1 thought on “Basic essentials for real estate sales skills and words”
Gregg
Sales is a Chinese word, and Pinyin is xiāo shòu, which refers to the behavior of providing products to third parties in sale, leasing or any other ways, including related auxiliary activities to promote the behavior, such as advertising, promotion, exhibitions, services, etc. Essence In other words, sales refers to the activity of achieving the results of enterprise, which is a activity that serves customers. The following is the basic essence of the techniques and words about real estate sales compiled by everyone for your reference. I hope to help friends in need. The basic essentials of real estate sales skills and discourse skills 1 real estate sales talk should be placed at the forefront. According to the theory of sales psychology at first effect, the first selling point introduced with the customer will get the most effective results and will also be deeply impressed. Therefore, the most significant selling point of the real estate should be said at the forefront. To make the trust of customers’ trust: Only trust can be accepted, trust is the basis of real estate sales skills. Trust can be divided into the trust of real estate and trust in people. These two points cannot be negligible. Everyone should learn how to confirm the sales skills of the product. Not listening carefully: Do n’t introduce it as soon as you see the customer. You must listen first and understand the customer’s ideas, especially if you learn to sell questions and open the customer ’s heart, you know what to say. Who to see what people say: Although they are all buying a house, the customer’s motivation and attention are different. wait. Do not copy and copy the specified real estate sales. It trust your own house: Each house has advantages and disadvantages, and you must not trust your house because of the disadvantages. If you don’t trust your house, your confidence is not enough, and customers will notice it. Taking the house as his own child, the child is always the best. With this emotion, you will do well. The techniques and words of real estate sales are basically required to lead the 2nd area and plan to determine 80%of the project performance, but these 80%eventually rely on the 20%of the sales staff to achieve it. “It can be seen that the execution of the sales case is important . As a front -line sales staff, in addition to the necessary related professional knowledge, sales skills are the top priority to determine the performance. A good professional consultant must not only have insight into the keenness of the people, but also to shake the ability of customers’ hearts. In practice, “Talk” is a weapon for professional property consultants to open up the territory. The preferences for the first contact: association and praise n for the first time to enter the sales office, which is in a strange environment. Slightly nervous and generate alert. The first step of the buying consultant is to eliminate the alertness of the customer and establish the customer’s trust and preference for themselves: the first is to make customers feel a popular atmosphere; the second gives customers a deep impression, Let customers leave the perception of high -end service quality of this real estate consultant and high -end service quality. In short, it is to establish a “preference” of customers. Whether you can establish your preferences to determine the success of sales or not, the book “Influence” will be the book “Influence” will be The “preferences” are listed as one of the six major secrets of sales. The main methods for establishing preferences: praise and finding associations. Praise is the most commonly used word in the sales process. A small number of people who are good at observing and well -known to praise customers can play a considerable effect; the reason is that the “three concentric circles” theory of praise. To the second layer of praise “achievement and personality”, the third circle is to praise “potential (even the potential that I have not perceived).” Generally, the property consultant can only play the “appearance” of the outermost circle and praise customers ” Your pendant is very beautiful. “Those who can hit the second lap are rare. As for the target heart of the third circle, personal observation ability and knowledge reserve are required. In except well -known praise, establishment The common method of preferences is to “find associations” and “find similar items”, such as students, same sex, same sex, hometown, colleagues, etc., try to find some of the same thing. Sometimes in order to find a connection, “editing stories” is also commonly used. The “constraint” of the initial quotation The so -called “constraint” words are in the interactive speaking atmosphere, knowing what others want to express in advance, and this matter is not necessarily beneficial to themselves; so change a kind of transformation of a kind of In form, the pre -issued person, but the result of others could not occur, so that the person who initiated the restrictions obtained the advantage of the conversation. In the early days, whether it was a spontaneous need for the product or the product display that the real estate consultant took the initiative to approach, the customer would not be free to ask, how much is this house? This belongs to the customer’s “initial price”. n In fact, the initial stage of consumers asking the price is a habit, and it is a kind of