Post-sale skills of real estate 1. Attitude first, the touch of stone turns into gold.
Undoubtedly, every property consultant is an experienced salesperson who knows his products like the back of his hand. Once late, property consultants are not only listless and lack confidence, but also publicize negative information in the sales department, such as? I'm sure I can't sell it. The commission is too low and lazy to sell? And so on negative emotions, which has become a common problem in almost all real estate sales.
Curbing the spread of negative emotions in the sales department and focusing on rectifying some negative models are the core issues that sales managers need to solve in advance. However, in order to keep the sales staff in a positive attitude at the end of the course, we need to give them a good reason to believe that the products are excellent.
Yes, everything has two sides, such as the top layer of multi-layer products. Although it is sultry and easy to leak rain, it has the advantages of broad vision, fresh air and no oppressive feeling. It depends on how to turn stone into gold.
First, the salesperson changed his mind. What are the remaining houses? Keep the house? , not? What about the rest of the house? ; what's up House that others can't afford? , not? Don't want to buy a house? Have confidence in these reserved houses.
Secondly, carry out mandatory training activities, unify the caliber, explain the origin of these reserved houses, and convince customers; For example, these houses were bought by the fire and public security departments. Due to vicious price reduction, developers have to give up group buying, so that customers have the opportunity to buy these reserved houses and so on.
Second, attractive promotion.
As for the advantages of later housing, I believe that no one will believe the best advertisement with only a few pictures or a few soft articles. Therefore, it is futile to make efforts to promote the late housing from the product itself. However, if we take a house with a price advantage as an example to attract the public's attention, it is guaranteed that there will be unexpected results.
The author runs a multi-storey residential project in a prefecture-level city and made an advertisement for a small apartment with the title? 30 thousand down payment, the upper class next door? On that day, more than 80 groups of calling customers were brought, and there was an endless stream of visiting customers with bills, which was a classic of price promotion advertisements in the later period.
Third, arrange sales control board traps for customers.
The schematic diagram of the real estate house is commonly known as the sales control panel, not for internal sales staff, but for customers; The sales control panel is not a drawing, but a tool to assist sales.
Make full use of the customer's golden mean habit, conformity psychology and safety psychology, skillfully arrange the sales control lever and show it to customers in time, which can make the promotion process get twice the result with half the effort. Suppose there is a 7-story commercial house in a residential area, which faces north, and there are four households on one staircase, then the rest must be houses facing north and 1 floor and top floor. The sales control panel can be simply arranged as follows:
1 building
A unit
Floor Room Number Room Number Room Number Room Number Room Number Room Number
7f 70 1 138.5702 138703 132704 138.5
6f 60 1 138.5602 138603 132604 138.5
5f 50 1 138.5502 138503 132504 138.5
4f 40 1 138.5402 138403 132404 138.5
3f 30 1 138.5302 138303 132304 138.5
2f 20 1 138.5202 138203 132204 138.5
1f 10 1 138.5 102 138 13 132 104 138.5
Representative sales;
From the above picture, we can find that in the process of arranging the sales control panel, we should grasp? Three look, two don't look? The principle of. The so-called two-look is to let customers see that the house opposite is sold, let customers see that similar houses are sold, and let customers see that the houses above and below are sold; If you don't look, you can't let customers see that the house on the same floor is not sold, nor can you let customers see that the house in the same unit is not sold.
In this way, as long as the customers who look at the house are placed in front of the sales control panel, the customers have already fallen out of the trap arranged by the sales department in advance, and their psychological safety has been satisfied. Coupled with the professional sales rhetoric of sales staff, we have to use the herd mentality of customers to force them to follow suit.
Fourth, sales rhetoric should be artistic.
So-called? The enemy will block you, and the water will cover you? The same is true of sales. Successful salespeople always think what customers think, say what customers say, and solve all the problems that customers are worried about. Customers are embarrassed not to buy. This is the promotion strategy.
Sales staff fight in the front line, but the quality of the whole sales department is uneven, each with its own length. Some are good at selling top floors, some are good at selling first floors, some are good at selling high floors, and some are good at selling northwest. However, at the moment the customer entered the sales department, no one knew what kind of house he wanted to buy. If the sales focus is not right, it is a waste of a customer's resources. Therefore, every property consultant in the sales department must be all-rounder and be able to solve any thorny problems that customers may ask.
