Sales team slogan

As the main battlefield of real estate sales, the sales department is often the "position" for real estate buyers and sellers to stage a "seesaw battle". For the seller, the property consultant and sales team of the sales department have received professional training, and there has been a complete set of sales rhetoric since the buyers entered the sales department. As far as most property buyers are concerned, it is easy to "fall" in this "persuasion". Then, how do buyers "stay awake" when buying a house, and how to deal with these "sales rhetoric"?

Main article

Excavate and restore value.

Unified and perfect "sales rhetoric" and "marketing methods" are indispensable magic weapons for real estate sales teams. In real estate sales, we often pay attention to the understanding of the market, the excavation of project value, the in-depth analysis and grasp of customers, and the profound tempering of language.

As the saying goes, knowing ourselves and knowing ourselves can win every battle, so before entering the sales department, please also ask all buyers to think backwards.

Stepping into the sales department, buyers entered the "encirclement" of sales staff. Usually, when new customers visit, the seller's property consultant often asks, "Is this your first time to our project?" "Are you going to live by yourself or buy a house for your children?" In such a problem, property consultants can easily understand the basic situation of property buyers and the tendency to buy houses.

Then, property consultants began to "sell" to prospective buyers. Generally speaking, property consultants will "dig" the value chain of the whole project in a comprehensive and detailed way, and put the most valuable and attractive "selling points" in front of buyers in various ways.

In the process of excavating this value chain, we usually start with "land value". What is the value of the land where the project is located? The urban planning and development of the area, the present situation and expectation of traffic, the historical and cultural heritage of the city, the supporting conditions of business and life in the area where the plot is located, and the living culture are all the values that the seller will "dig".

Secondly, the planning value of the project, such as courtyard space, centripetal combination, architectural sight, land use, the relationship between high-rise and low-rise buildings, the relationship between commercial layout and residence, and the use of natural resources by the project, is also a "selling point" card often played in real estate sales.

In addition, the "value points" such as garden landscape value, building facade value, transportation system value, apartment space details and community facilities are all the objects that the sales team will dig deep before the project is sold.

Therefore, prospective buyers had better know these "value points" before going to the sales department. Of course, it is also possible to directly enter the sales department to understand. This paper analyzes the direction of value mining of sales real estate consultants, and then deduces and restores them in reverse: why should we pay attention to these value points, are they really valuable, and does the attention to value points cover up other value points more related to housing? Restore the selling points one by one and calmly analyze whether it meets your housing needs.

Promotional articles

The sales department especially likes to ask questions.

After a certain understanding of a project, most property buyers will choose a real estate for in-depth understanding. As far as the selected real estate is concerned, in the face of the "rhetoric" of the real estate consultant of the sales department, what buyers have to do is to remain calm.

Property consultants are all professionally trained. When choosing a house, the buyer must know: the reply of the property consultant. At the same time, it should be noted that the "commitment" of the property consultant cannot be used as the legal basis for disputes after the purchase, and everything needs to be based on the Purchase Contract and the Supplementary Agreement.

In the in-depth understanding of a real estate project, the sales department is still an important "position". At this time, questions and consultations are also very particular.

First of all, the clear answer to the sales method is whether to sell according to the construction area or the interior construction area (the difference between them is that the construction area includes the pool area, but the interior construction area does not). At present, Nanchong's buildings are sold according to the interior construction area, but in order to show the "average price" discount of the project, in the sales rhetoric, it is not excluded that some sub-salesmen deliberately confuse the differences between these two aspects.

Second, the specific price is in the "loushu" of the project, and the word "average price" is often seen when buying a house. As the name implies, the "average price" is the average price of the project, but buyers often find that there is a big gap between their favorite house and the "average price". Therefore, when we understand the project in depth, we must make clear the exact price of the floors and apartments needed. Generally speaking, multi-storey buildings are located on the fourth or fifth floor, which is close to the average price; The difference between the highest price limit and the average price per unit area of two households with 6 -8 floors and one floor is 5%-8%, and the high-rise is between 15%-20%.

Thirdly, whether the house can be delivered on time, whether the building project completion acceptance record form, the technical report on the measured area of commercial housing, the residential quality guarantee and the residential instruction manual can be obtained when moving in, these are all places that buyers need to be clear about.

The fourth occupancy condition: when you check in, you need to know whether the water, electricity, gas, communication and closed-circuit monitoring system can be used normally, whether the private or public facilities such as cleaning, greening, sewage discharge and lighting in the community are normal, the disposal method of decoration garbage during decoration, and the collection of property management fees.

The total number of parking spaces in the fifth residential area, whether the parking spaces are above ground or underground, whether "one person per household" can be guaranteed, parking space area, charging standard, estimated opening hours, etc. Need to be clear to the buyer.

Advanced article

Be wary of third-party salespeople inside and outside the sales department.

Under normal circumstances, the sales department of Nanchong hot-selling projects is often crowded and lively. At this time, it is easy for buyers to have the herd mentality of "the house here is so hot that it will definitely sell well, and I can also consider it". At this time, it should be noted that the people queuing at the sales office are not all property buyers, but also "house-watchers" or third-party salespeople.

"Housing care" are generally older "property buyers", and they often appear in important nodes such as project opening.

Third-party salespeople are divided into "little bees" outside the venue and "agents" and "salespeople of distribution companies" inside the venue. It is worth noting that there are usually many types of real estate agents, such as queuing to buy numbers, but developers will not engage in various tricks if they sell directly, because agents hope to earn more agency fees from developers.

Sales illusion such as "sold out"

Now, many consumers report that it is difficult to buy a house. If you want to buy a house you like, it will be even more difficult. The project was finally selected, but the apartment type, area and orientation satisfied the buyers, but the property consultant said, "Sorry, this apartment type has been sold out."

At the sales site, in order to create a prosperous sales atmosphere, developers often print the words "sold out" on the bulletin board of the sales center, or mark a large area of sold units on the sales performance chart, so that buyers feel that there are few houses left. Sales staff will also take many measures to create a hot-selling atmosphere and make buyers feel nervous. They signed the contract impulsively without thinking clearly and paid the "sincerity money".

At this time, the buyer needs to decide according to the actual situation. For real hot-selling projects, the situation of selling out is not ruled out. For the "sold out" phenomenon that is difficult to distinguish, you can go to the land department to inquire about the listing information of real estate. In addition, when looking at the house, you can also go to the sales department and ask the sales staff to produce a book called "Sales Control". This notebook records the real sales of real estate, and you can determine whether the house you like has been sold.

(The above answers were published on 2016-12-14. The current purchase policy should be based on the actual situation. )

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