unknown The instinct of thinking, trying to classify the project in the category of image. There are two partitions in people’s minds: expensive areas and cheap areas. The price of potential customers will automatically map the price of the product. Once it enters the cheap zone, customers will disappear about the quality, brands, and quality of the product; once they enter the expensive area, even if there is no consumption capacity at present, inner heart, inner heart, inner heart, inner heart, inner heart But established a good yearning for it. Robert? Edney gave an interesting example in “Influence”: a kind of turquoise could not be sold. The boss finally wanted to reduce the price, so he asked the clerk to divide the price by 2, and the clerk mistakenly thought that it was 2, and all sold them. In many cases, high prices = high -quality, this is a cognition of thinking, most consumers do not think it is cheap = high quality. It’s stage of the client just entered the sales office, the feeling of the right brain drove the recognition of product value, so the initial quotation became a skill. Many real estate consultants only honestly think that customers must buy prices, but they ignore the purpose of the first question to find value and quickly classify their expensive or cheap areas in their minds. The consequence of the simple answer “our average price is 12,000 yuan” is that the customer went on to say “too expensive!” So the real estate consultant began to explain, where is our house good? Why is it valuable. Under the impression that consumers do not have the ability to identify the project value and think that the product is not worthy, all the explanations of the property consultant are invalid. At this time, the correct approach of a real estate consultant is to adopt the “restricting” strategy to make the development of the sales process conducive to themselves. “Conservation” is to actively initiate communication skills to control the category of customer brain areas. There are three steps for the “restriction” strategy: first, praise the customer’s eyes; second, emphasize the uniqueness of the product, such as rare and shortage, etc.; Third, praise our products’s expensive, absolutely not mentioning specific prices. FAB (Feature Advantage Benefits) during the explanation process is used to effectively explain the product formula for potential customers to understand the characteristics of the project. f means attribute, which refers to a certain fact, data or information contained in the product; A means the advantage, which refers to the benefits of some characteristics of the product to customers; In response to the needs of potential customers, some characteristics of the product with orientation, and the advantages of matching, are not all introduced. has a key point in the FAB words, that is, when it comes to “B -Interest”, we must focus on the benefits of customers, especially children and the elderly to explain the benefits brought by them. Due to the influence of traditional culture, the Chinese are not living for themselves. The old and young thoughts of old and young are deeply fixed; when they say that the elderly and children can touch the softest part of the customer’s heart. In actual combat, if a real estate consultant encountered a pregnant woman, he had absolute lethality for the unborn babies and the weaknesses of competitors. For example, selling points such as kindergartens, environmental protection building materials, fresh air, open parks, and amusement facilities can be deeply impressed by the future mothers. The control of the house viewing process In after listening to the introduction of the project consultant, as long as the intention of customers will definitely propose the house, the house viewing process can be said to be the key to the transaction. In this process, what is also very important. The following points in the process of watching the house are mainly the following points: (1) During the interpersonal relationship control talk, customers often find his friends to participate together. The most critical part of a property consultant is: everyone who takes the initiative to meet the house together must take the initiative to ask customers to introduce you. The key to control the house watching link is: active, speaking more, and requesting guidance. Carrying a notebook with you, record the questions that cannot be answered properly, record the main points that customers pay special attention to, and record the words of customers accompanied by others. Don’t worry that customers are seeing you making records, and making records are also respect for customers and show professionalism. If you use it here, you will use it here to wake up the customer’s feelings about watching the house. (2) Suburban real estate The consultants in the field of seeking houses are common in practice. Some real estate is even in the suburbs of the suburbs of more than 30 minutes away from the urban area. The suburban real estate often has a sales office or exhibition site in the city. Real estate consultants need to bring customers from the city to the project site. In this way, the way to see the house becomes a long way, and the RV will pass through many places along the way. In this process, the most important thing for the real estate consultant is to introduce the location. There are two main points of the technical points of the introduction of location: ) The purpose of the introduction location is to resolve resistance and enhance attraction. The maximum resistance of suburban projects is the lack of popularity in the region and the psychological distance of customers. However, the biggest advantage of suburban projects is the cheap price, and the first is that the potential for regional future development is greater. How to resolve customers’ resistance in suburban projects is nothing more than two: one is to resolve resistance, and the other is to enhance attraction. 