First, the five steps of apartment interpretation
1. Understanding customer needs
Before showing the model house to the customer, the property consultant must first understand the customer's needs and correspond the customer's needs with the project products. When there is no product suitable for the customer's required area, it can be guided and recommended, but when guiding and recommending other room types, it should not be divorced from the actual needs of customers. By asking, we can analyze the customer's family situation, income and expenditure, and the purpose of buying a house, so as to put forward the views of the property consultant to the customer.
2. Recommend equipment to customers
After understanding the initial needs of customers, you can generally introduce the project products and their area segments, and let customers know the proportion of the products they need in the project, and recommend two sets of apartment types with the same area segments that customers need.
When the area room type of the project is similar to that required by the customer, it is recommended to recommend two rooms with the same area at the same time. If you recommend a room type, when the customer refuses or has great resistance to this room type, there will be unnecessary embarrassment; If you recommend three sets, it may make it impossible for potential customers to finally determine the room type, so that the room type cannot leave a deep impression in their minds.
3. Explain the room type in detail
After recommending the apartment type, take the customer to see the model house, and follow the dynamic design norms and words of "entering the door-visiting indoors-going out".
A. Interpretation sequence
When explaining the room type, in order to avoid leaving customers with a sense of disorder and verbosity, we should be prepared to explain the order:
(1) Vertical explanation: porch (door orientation, welcoming guests) → kitchen → life balcony → dining room → living room → balcony (interspersed with functional area advantages, summarizing combination advantages) → guest bathroom (orientation, advantages) → master bedroom (advantages, design key explanation) → second bedroom (simple advantages) → summary of overall combination advantages.
(2) Circumferential explanation: porch → living room → balcony → second bedroom → master bedroom → north bedroom → guest bathroom → kitchen → life balcony → dining room → summary of overall combination advantages.
B. Highlights of the speech
Vanke designed the main points of the speech according to the tour route:
(1) Entrance lobby: space features, showing a sense of dignity.
(2) entrance door: entrance door material and anti-theft lock.
(3) Home storage cabinets: powerful storage space.
(4) Intercom system and infrared electronic curtain: humanized management and powerful security system.
(5) Living room, dining room, balcony: space characteristics, division of space functions, emphasizing North-South permeability of apartment type, fresh air system, and oversized terrace)
(6) Master bedroom: south facing with large width and large storage space.
(7) Toilet: dry and wet separation
(8) Second bedroom study: the space is compact.
(9) Kitchen: kitchen brand configuration and humanized operation.
(10) Re-entry: strengthen the delivery standard and the number of units in this apartment.
4. Answer customer questions
Customers' common questions about the apartment type are generally the orientation of the entrance door, the orientation of the main functional areas (living room, master bedroom and balcony), the wasted area of corridors between functional areas, the lighting and ventilation of the main bathroom, and the unreasonable layout of functional areas (restaurants). ), small functional area (such as second bedroom, kitchen and bathroom), ventilation problems, noise problems, air pollution and waterproof treatment methods. Deal with these problems well in advance, and you can deal with them calmly after the customers ask questions.
5. Guide customer needs
In the process of sales, you may encounter these situations. There are too few apartment types required by customers. At this time, it is necessary to skillfully guide the needs of customers. For example, if you are interested in apartment A, in fact, B is the best one for you.
In the process of talking with customers, we should repeatedly emphasize the main advantages of this apartment, strengthen customer awareness, eliminate resistance, and finally maximize the potential customers' recognition of the room type recommended by the property consultant-task completed!
Second, the explanation of the four killer weapons of huxing
1. Strengthen customers' three memory points: including the diversity of apartment design space, the practicality of living and the humanization of storage space;
2. "Dream for customers": introduce customers into the apartment introduction process and arrange imaginary life situations for customers. , so that customers have personal feelings, so as to achieve the purpose of customers' greatest affection for the project.
For example, when introducing the living room, dining room and balcony, you should stand at the door of the kitchen, let customers experience the feeling of the north-south transparency of the guest restaurant and explain it to customers; When explaining the master bedroom, open the wardrobe to let customers experience the storage space and invite customers to experience the renovated bay window area space.