There are many problems in the later period, so it is necessary to sum up all the thorny problems and do professional response, that is, special sales rhetoric. The following is the author's special training rhetoric for a multi-storey residential building:
After preliminary consultation with customers, the following sales rhetoric applies after determining the customer's purchase intention building number and apartment area. ※:
Q: What floor is this building?
You have a good eye. This building is reserved by our community (or the building with the best lighting, the best landscape or the most sought-after building). Before we officially sold it, the fire brigade bought it, so our company never sold the house, but later, because the fire brigade desperately kept the price down, there was nothing we could do. Finally, after comprehensive consideration and research by company leaders, we decided to start from? Month? Since 10 day, we have successfully sold 80% of the products. So far, do we have any? Floor, let me introduce you.
Q: Is the rest the worst?
A: Different floors have different customer needs. We don't have the worst here, but everyone's criteria for choosing a home are different. Just like here, old people like 2F and 3F, young people like 5F and 6F, and more traditional people like 3F and 4F. Why?
For the elderly, they are concerned about their own health and happiness in their old age, and there is a safety factor at the top. Many high blood pressure and hyperlipidemia are caused by living in high buildings. Because it is far from the ground, if the old people live in tall buildings, it is not enjoyment, but forbearance. To go to the supermarket, you need to climb three or four floors to buy a dish and twist something. Which of your children can rest assured? What's more, the price is reasonable, and the building spacing is above 18 meters, not to mention the lighting problem. This house suits you very well (if the main body of life is the elderly).
This house is not for sale yet, so book it, no problem!
For young people, they like the condescending feeling, the feeling of being masters of their own affairs, the broad vision and the freedom and fashion. For people with rich material conditions, they all like the hanging garden here very much, so many people here bought 6F together with the attic. In our community, we have never seen young people buy the second floor and the third floor. This house suits you very well (if the main body is young people). No problem, let's solve it now.
Q: I don't like the top floor very much. When the sun is out, it is easy to leak rain.
A: Don't worry about this. First of all, who are our builders and builders? National brand company: company. Excellent construction quality. We belong to the first stage of the project, which is to create a good reputation for our brand. We dare not slack off at this point. If there is leakage in our first phase project, how can we sell the second and third phases? Who dares to buy it? To tell the truth, at present, the thermal insulation and waterproof technology of the top floor is mature. The suspended ceilings here are all in the shape of colored tile sloping roofs, with a mixed structure of granite and perlite, and asphalt coiled materials for heat preservation and leakage prevention. At the same time, you hold a residential quality guarantee issued by the real estate bureau. It has been clearly stipulated in the book, which emphasizes the specific warranty period of various main load-bearing structures, and has specific warranty periods for doors and windows, PR water pipes and weak current systems. And made specific constraints according to the relevant provisions of the state.
So don't worry, this is not a problem. Book now and trust your eyes.
Q: I don't really like 1 building. It's too noisy and unsafe.
A: If you say noisy, I don't think there is any need to worry. Because we are a purely residential area, not a commercial house, sometimes it is difficult for you to hear the sound.
Most people don't like the first floor because of the lighting and safety. We have closed management here, security guards patrol 24 hours, equipped with intercom system, and strangers have to go through Sandao Pass when they come. First, in our guard room, if strangers want to enter the community, they must first register the specific reasons and make time restrictions. No one is allowed to enter, such as selling things, picking up junk, shining shoes and so on. Just like in the residential area (competing real estate), what quilt is drying on the first floor?
For the lighting problem, our building spacing is 20 meters, which has been considered and avoided in the planning and design. Even on the shortest day of the winter solstice, from 9 am to 4 pm, there is no problem with lighting. From the physiological point of view, the height of 9 meters from the ground to the air is the most beneficial to people's health, because it is close to the ground, with strong atmosphere and high safety factor. No problem. Let's make a reservation now.
Q: Are 3F and 4F still available?
A:No. As the saying goes? Prejudice? You just got here today. If you hesitate any longer, the house will be gone. Personally, 3F and 4F are not necessarily the best, 1 and 2 layers are the worst, and what suits you is the best. Book it now, there is no shop after this village.