2) The two methods of resolving resistance and enhancement. In the process of watching the house, there are two ways to resolve resistance: First, the psychological distance is used to dilute the psychological distance with a physical distance. The first is to re -find the reference department and use reference real estate to evaluate the cost -effectiveness of the project. The resolution is to guide customers from negative aspects, and enhanced attractiveness is to win the bonus points of the project from positive publicity. On the way to see the house, there are two ways to enhance attractiveness: one is regional marketing, and the other is lifestyle guidance. Regional marketing words, such as “Our project is located in the core of Tiexi New City. At present, Shenyang has strongly built a new satellite city, including six new cities. Shenyang currently introduces the top 500 areas in the world. After the opening of Metro Line 1, the price of housing in Tiexi New City will be very large. At present, buying a house in Shenyang, morality, Changbai and Zhang Shi Development Zone are the largest appreciation space for appreciation space. Three areas. “Lifetime marketing talk, such as:” This project is called Hongfa? Long Island, the average price of 4200 yuan/㎡, buying a 85 -square -meter high -rise building in Hongfa? New Town can buy a set of multi -layers with the same area plus a car of 100,000 yuan. Spending more money, you can enjoy the life of a house and a car immediately. Your husband and wife can avoid the bitterness of running. Which is more suitable? “(3) In general, the real estate viewing of the real estate is generally speaking, the path of the real estate consultant with the customer’s house is from the sales office to the model of the project site. When you come out of the sales office, you can often see other adjacent real estate in the same area. At this time, in addition to the conventional explanations of your own real estate, in this process, the most important thing to pay attention to is the “controlling technique” mentioned earlier. “judge”. How to judge, there are three main points of technical points: 1. Anti -customer -based to bury the torpedo for customers. The on the way to see the house, as long as you can see the competitors real estate, you must take the initiative to introduce it, especially for customers who have not been to other real estate real estate for the first time. Because after you receive it, his next step will definitely go to the adjacent real estate “cargo”. A mature real estate consultant knows how to give customers a preconceived statement at this time to affect his next decision. Such as: “This is adjacent to our project **. You can see that several broad markets in ** areas are concentrated in this one. In the future, the population in our area will reach 50,000. The government attaches great importance to it. Therefore, this future life supporting and public transportation are definitely not a problem. After we stay in these communities, the bus will come in. (The neighbors are the “guests” first, and they are friends in the large area. The benefits of winning the customer’s trust.) ** The developer of the project The first development, lack of experience, misleading by the design company, spent a lot of money, the cost is high, the price is high, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present. In this area is the most bad sales. The monthly sales of our project are at least three or four times that of **. “The above remarks are what we call” buried mines “. Come out and let customers have a preconceived impression, which is equivalent to buried a mines in the competitors’ territory. The customer will step on when the sales office where the competitors enter the competitors next time. view. One thing that must be noted in it is that “mines” must talk about objective facts and cannot have any subjective views, otherwise its “lethality” will be greatly reduced. 2. Emphasize the advantages and sell points to set a threshold for competitors. “We are selling pure multi -layered buildings in the first phase . Multi -layer is currently a scarce product in Shenyang. Domestic cities such as Shanghai and Shenzhen are no longer allowed to build multi -storey houses. There is basically no multi -layer at present, because the multi -layer of land use is not large. It is rare and expensive, and the future appreciation potential of multi -layer products is unlimited. That is, in the development zone, you see that several real estate around the surrounding areas are Selling high -level, our multi -layer small apartment can be said to be the only one in the area. “The above speech seized the strong selling point of” multi -layer “to emphasize, and use its uniqueness to set the threshold for competitors. 