Real Estate Telephone Sales Words and Techniques

Real estate telephone sales words and techniques

At present, real estate telephone sales are not easy to do. First of all, people have become more vigilant. Secondly, people’s attitudes towards real estate salespeople have also changed. Not great, and "call filtering" is becoming more and more common in companies. So how can real estate sales use skills and words to improve performance? The following are my carefully compiled real estate phone sales words and techniques. You are welcome to share them.

Real estate telephone sales words and techniques 1. Answering the phone

The purpose of answering the phone is: leaving the customer’s name and phone number, and understanding the customer’s purchase of a house The purpose, required room type and area, the customer's current location and housing status, estimate the customer's degree of intention, and finally try to make the customer leave a deep impression on the salesperson during the conversation so that they can contact him or make an appointment with him on the spot.

The most important thing when answering the phone is to leave the contact information of the other party. When leaving the residence and mobile phone number, there are the following methods:

1. Get straight to the point: after coming up and saying hello, Just ask for their phone number directly. The statement can be: "Mr. or Miss., would you like to leave your phone number?" or "Mr. or Miss., please leave your phone number. We will do some registration."

2. Halfway through Interruption method: On the way to learn about the product introduction, you suddenly ask a question, so that the customer does not think much and blurts out the phone number.

3. The last question is to facilitate contact: When the climax of the product introduction is about to end, when you ask the question before you introduce the thing he wants to know most, he will tell you the phone number in order to understand the situation.

There are also some special methods:

1. Pretend that you cannot hear clearly on the phone and ask the other party to leave their phone number before calling again.

2. Deliberately say that a certain question is unclear and you want to inquire or ask the manager. Please leave your phone number and contact us again.

3. Say that you are not a salesperson and that the salesperson is very busy. Leave your phone number and contact you again (let the salesperson call you).

Precautions for answering the phone:

1. Don’t just answer the customer’s questions, don’t be led by the customer, and be able to guide the customer. The best way is to ask the customer a question, don't rush to answer immediately, ask the question tactfully, and then wait for the customer to answer your question before answering his question, but be measured and don't be aggressive.

2. Don’t over-exaggerate and praise your property.

3. Due to the heavy call volume when the market opens, do not answer the call for too long. Generally, 1 to 2 minutes is appropriate. After inquiring about the situation, immediately ask him to come to the scene.

4. Use short and attractive language to give customers a good impression.

5. Don’t introduce all the details of the property to the client one by one on the phone. Keep it in reserve to make it more attractive to him. Do you want to know more? Please come to the site.

6. To determine whether the person is really willing to buy a house. If you suspect that he is a real estate market researcher, you can call the manager or politely refuse to answer. You can say: "Look, the opening phone number is very busy, and we don't have many lines. If you want to know more, you might as well make an appointment to come to the site." Do not answer some sensitive questions, such as room acquisition rate, floor area ratio, Base area, total building area, etc. It can be said that he is a new salesman and is not very clear. Remember: anything published in the newspaper can be introduced, but for others, please come to the scene.

7. When answering the phone, you can leave some clues. If you don’t answer the question, tell him that you will ask him for a response in two days for future follow-up, so that you will have an excuse to hang up on him in the future.

Make an appointment with the customer to the site

The basis of making an appointment with the customer is to leave a good impression on the customer. Things to pay attention to when making an appointment with the customer: Do not use question-type questions method, but use a selective method to ask questions.

Example: Don't ask: "Look, when will the gentleman come (to the scene)?"

He will answer you: "I will come when I am free."

"

But I want to ask: "Sir (Miss), look, are you coming over on Saturday or Sunday? "(Give him a limit).

He will answer: "I will do it on Sunday. ", you said: "Okay, I'll wait for you on Sunday. "

Examples of standard language for answering the phone:

"Hello (case name)! ”

“Goodbye, sir or miss. ”

“Welcome to visit the property. ”

Real Estate Telephone Sales Words and Techniques 2. Telephone Tracking and Invitation

1. The Significance of Telephone Tracking and Visits

Customers first visit the sales site for Under normal circumstances, customers will not place an order or purchase easily unless your product is particularly suitable for them and the on-site atmosphere is perfect to facilitate the transaction. Otherwise, the customer will go back and consider it again. Tracking customers and even door-to-door visits will be an important means of sales. Don't expect customers to take the initiative and come to the door-to-door delivery. Of course, this situation also exists.

The purpose of phone tracking and door-to-door visits is to re-awaken customers. Awareness of purchasing our products and making an appointment to visit the site again to conclude a transaction

2. Customer tracking and visits basically take two forms

Telephone follow-up and make an appointment with the customer. Go to the sales office to negotiate. If the customer does not have time or expresses sincerity, the first method is generally used. The salesperson must be prepared before tracking and visiting the customer.

That is to say, you should know in advance the content reflected in the customer record (caller list, visitor list, salesperson A, B list), including the time and place of first contact, customer name, region, age, gender, occupation and Demand area, media acquisition channels, inquiry focus, etc.

Find an entry point (excuse) for communication from all records, such as: answer customer questions; introduce some of the product based on the advertising content. Advantages; reasonable excuses, caring about the current situation; making customers feel guilty, generally refers to those customers who have made appointments but did not come to the site.

3. Pay attention to several aspects when tracking customers:

(1) When recording the customer’s phone number, be sure to note whether the phone number is from home or work. Also, be careful not to track customers too frequently.

(2) Effectiveness. Be careful not to follow too long.

(3) Before making a follow-up call, you should prepare the content, sequence, and rhythm. At the same time, the tone should be crisp rather than harsh, and friendly rather than soft.

(4) Sales personnel must be fully confident and patient

Main job responsibilities of real estate telephone sales:

1. Conduct product sales over the phone, and communicate with customers. External sales staff cooperate to complete various sales targets;

2. Understand customer needs through telephone communication, seek sales opportunities and complete sales performance;

3. Develop new customers and expand relationships with old customers Customer business, establish and maintain customer files;

4. Coordinate the company's internal resources to improve customer satisfaction;

5. Collect and analyze market data, and regularly feed back the latest information.

Main conversation content:

1. Telemarketing by greeting customers and introducing yourself.

2. Telephone sales with greetings, compliments and explanation of intentions.

3. Telephone marketing for face-to-face invitations.

4. Refuse to process. When a prospective customer refuses a telephone interview, our sales staff should respond with polite words.