Whispered: Maybe our price will go up next week, about 100 yuan? Around 200 yuan, because our price strategy is low before high, the house in front is not profitable, and real money is behind. Whether to buy a house depends on the environment and whether to pay for the apartment. I think this apartment is perfect for your family.
Q: Then I'll think about it and come back in a few days.
A: Of course, it is normal to consider it. After all, buying a house is a lifetime thing, but don't hesitate. You will buy a house sooner or later. If you are sure, you must make a decision quickly. It's not worth missing the opportunity.
Consider what? It is nothing more than considering the location, price and apartment type. Judging from the location,
Q: If 3F and 4F are not available, I will look elsewhere first.
A: It doesn't matter whether you buy a house or not, sir/madam. You are welcome to visit and compare other places, but I can confidently say that if you really need to buy a house, you will eventually come to us. Because our price is the lowest in the same quality; Our quality is the best in the same price range. You see, it's nothing more than watching.
Of course, buyers pay different attention to different projects, but one thing is certain: even if you are cheating customers, they still like to listen to what is beneficial to them, because customers need the spiritual approval of others when making decisions.
Under the impact of four combination punches, it is difficult for smart buyers to refuse. Of course, this is not everything; But it turns out that there are rules to follow without the disadvantage of fast customs clearance. Salespeople, after solving problems for customers every time, should remember to say a word to customers sincerely:
I think this apartment is very suitable for your family, no problem, book it now! ?
On the operation skills of real estate viewing
① Select the location first.
Take a good pen and paper and walk one road at a time (remember the name of the road), but don't be blind, let alone take a look. Walking, I clearly remember the general location and distribution map of the surrounding communities, as well as the surrounding businesses (large supermarkets, fitness centers), landmark buildings, hospitals and schools. Draw a sketch when you run, and then go back to the store and draw a map of the area neatly.
② Enter the community to understand the situation.
A) Borrow a key from a nearby shop for easy use.
B) You can observe nearby without a key. When the owner of the community comes in and out, follow him, but be natural and don't look around and be timid.
C) If there is only the key to the house and no access card, explain the purpose to the doorman. If you don't agree, don't enter by force. Find another time to enter.
③ After entering the community, you can know most of the situation through subtle observation.
A) You can tell which property company it is by looking at the uniform of the security guard, or by looking at the trash can.
B) Look at the floor plan and signs at the entrance and entrance of the community, and you can know the layout number and name of the whole community.
C) Look at the doorbell button on the unit door to know how many floors there are and how many households there are.
D) The brochure of the community club shows the charges for the internal supporting facilities.
E) Look at the infrastructure stone tablet of the residential property, and you will know the name and check-in time of the developer.
ask
After your own observation, you can ask the security guard and property management if you are not clear. Don't pretend to understand, you can go back to the store and ask the old staff and the manager.
play
Not everyone can play. According to the management, a little more mature brokers are more courageous. You can find a colleague of the opposite sex to pretend to be a customer and go to the surrounding peers to understand the situation. Be confident, look each other in the eye and ask.
7. Precautions for running the disk
(1) Focus on the residential area with large rental and sales volume, and there will be more charging opportunities in the future (the manager needs to explain).
(2) you can know the information of related communities (such as price, number of buildings, average price, etc. ) through the company's internal computer.
3 in the process of running the board, you can't just watch and remember. When you leave the community, you don't remember anything. Remember: good intentions are not as good as bad writing. You should read and remember, deepen your memory, and then review at any time.
4 don't have coping psychology. Just to complete the task, I don't run in person, but go directly to the community to see the schematic diagram and plan of the community. What's more, you have to copy the work of your colleagues. Remember: others' can only be used as reference. Don't lie to yourself.
⑤ A house with a key can't let the security guard know the correct location, so as not to reveal the company's resources (except in special circumstances).
⑥ Don't forcibly enter the community, respect the security guard's job responsibilities and avoid disputes, so as not to affect the company's image and cause unnecessary losses.
Knowing the whole process of sales, I believe that the new real estate agent will also pay attention to the sales work. Go to the market with care and responsibility, I believe it will be very helpful to tap customers in the future, increase customers' trust in you and make it easier to issue orders!