3. Advanced factors are preconceived to give customers a prevention needle. “Our exterior wall is Japanese The chrysanthemum brand self -cleaning coatings. This coating is environmentally friendly and dirty. The rainwater is cleaned as soon as it is brushed, and the cost is very high. I think the use of wall tiles is expensive. In fact, good coatings are much more expensive than ordinary tiles. This is like plastic more expensive than steel, which makes the same reason. Our multi -layer structure is brick -mixed structure. , Good sound insulation effect; 2. Winter warm and cool in summer; 3. The cost is relatively low, and the cost -effectiveness of residential houses. “In addition to the above three points, when entering the actual unit, pay attention to leading customers in a specific order to lead customers in a specific order. Visiting the house, leaving the biggest space in the final introduction, the skills of “leaving the bricks” are also very effective in the actual process. , as mentioned earlier, the most critical point of a property consultant is to cultivate the winner’s mentality and shape your own consultant image and industry authority. In actual work, its performance is that the property consultant must “lead” to talk, and use its own professional and skills to guide and educate customers’ consumption habits and consumption behaviors. The so -called “dominance” is how to control the theme content of the conversation in the conversation with others, as well as the development trend and direction of conversation. This topic is a communication method that the property consultant needs to be proficient. Control and dominate any conversation is regular and methods, and people will naturally fall into three traps: the first is the digital trap; the second is the conclusion trap; the third is the emotional trap for future prospects. D number temptation The property consultant should develop a habit of speaking. As long as the other party said, I see that the house in your project is not as good as that project. Real estate consultants should answer: Seeing the quality of a house should be fully evaluated from three aspects. The psychological activity of the other party listened to this remark was to listen to which three aspects, so as to adjust their views. Real estate consultants should strengthen this habit training, and strictly require themselves to adopt the “digital temptation” method when answering customer questions. Absolute conclusion Absolute conclusion is also a kind of speech habit. After using this technique, people listening will generally be vibrated to a certain extent: how can there be such a firm conclusion? For example: “This house is suitable for people like you, others are not suitable.” “I see it, this house is simply customized for you.” Destiny. “This is the absolute conclusion. Its consequences are that after people hear this, they must listen to your annotation and control the other party’s ideas. If the other party is conceived according to your thinking, then your skills have achieved the goal, and an absolute confidence has been established in front of the other side, which strengthens the influence of your speech. looking forward to the future The customers usually hesitate to make decisions in the end. At the end of the last moment when people buy anything, there is always a hesitation. After all, I have to pay, and this hesitation calls “consequences anxiety” in psychology. Some people are more obvious, and some people perform less obvious. It is characterized by obvious people that often stop buying operations at the last moment and always stay at the stage of watching. The best way to deal with this hesitation of customers is to “look at the future”. For example: In Liwan International Sales Office, a young lady had a deep impression on the G -type G unit in the first unit of the project D in the project D of the project, and Express enough buying desire. The total house of 600,000, the deposit of 20,000 yuan on the day, is about to sign the contract, she holds the pen and gives a real estate consultant: “Is I too impulsive. I decided to buy it once!” Real Estate! The consultant is indeed a long test, rich experience, and immediately answered: “Of course it is impulsive! Which one who bought our house is not impulsive? Liwan International is moving. How many you can afford your impulse, how many are you People have this impulse but have no ability to pay. The large apartment in Changbai Island is a luxurious impulse, like it is true, do you like it? ” Continue: “You imagine, now it’s golden and autumn October. The sunny weekend, you hold your lovely little daughter with your left hand, hold your lover with your right hand, and the family comes to the Hunhe beach park park to take a walk and enjoy the early morning of the morning How pleasant things are the cool breeze and sunlight. When you go home, you can see the sparkling of the Hunhe River in the bathtub and bed. “The remarks of the Real Estate have not finished, and the customer went on to say,” You are too right, I signed it, where is this contract? “In this dialogue, the real estate consultant used the technology of looking forward to the future, which effectively solved the customer’s customer. The anxiety of what is about to happen before purchasing. There are three main points in the future: scenes, characters, and processes. In these three contents, we must fully describe the details, use details to impress customers to imagine, imagine, and associate, so as to arouse customers’ expectations for the future. The only action of a beautiful realm is to sign the contract now.