3.3 standard action
(1) After the entrance speech, the customer stays for 3 seconds, mainly to give the customer time to adjust the mentality of changing from a "visitor" to a "resident";
(2) In the position between the living room and the dining room, the salesperson is silent, and after staying for 3 seconds, he starts selling cliches, mainly giving customers a 3-second stay time, and then starts selling cliches about "humanization", including story interspersed and details described;
(3) After visiting a set of board houses, we should strengthen the scarcity of housing to stimulate the desire to buy and the speed of decision-making.
4. More important skills
(1) Using some words can instantly increase your professionalism;
(2) Talking about the changing trend of a house type design in combination with this house type will greatly deepen the customer's recognition of the product;
(3) When introducing the room type, use "yours" to give the customer psychological hints.
The disadvantages of the third and fifth types of households were broken one by one.
Different areas of huxing have different advantages and disadvantages. How to break the disadvantages? This is summarized in the article "The Interpretation Process of Huxing":
1. Four rooms
The living room is too short and not atmospheric enough.
A: The restaurant is connected with the guests, so it has a good sense of space. In addition, the living room is 4.8 meters big and the living room is very open.
The dining room and kitchen are too small to be practical.
Answer: After the kitchen is made into a whole cabinet, the remaining space is still sufficient. In addition, there are generally not many people entering the kitchen, which is completely enough; The dining room is connected to the north balcony, which is very convenient to use. The area of the dining room alone is enough.
The aisle is too long and narrow, wasting area.
A: As a four-bedroom design with transparent north and south, it is inevitable to have an aisle. This can increase the privacy and practicality of your bedroom, and it is also a very beautiful landscape to decorate some murals or your usual photos on the wall of the aisle when you decorate.
The door of the north bedroom is opposite to the entrance door, which disperses the wealth.
Answer: the door of the study, in terms of feng shui, has no effect on this door. Besides, it can also increase the ventilation in your study.
No bay window design.
A: The bay window protrudes outward, and cracks are easy to occur when the glass is butted. If the seal is not tight, it is easy to leak water. After a long time, it is easy to leave water stains, and it is also very troublesome to clean, which affects the effect of indoor decoration. In addition, the window sill extending outward is not as transparent as the flat window. In order to let you enjoy more sunshine, we have adopted super-large flat windows commonly used in high-grade houses.
There is a storage room in the second bedroom, which is not practical and wastes area.
Answer: This mainly depends on how you look at it. In fact, as a four-bedroom apartment, there will definitely be more sundries at home, so your room has a storage room, and all these sundries can be put in it, so your bedroom will be more tidy.
The second bedroom area is too small.
A: The area is relatively small, but this is your guest room or children's room, and it doesn't need much space at all.
The kitchen is next to the public toilet.
A: It doesn't affect at all, and it doesn't go in and out from one direction.
The master bedroom cloakroom is not practical and wastes area.
A: Different decoration methods have different practicability. I suggest that you can make a push-pull combined wardrobe, which is very popular and practical now. Sliding doors can also be made into mirrors, which can be used independently to save bedroom space.
It is difficult to put furniture in the trapezoidal window of the master bedroom.
A: The most important thing about such a luxurious bedroom is the outstanding sense of space. What furniture do you need? It would be nice to put some fitness equipment, such as a treadmill or a chaise longue, to enjoy a different life.
2. Big three rooms
The utilization rate of indoor gardens is not high.
A: It is very practical to enter the park. First of all, it has an independent space. You can decorate a private green space that you like, such as putting some rattan chairs and bonsai. When I get home, the first thing I see is green eyes, and my mood is definitely more comfortable. In addition, the garden is also a transition, equivalent to the porch, which can increase the privacy of the room, only half the area, and the cost performance is very high.
The vacant area of the restaurant is too large, which wastes too much.
A: The space in the restaurant is completely enough. You can arrange a bar in the vacant position to further enhance the taste of the owner.
The second bedroom door faces the restaurant, so there is no privacy.
Answer: It is a second bedroom, which is relatively inconspicuous. It can also increase the ventilation effect of the room and truly make the north and south transparent.
The public toilet is not dry and wet, which is inconvenient.
