional knowledge of real estate geomantic omen.
If you can be familiar with and skillfully use some geomantic knowledge, he will think that you are very professional, pointing to the serious injury of the real estate, and then you will become a crutch for customers, or a higher-level consultant, and customers can no longer live without you. Most people who buy houses in Hainan are luxury customers. These people believe in Feng Shui very much. Do a four-hour feng shui topic sharing in the future, and use the wind and water in the speech. It is absolutely practical and can kill competitors with one hand. We applied a lot of geomantic knowledge to explain various buildings in Hainan. Can customers still leave you? Hehe, now you are their real estate expert! Because they can abandon you if they choose real estate, what about the apartment? Pick a direction? Hehe, there are experts, and they will definitely follow us;
4. Make full use of "profit-driven" to lock in customers.
Don't be too enthusiastic or too cold when meeting customers. Too enthusiastic is not good, too cold people think you are pretending to be a big card. Customers are not fools, so enthusiasm must have a purpose. Talk about these customers' concerns. Tell the customer frankly that the customer can talk to the sales office directly. It doesn't matter whether he goes or not. As long as you ask the customer to call you after the talk, you can give him a cheaper price. Let customers take advantage, so that you can earn the rest of the commission back, and most customers can't run away. Suppose our conversion rate was originally 20%. Although we shared the money, our conversion rate increased to 80%. Let's calculate again, will our income increase more? We also have a potential income, that is, customer referrals.
The most important thing in sales is to learn from experts, which can save us from making mistakes for several years. There is a sales and entrepreneurship experience exchange group: 530778 154. Verification code: 222. The Group will regularly invite some sales experts to share and make progress together.