Sales is a Chinese word, and Pinyin is xiāo shòu, which refers to the behavior of providing products to third parties in sale, leasing or any other ways, including related auxiliary activities to promote the behavior, such as advertising, promotion, exhibitions, services, etc. Essence In other words, sales refers to the activity of achieving the results of enterprise, which is a activity that serves customers. The following is the basic essence of the techniques and words about real estate sales compiled by everyone for your reference. I hope to help friends in need.
The basic essentials of real estate sales skills and discourse skills 1 real estate sales talk should be placed at the forefront. According to the theory of sales psychology at first effect, the first selling point introduced with the customer will get the most effective results and will also be deeply impressed. Therefore, the most significant selling point of the real estate should be said at the forefront. To make the trust of customers’ trust: Only trust can be accepted, trust is the basis of real estate sales skills. Trust can be divided into the trust of real estate and trust in people. These two points cannot be negligible. Everyone should learn how to confirm the sales skills of the product.
Not listening carefully: Do n’t introduce it as soon as you see the customer. You must listen first and understand the customer’s ideas, especially if you learn to sell questions and open the customer ’s heart, you know what to say.
Who to see what people say: Although they are all buying a house, the customer’s motivation and attention are different. wait. Do not copy and copy the specified real estate sales.
It trust your own house: Each house has advantages and disadvantages, and you must not trust your house because of the disadvantages. If you don’t trust your house, your confidence is not enough, and customers will notice it. Taking the house as his own child, the child is always the best. With this emotion, you will do well.
The techniques and words of real estate sales are basically required to lead the 2nd area and plan to determine 80%of the project performance, but these 80%eventually rely on the 20%of the sales staff to achieve it. “It can be seen that the execution of the sales case is important . As a front -line sales staff, in addition to the necessary related professional knowledge, sales skills are the top priority to determine the performance. A good professional consultant must not only have insight into the keenness of the people, but also to shake the ability of customers’ hearts. In practice, “Talk” is a weapon for professional property consultants to open up the territory.
The preferences for the first contact: association and praise n for the first time to enter the sales office, which is in a strange environment. Slightly nervous and generate alert. The first step of the buying consultant is to eliminate the alertness of the customer and establish the customer’s trust and preference for themselves: the first is to make customers feel a popular atmosphere; the second gives customers a deep impression, Let customers leave the perception of high -end service quality of this real estate consultant and high -end service quality. In short, it is to establish a “preference” of customers. Whether you can establish your preferences to determine the success of sales or not, the book “Influence” will be the book “Influence” will be The “preferences” are listed as one of the six major secrets of sales.
The main methods for establishing preferences: praise and finding associations. Praise is the most commonly used word in the sales process. A small number of people who are good at observing and well -known to praise customers can play a considerable effect; the reason is that the “three concentric circles” theory of praise. To the second layer of praise “achievement and personality”, the third circle is to praise “potential (even the potential that I have not perceived).” Generally, the property consultant can only play the “appearance” of the outermost circle and praise customers ” Your pendant is very beautiful. “Those who can hit the second lap are rare. As for the target heart of the third circle, personal observation ability and knowledge reserve are required.
In except well -known praise, establishment The common method of preferences is to “find associations” and “find similar items”, such as students, same sex, same sex, hometown, colleagues, etc., try to find some of the same thing. Sometimes in order to find a connection, “editing stories” is also commonly used.
The “constraint” of the initial quotation
The so -called “constraint” words are in the interactive speaking atmosphere, knowing what others want to express in advance, and this matter is not necessarily beneficial to themselves; so change a kind of transformation of a kind of In form, the pre -issued person, but the result of others could not occur, so that the person who initiated the restrictions obtained the advantage of the conversation. In the early days, whether it was a spontaneous need for the product or the product display that the real estate consultant took the initiative to approach, the customer would not be free to ask, how much is this house? This belongs to the customer’s “initial price”. n In fact, the initial stage of consumers asking the price is a habit, and it is a kind of unknown The instinct of thinking, trying to classify the project in the category of image. There are two partitions in people’s minds: expensive areas and cheap areas. The price of potential customers will automatically map the price of the product. Once it enters the cheap zone, customers will disappear about the quality, brands, and quality of the product; once they enter the expensive area, even if there is no consumption capacity at present, inner heart, inner heart, inner heart, inner heart, inner heart But established a good yearning for it.