A: In the past, people preferred the bathroom with dry and wet separation because of the large family population. Now, you choose a three-bedroom apartment with few family members. In addition, two bathrooms are designed, which are completely sufficient and the bathroom area is relatively large. You can design some luxurious bathing facilities such as bathtubs, which are more convenient to use.
The windows in the living room are not floor-to-ceiling windows, which are not atmospheric enough.
A: Although we didn't make floor-to-ceiling windows, we made oversized casement windows in the living room, which were also transparent and had a wide view.
Not a north-south double balcony design.
A: Besides, this design is the latest. The balcony is very wide, and the second bedroom and the living room are combined into one, which not only ensures the use of basic functions, but also avoids the embarrassment of seeing the owner's private service on the balcony.
The door of the study faces the door of the master bedroom.
A: That's good. This is the real ventilation and convection.
The food is staggered from the guests, and the sense of space is not strong.
A: Although it is not completely corresponding, it is related and has a good sense of space.
The area of the northbound study is too small.
A: 12 square meters is enough for the study. Generally, the study only puts a desk, and a bookshelf itself does not need too much area.
3. Xiaosanfang
The main bathroom area is too large.
A: A large-scale chief guard is the most popular at present. You can decorate your private bathroom according to your own preferences and enjoy a truly noble and luxurious life.
The kitchen area is too small.
Answer: As a small three-bedroom with a small population, it can be used as a whole cabinet, and the kitchen area is completely sufficient.
There is a storage room in the second bedroom, and the bedroom looks very small.
A: The second bedroom itself doesn't need much space. There must be sundries in the house, so it is convenient to have a storage room.
Huxing design has aisles, and the area is wasted.
A: As a three-bedroom design with transparent north and south, it is inevitable to have an aisle. This can increase the privacy and practicality of your bedroom, and it is also a very beautiful landscape to decorate some murals or your usual photos on the wall of the aisle when you decorate.
4. Fannie Mae and Freddie Mac
The kitchen is connected to the balcony, which is inconvenient to use.
Answer: The north and south double balconies are designed to be easy to use, separated independently, and can be used for placing sundries.
The secondary bedroom enters through bathroom door.
Answer: the bathroom is dry and wet, and the outside is the bathroom. It can also be made into a washing machine room. Space is fixed, depending on how you use it.
The entrance door faces the door of the master bedroom.
Answer: This has little impact. You can make the master bedroom door and wall the same color, do a little decoration and so on. * * * * is mainly to divert attention.
It's not static partition, it's interactive.
Answer: Because it is two rooms, and this design is the most standard dynamic and static partition and three-axis design.
The viewing balcony of the bedroom is too narrow to be useful.
A: Very useful. First, lighting and ventilation can be increased. Secondly, it can give you an independent space. You don't have to go out when you are tired from work. It's great to stand on such a small balcony, have a look at the scenery, breathe fresh air and relax. If you have any personal belongings that you don't want to put on the balcony, there is a hidden space for you to use.
It's noisy and dusty near the road, and the shops on the first floor are also noisy.
A: We all use double glass, which has a good sound insulation effect.
5. A room
The apartment is airtight, and the air permeability is not good.
Answer: Sunshine Apartment has windows except the bathroom.
The bathroom has no windows, so it is light-tight and airtight.
A: The bathroom is equipped with ventilation pipes.
The kitchen is narrow and long, it is difficult to put cabinets, and it is not bright without windows.
A: The south side of the kitchen is connected with life balcony. The south wall of the kitchen can be made of glass, which is also very transparent and has ventilation pipes.
The living room is too small.
A: It is 49 square meters, with one bedroom, one living room and two balconies. It is already very classic, and the area of nearly 19 square meters is completely enough.
The living room and dining room are not separated.
A: If separated, each space is too small and the sense of space is stronger.
The entrance is a little wasteful.
Answer: it is a transition and buffer, and a shoe cabinet can be set up.
The balcony connects with the kitchen.
A: The functions are separated, and there are independent functional areas, which can be used as laundry rooms or storage rooms. Very practical.
The entrance faces the stairwell.
Answer: Because there are three households in one staircase, there are few pools.