Robert? Edney gave an interesting example in “Influence”: a kind of turquoise could not be sold. The boss finally wanted to reduce the price, so he asked the clerk to divide the price by 2, and the clerk mistakenly thought that it was 2, and all sold them. In many cases, high prices = high -quality, this is a cognition of thinking, most consumers do not think it is cheap = high quality.
It’s stage of the client just entered the sales office, the feeling of the right brain drove the recognition of product value, so the initial quotation became a skill. Many real estate consultants only honestly think that customers must buy prices, but they ignore the purpose of the first question to find value and quickly classify their expensive or cheap areas in their minds. The consequence of the simple answer “our average price is 12,000 yuan” is that the customer went on to say “too expensive!” So the real estate consultant began to explain, where is our house good? Why is it valuable. Under the impression that consumers do not have the ability to identify the project value and think that the product is not worthy, all the explanations of the property consultant are invalid.
At this time, the correct approach of a real estate consultant is to adopt the “restricting” strategy to make the development of the sales process conducive to themselves. “Conservation” is to actively initiate communication skills to control the category of customer brain areas. There are three steps for the “restriction” strategy: first, praise the customer’s eyes; second, emphasize the uniqueness of the product, such as rare and shortage, etc.; Third, praise our products’s expensive, absolutely not mentioning specific prices.
FAB (Feature Advantage Benefits) during the explanation process is used to effectively explain the product formula for potential customers to understand the characteristics of the project.
f means attribute, which refers to a certain fact, data or information contained in the product; A means the advantage, which refers to the benefits of some characteristics of the product to customers; In response to the needs of potential customers, some characteristics of the product with orientation, and the advantages of matching, are not all introduced.
has a key point in the FAB words, that is, when it comes to “B -Interest”, we must focus on the benefits of customers, especially children and the elderly to explain the benefits brought by them. Due to the influence of traditional culture, the Chinese are not living for themselves. The old and young thoughts of old and young are deeply fixed; when they say that the elderly and children can touch the softest part of the customer’s heart. In actual combat, if a real estate consultant encountered a pregnant woman, he had absolute lethality for the unborn babies and the weaknesses of competitors. For example, selling points such as kindergartens, environmental protection building materials, fresh air, open parks, and amusement facilities can be deeply impressed by the future mothers.
The control of the house viewing process
In after listening to the introduction of the project consultant, as long as the intention of customers will definitely propose the house, the house viewing process can be said to be the key to the transaction. In this process, what is also very important. The following points in the process of watching the house are mainly the following points:
(1) During the interpersonal relationship control talk, customers often find his friends to participate together. The most critical part of a property consultant is: everyone who takes the initiative to meet the house together must take the initiative to ask customers to introduce you.
The key to control the house watching link is: active, speaking more, and requesting guidance. Carrying a notebook with you, record the questions that cannot be answered properly, record the main points that customers pay special attention to, and record the words of customers accompanied by others. Don’t worry that customers are seeing you making records, and making records are also respect for customers and show professionalism. If you use it here, you will use it here to wake up the customer’s feelings about watching the house.
(2) Suburban real estate
The consultants in the field of seeking houses are common in practice. Some real estate is even in the suburbs of the suburbs of more than 30 minutes away from the urban area. The suburban real estate often has a sales office or exhibition site in the city. Real estate consultants need to bring customers from the city to the project site. In this way, the way to see the house becomes a long way, and the RV will pass through many places along the way. In this process, the most important thing for the real estate consultant is to introduce the location. There are two main points of the technical points of the introduction of location:
) The purpose of the introduction location is to resolve resistance and enhance attraction. The maximum resistance of suburban projects is the lack of popularity in the region and the psychological distance of customers. However, the biggest advantage of suburban projects is the cheap price, and the first is that the potential for regional future development is greater. How to resolve customers’ resistance in suburban projects is nothing more than two: one is to resolve resistance, and the other is to enhance attraction.
2) The two methods of resolving resistance and enhancement. In the process of watching the house, there are two ways to resolve resistance: First, the psychological distance is used to dilute the psychological distance with a physical distance. The first is to re -find the reference department and use reference real estate to evaluate the cost -effectiveness of the project.
The resolution is to guide customers from negative aspects, and enhanced attractiveness is to win the bonus points of the project from positive publicity. On the way to see the house, there are two ways to enhance attractiveness: one is regional marketing, and the other is lifestyle guidance. Regional marketing words, such as
“Our project is located in the core of Tiexi New City. At present, Shenyang has strongly built a new satellite city, including six new cities. Shenyang currently introduces the top 500 areas in the world. After the opening of Metro Line 1, the price of housing in Tiexi New City will be very large. At present, buying a house in Shenyang, morality, Changbai and Zhang Shi Development Zone are the largest appreciation space for appreciation space. Three areas. “Lifetime marketing talk, such as:” This project is called Hongfa? Long Island, the average price of 4200 yuan/㎡, buying a 85 -square -meter high -rise building in Hongfa? New Town can buy a set of multi -layers with the same area plus a car of 100,000 yuan. Spending more money, you can enjoy the life of a house and a car immediately. Your husband and wife can avoid the bitterness of running. Which is more suitable? “(3) In general, the real estate viewing of the real estate is generally speaking, the path of the real estate consultant with the customer’s house is from the sales office to the model of the project site. When you come out of the sales office, you can often see other adjacent real estate in the same area. At this time, in addition to the conventional explanations of your own real estate, in this process, the most important thing to pay attention to is the “controlling technique” mentioned earlier. “judge”. How to judge, there are three main points of technical points:
1. Anti -customer -based to bury the torpedo for customers.
The on the way to see the house, as long as you can see the competitors real estate, you must take the initiative to introduce it, especially for customers who have not been to other real estate real estate for the first time. Because after you receive it, his next step will definitely go to the adjacent real estate “cargo”. A mature real estate consultant knows how to give customers a preconceived statement at this time to affect his next decision. Such as:
“This is adjacent to our project **. You can see that several broad markets in ** areas are concentrated in this one. In the future, the population in our area will reach 50,000. The government attaches great importance to it. Therefore, this future life supporting and public transportation are definitely not a problem. After we stay in these communities, the bus will come in. (The neighbors are the “guests” first, and they are friends in the large area. The benefits of winning the customer’s trust.) ** The developer of the project
The first development, lack of experience, misleading by the design company, spent a lot of money, the cost is high, the price is high, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present, so they are currently at present. In this area is the most bad sales. The monthly sales of our project are at least three or four times that of **. “The above remarks are what we call” buried mines “. Come out and let customers have a preconceived impression, which is equivalent to buried a mines in the competitors’ territory. The customer will step on when the sales office where the competitors enter the competitors next time. view. One thing that must be noted in it is that “mines” must talk about objective facts and cannot have any subjective views, otherwise its “lethality” will be greatly reduced.
2. Emphasize the advantages and sell points to set a threshold for competitors.
“We are selling pure multi -layered buildings in the first phase
. Multi -layer is currently a scarce product in Shenyang. Domestic cities such as Shanghai and Shenzhen are no longer allowed to build multi -storey houses. There is basically no multi -layer at present, because the multi -layer of land use is not large. It is rare and expensive, and the future appreciation potential of multi -layer products is unlimited. That is, in the development zone, you see that several real estate around the surrounding areas are Selling high -level, our multi -layer small apartment can be said to be the only one in the area. “The above speech seized the strong selling point of” multi -layer “to emphasize, and use its uniqueness to set the threshold for competitors.
3. Advanced factors are preconceived to give customers a prevention needle.
“Our exterior wall is Japanese
The chrysanthemum brand self -cleaning coatings. This coating is environmentally friendly and dirty. The rainwater is cleaned as soon as it is brushed, and the cost is very high. I think the use of wall tiles is expensive. In fact, good coatings are much more expensive than ordinary tiles. This is like plastic more expensive than steel, which makes the same reason. Our multi -layer structure is brick -mixed structure. , Good sound insulation effect; 2. Winter warm and cool in summer; 3. The cost is relatively low, and the cost -effectiveness of residential houses. “In addition to the above three points, when entering the actual unit, pay attention to leading customers in a specific order to lead customers in a specific order. Visiting the house, leaving the biggest space in the final introduction, the skills of “leaving the bricks” are also very effective in the actual process.
, as mentioned earlier, the most critical point of a property consultant is to cultivate the winner’s mentality and shape your own consultant image and industry authority. In actual work, its performance is that the property consultant must “lead” to talk, and use its own professional and skills to guide and educate customers’ consumption habits and consumption behaviors. The so -called “dominance” is how to control the theme content of the conversation in the conversation with others, as well as the development trend and direction of conversation.
This topic is a communication method that the property consultant needs to be proficient. Control and dominate any conversation is regular and methods, and people will naturally fall into three traps: the first is the digital trap; the second is the conclusion trap; the third is the emotional trap for future prospects.
D number temptation
The property consultant should develop a habit of speaking. As long as the other party said, I see that the house in your project is not as good as that project. Real estate consultants should answer: Seeing the quality of a house should be fully evaluated from three aspects. The psychological activity of the other party listened to this remark was to listen to which three aspects, so as to adjust their views. Real estate consultants should strengthen this habit training, and strictly require themselves to adopt the “digital temptation” method when answering customer questions.
Absolute conclusion
Absolute conclusion is also a kind of speech habit. After using this technique, people listening will generally be vibrated to a certain extent: how can there be such a firm conclusion? For example: “This house is suitable for people like you, others are not suitable.” “I see it, this house is simply customized for you.” Destiny. “This is the absolute conclusion. Its consequences are that after people hear this, they must listen to your annotation and control the other party’s ideas. If the other party is conceived according to your thinking, then your skills have achieved the goal, and an absolute confidence has been established in front of the other side, which strengthens the influence of your speech.
looking forward to the future
The customers usually hesitate to make decisions in the end. At the end of the last moment when people buy anything, there is always a hesitation. After all, I have to pay, and this hesitation calls “consequences anxiety” in psychology. Some people are more obvious, and some people perform less obvious. It is characterized by obvious people that often stop buying operations at the last moment and always stay at the stage of watching. The best way to deal with this hesitation of customers is to “look at the future”. For example:
In Liwan International Sales Office, a young lady had a deep impression on the G -type G unit in the first unit of the project D in the project D of the project, and Express enough buying desire. The total house of 600,000, the deposit of 20,000 yuan on the day, is about to sign the contract, she holds the pen and gives a real estate consultant: “Is I too impulsive. I decided to buy it once!” Real Estate! The consultant is indeed a long test, rich experience, and immediately answered: “Of course it is impulsive! Which one who bought our house is not impulsive? Liwan International is moving. How many you can afford your impulse, how many are you People have this impulse but have no ability to pay.
The large apartment in Changbai Island is a luxurious impulse, like it is true, do you like it? ” Continue: “You imagine, now it’s golden and autumn October. The sunny weekend, you hold your lovely little daughter with your left hand, hold your lover with your right hand, and the family comes to the Hunhe beach park park to take a walk and enjoy the early morning of the morning How pleasant things are the cool breeze and sunlight. When you go home, you can see the sparkling of the Hunhe River in the bathtub and bed. “The remarks of the Real Estate have not finished, and the customer went on to say,” You are too right, I signed it, where is this contract? “In this dialogue, the real estate consultant used the technology of looking forward to the future, which effectively solved the customer’s customer. The anxiety of what is about to happen before purchasing. There are three main points in the future: scenes, characters, and processes. In these three contents, we must fully describe the details, use details to impress customers to imagine, imagine, and associate, so as to arouse customers’ expectations for the future. The only action of a beautiful realm is to sign the contract now.